Overcoming Objections Is Part Of Closing The Sale

If you do everything right, when you close, they’re relieved.

Having said that, most people are afraid of making a bad decision, so they toss a ‘No’, or ‘Not sure’, ‘Need to think it over / Talk about it / Sleep on it / Thought we’d get more for our car / Payments are higher than we’d planned’, etc.

When you’ve done your job in every step, and when you learn to close on the objections that come up, hang in there and turn those “No” responses into, “OK, we’ll take it.”

It’s a fact, and has been since I started selling cars 45 years ago:

80% of all sales are made after the 5th attempt to close.

If you don’t do it right, and even when you do, some still say “No”, or “We’ll think it over”, “It’s too much money”, or any other common objection you hear.

1 to 5 closes get you closer, but it takes 6 to win.

A 20-25 car guy in class said he keeps 6 pennies in his pocket, and moves one into the other pocket every time he closes, to make sure he’s closed more than 5 times.

Your success depends on using what you’ve learned up to this point to close on every objection.

When it’s a price objection, don’t ask “If we could save you $xxx, can we wrap it up now?”

Why? Because you took their purchase from value, to now it’s all about price. Once it’s about price, at best you either lose gross for no reason, or you’ve just set them up to head down the street to see if they’ll do better there.

(If your dealer has JVTN®, make ‘Price’ another month-long course to ‘practice & master’ each skill.)

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Sell more cars and develop your skills with Joe Verde’s online training – JVTN®. Get more info or call us at (800) 445-6217.