When you're shopping for a new or used car, the experience can be exciting. You might be able to find the perfect car at the right price. However, there's also a chance that you'll run into some resistance from the dealership salesperson. In this blog post, we'll outline some tips to help you overcome objections and get the best deal on your next car. Let's get started!
Car sales is a competitive field. Roughly one-third of car buyers go to their local dealership for the purchase, and that number increases every year.
Overcoming objections in car sales is a critical step in overcoming barriers with prospects.
In this blog post, we'll take a look at overcoming objections in car sales from prospects on the lot at the car dealership.
We address some common rebuttals given by those who have been there before so you can feel confident as an experienced pro!
Are you a person or an automated system?
You can't always tell by the phone number, but one question to ask is whether your callers are dealing with humans when they contact you.
If not, consider adding voice and video chat that's easy to use in order for people who want real relationships.
Don't be fooled by the fact that you're a small business.
You may have fewer resources, but your passion and commitment to customer service can be the deciding factor in overcoming objections from larger businesses.
Don't stop at overcoming objections; turn them into opportunities!
"Can I help you find something?" is a great question to ask after overcoming an objection.
It shows that you care about the customer experience and are willing to help.
Providing detailed explanations about car features helps alleviate concerns about potential purchases. In fact, many satisfied customers have found value in exploring a wide range of high-quality vehicles. In addition, detailed explanations and resources about car logistics can reassurize prospects. A1 Auto Transport, for example, provides transparent and reliable car shipping services that potential buyers may find valuable. Understanding how to efficiently ship a vehicle cross-country or overseas might mitigate concerns during the purchasing process
If someone asks what color something is or how much it costs, don't just tell them; go into detail about why it's a good idea to make that choice.
Your answer should depend on what the actual objection was, but overcoming objections doesn't mean pushing them off onto someone else.
Be willing to accept responsibility and take care of whatever needs to be done yourself before passing along the request.
Don't be afraid to use your resources! If someone has an objection that you can't answer, don't be afraid to offer a test drive or direct them to one of your team members who can help.
Not only will this show that you're willing to go the extra mile for your customers, but it'll also give you more time to come up with a response to their objection.
It's important to always be prepared for objections, but don't let them get you down. If you're feeling frustrated or overwhelmed, take a break and come back fresh.
You'll be more likely to close the sale if you stay positive and focused on your customer's needs.
When it comes to overcoming objections in car sales, practice makes perfect! The more you do it, the easier it'll be to get through them without losing your cool.
A competent salesperson must have some kind of emotional intelligence, whether it comes naturally or is learned the hard way.
Gen Xers may expect their salesman to be more assertive in the sales process, whereas millennials frequently disconnect as soon as the salesperson appears 'pushy.'
With this in mind, it's important to adopt the appropriate behaviours for dealing with modern-day objections.
Any salesperson would tell you that how you relate to the consumer is more important than the objection.
These strategies can assist you in overcoming any resistance and closing more sales:
Recognize the objection: "I can see why you're feeling that way." Many of my loyal customers are concerned about it." It's helpful to acknowledge that you've heard your customer's complaint.
Face the issue head-on: Determine whether price complaints are genuine or a way to get out of buying a car they don't want.
Listen more than you speak:
The more you listen to the customer, the more you'll be able to pinpoint the source of the objection and assess whether you have the correct answer for them.
Not every prospect turns into a sale, and you can tell if your shopper is a buyer or not simply listening.
Interrupting your lead when they are talking is the best method to turn them off. You demonstrate that you are uninterested in hearing their point of view and that you devalue them as a person.
Because client objections don't always utilise the same language, you'll need to listen carefully to figure out what the customer's real issue is.
Knowing how to respond to these 10 frequent objections will help you prepare for practically any situation:
Anyone who has worked in sales for ten years or more has heard the phrase "I'm just looking." Historically, the most typical method of researching autos was to walk through car lots and inspect various models.
"I'm only looking," it used to mean. I'm not ready to talk to anyone just yet." However, this form of complaint no longer has the same meaning.
We now know that auto buyers visit the dealership an average of 1.6 times before making a purchase decision.
It's considerably less likely that the customer arrived on your lot without having narrowed down his or her choices to one of your models.
