Two Closes To Master

If you’ve done a great job, most objections will be ‘reflex’ objections.

Why? Because buying a $50,000 vehicle is a big deal, and it’s easier to say ‘I’ll think it over’ than to say ‘yes’.

Don’t give up – because you’re ‘thisclose’ to delivering the vehicle.

Use these 2 closes to overcome common reflex objections, anywhere in Steps 6 through 8.

Find a practice partner, so you can practice again and again, until your reply just flows like normal.

You’ll be shocked at how easy closing on that final objection is, when you’ve done a great job.

This is almost always a 2-step, because their first objection is vague. Just learn both and sell more.

1. “We’ll Think It Over”

“I think we should look around a little more, talk about it, and maybe check with a friend.”

Without hesitation, smile and…

“Bob, you’re such a kidder – you’ve done your research, you guys love this truck, it’s comfortable, and it has every feature you wanted, so seriously now, how’d you want it registered – one name or two?”

2. “It’s Too Much Money”

“We think it’s just too much for us right now.”

“That’s exactly why you should get this truck.” “What???”

“You guys are trading in this truck after a couple years, because you bought the one you didn’t like last time, because it was cheaper – and you’re about to do that again…

Seriously now … you’ve found the perfect truck, it has everything you always wanted, and because it’s the one, you’ll keep it longer, and that saves you way more money than trading every couple years.

So, let’s get it done and get you out of here, so you can hook up the boat and head to the river – did you want to put the hitch on today or bring it in next week?”

“Yeah, you’re right, let’s do it. I’ll bring it back next week for that.”

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This young guy came in to look at cars and we found the perfect one for him; a pretty red 2 door sporty car with a sunroof, and he loved it.

He gave me both objections, almost word for word.

I went through #1 and then #2 and he agreed. He traded his clunker, and when he got out of finance we started clearing out his stuff and mom and dad pulled up. ):

He knew what they would say, and immediately repeated what I told him, almost word for word:

“This isn’t just a pretty red car, it has everything I’ve wanted, so I’ll keep it longer, and in the end, I’ll save a lot of money.”

Mom and Dad smiled and gave him a hug.

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If you do everything we’ve covered in this issue, you’ll close sales you’ve always been missing.

You don’t want to mumble or fumble trying to use new skills. So, grab a partner and practice, so that the words just come out when you get those objections.

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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.