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.