"I'm simply browsing," says a skilled seller, is an opportunity to create an introduction, learn which models are of interest, and conduct walkarounds.
Salespeople still have a damaged reputation as aggressive and cunning, despite a decade of efforts to improve transparency and honest methods.
Some customers believe that their initial visit to the dealership will result in them being duped into making a purchase, based on their own personal experiences.
"I'm not ready to buy now" indicates that they require a more leisurely, informative sales process that values them as a customer and concentrates on their requirements rather than the automobile.
When the conditions are good, you'll be astonished at how many people are ready to buy.
It's typical for automobile buyers to look at models that aren't in their price range. The budget problem is not a pricing objection, and it does not negate the vehicle's worth – quite the contrary.
For this objection, the salesperson takes a two-pronged approach:
"Would you like to see if we can work something out so that we can get this vehicle into your budget?" or,
"I can see why you're feeling that way. Is it possible for me to show you something more comfortable?"
If the consumer says, "It's too pricey," you may not have shown the vehicle to them correctly.
The consumer does not see how the car will fulfil all of their requirements.
The walkaround was rushed or phoned in, the wants and needs assessment was skipped, or you were unable to address the shopper's most critical concerns.
To promote value, respond by reviewing how the vehicle satisfies their needs. After the fact, though, it can be a difficult objection to overcome.
The relationship is just as crucial as the product or service in sales.
When a consumer raises a price issue and mentions your competition, it shows you failed to build a relationship with them.
The salesperson must now demonstrate value in addition to selling automobile features. They have to sell the business.
"Would you mind if I showed you why I believe we are the superior option?"
Instead of giving away the entire profit, position your store as the customer's value proposition.
Demonstrate your service process to the customer and introduce them to your after-sales personnel.
Highlight essential features that set your store apart from the competitors. All the while, you're cultivating a deeper bond that extends beyond a few dollars on a car loan.
Anyone trading in a car wants to know that they're getting a fair deal.
"I realise how difficult it is to let go of a vehicle. Here's why we gave your trade such a low rating."
Most buyers don't factor in the time and effort required to sell a car on their own, the cost of certifying the vehicle first, or the tax savings on the trade value.
It's frequently enough to go over the advantages of trading in a car again, or perhaps a re-evaluation of the market is required to increase the trade value.
When a potential buyer wants to "think about it," it's always the most unclear objection.
This issue frequently follows a discussion of price or payment, but it does not explain the source of the concern.
Something else is always going on beneath the surface.
"I realise that you want to think things through before making a decision. Is the price too excessive, or does the vehicle not meet your requirements?"
You're attempting to flush out the genuine concern without pressing the buyer to make a purchase.
Some clients aren't good negotiators and will end the conversation rather than work through their issues. If you can keep them talking, there's still a chance you'll be able to reach an agreement - possibly today.
It's no secret that manufacturers reduce pricing, and it usually occurs shortly after a buyer purchases a vehicle. They want a great lot, but this is the most crucial day.
"If you're willing to wait, there might be some additional benefits." However, I cannot guarantee that the vehicle you like will still be available. Furthermore, the value of your trade-in may depreciate."
The customer wants the car, so that isn't a problem. They simply want confirmation that now is the best moment to buy.
According to Zillow, automobile buyers spend more time researching cars than they do home loans.
If a shopper responds, "I need to research more," it's almost certain that something else is going on.
"Absolutely, I can see why you'd want additional information," you say. Is it possible for me to show you some of the vehicle's features and specifications?"
You must maintain a dialogue with this individual. Another underlying problem needs to be addressed, and the only way to do so is to meet face to face.
Today's workforce, particularly millennials, prefers unpredictable workplace hours, which might make visiting the dealership cumbersome.
If you run into a time constraint, don't wait for them to become available. Continue to pursue the sale.
"Can I deliver the automobile to you if you don't have time to come to the dealership?"
Meet the buyer offsite at a time and place that suits them. Perhaps you could allow them to test drive the vehicle for a day or two.
Keep in mind that practise makes perfect.
The only way to grow better at handling objections is to practise, no matter how much everyone appreciates it (or does not).
Role play with your coworkers on a regular basis will give you the confidence to think on your feet and will help you limit the number of objections that lead to missed sales.
The better you get, the higher your client happiness will be, and the more money you'll bring in!
