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Getting a car is a big purchase for most people. There are a lot of people who will likely have some objections to the sale. However, don’t take the argument personally. Instead, be a consultant and help people find the perfect car.

When people start the process of buying a car, they only visit one or two dealerships. However, if you can overcome these sales objections, you can turn the potential buyer into a buyer. Below are some tips to keep in mind. 

 

Conduct a Thorough Needs Assessment

People are going to object to a sale; it’s an unfortunate fact. Something you need to do is question why it’s happening. Understanding the buyer’s concerns is one of the most important things to do. This will allow you to build rapport and make the necessary sales pitch. Having a thorough needs assessment helps build trust and rapport, which is very important for a lot of dealerships. 

 

Show Empathy by Telling a Story

Responding to a customer’s objection by telling a story is also a great way to build rapport and make the necessary sales pitch. For instance, if a potential Subaru Outback buyer has concerns about the fit of their kids’ gear in the car, you can show empathy by saying that you have three kids and that it’s no problem to fit all of them in the vehicle. Don’t make up a story; just relate the experience of a friend, colleague, or neighbor.

 

Be Logical

Every potential buyer will look at the value of their trade as a car in perfect condition. However, your job is to be logical and tell them the reality of their trade-in. One of the most important steps that you need to take is to touch on flaws to help them understand the value of the trade-in you’re setting. Your logic will resonate with them.

 

Ask for help

When you lose a customer, you need your Sales Manager to come in and help you work out a deal. You should tell the customer that you will get their manager to help you reach a deal and then leave them alone to talk privately. If you’ve lost the customer, the customer won’t speak frankly in front of you. It’s important that you know when to remove yourself from a situation.

Sales objections are a part of the job, but instead of taking them personally, focus on developing the skills to overcome them. This will allow you to make more sales and build long-lasting relationships with your potential customers.