Working in retail, it’s not uncommon to hear the phrase, “we only have a few minutes.” In fact, you probably hear that every day.
According to longtime Sales Trainer and Author Joe Verde, most salespeople mess this up by challenging the objection and therefore, miss the sale. He says it’s a shame too because it’s a simple objection to handle.
The first rule to learn about reflex objections is to welcome whatever a potential car buyer just said. Learn to make the first word out of your mouth positive.
So when a customer says, “we’re in a hurry and just want to look around for a few minutes” Joe suggest using “great, maybe I can answer a few questions while you guys are here and grab you a brochure before you leave.”
You want to pause briefly after that, then ask a question and move into your investigation and rapport… Like this: “When you do get a little closer, who’s the lucky one who gets the new car this time betty…you or Bob?” And then, follow that up with: “And will you be looking for something pretty basic or with more equipment?”
With the reflex objection out of the way, it will open up other steps to a sale.
