Overcoming Buyer Objections in the Car Sales Process

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How many times do you hear “I’m just looking.”  Instead of coming back with something witty or semi-snarky like “That’s why we put em out here”, Paul says use empathy by using this simple phrasing.

Video Transcription:

Our Tip of the Day comes from Paul Cummings.

Well, you know how many times do you hear these words, “I’m just looking.” Well, you can’t be like the old salespeople and say something like, “Well, gee that’s why we keep them parked outside”. You know, you need a more professional approach today. So I’m going to give you a little piece of advice. I want you to use empathy to handle “I’m just looking”. Try these words today: “Sir, I understand you’re just looking. I wouldn’t expect you to buy a car without walking through the inventory. Please allow me to make sure today we find an automobile that exceeds all your expectations. Doing that for you sir is something I do every day with all of our valued customers. Would that be okay with you?” When you say, “I understand you’re just looking. I wouldn’t expect you to buy without walking through the inventory. Please allow me to find an automobile that exceeds your expectations. I am confident that together we can accomplish that goal.” Then you have internally taken that objection, and taken all of the intensity out of it and turned it into a positive experience for your customer. Remember this, a salesperson without words is broke. You need words that win. Those words will win for your today. I hope you enjoyed the tip of the day.

Remember you can access all of our tips from more than 10 trainers right here on demand 24/7 on CBT Automotive Network.

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