The Presentation and Denio Driue
During the presentation of the vehicle and the demo drive, salespeople have two objectives: First, they want to convince you that the car meets your needs. Second, they want to see if they can elicit buying signals from you. That isthey are looking for comments that suggest you are getting ready to buy.Know that good salespeople will listen for buying signals like: "If I buy the car, how soon could I have it?""I've always wanted a car like this. " "Do you have this model in silver?" "My wife would, kill me if I bought this car. "When they hear statements and questions like these, salespeople sense you're ready to make a deal. If they're smart, they will hustle you to their desk as fast as possible.
5. Overcoming Objections
At some point during the negotiation, you might begin to raise objections. Usually these objections occur in relation to the price. You should understand that there are really two different categories of objections with which the salesperson must deal. The first are called "Stated Objections." With "Stated Objections" there's no question as to what's holding the buyer back from making a purchase decision:
"The price is too high. "
"I've really got to get more for mg trade-in. "
The second category of objection is called "Implied Objections." These are usually disguised as excuses such as:
"I need to talk to mg wife about this. " "I'd like to think about it. "
Beneath the Implied Objections
One thing most salespeople assume about the implied objection is that underneath the excuse is an unstated objection. More often than not, the price is at the root of this implied objection. Smart salespeople will begin to ask questions to see if they can uncover the barrier to making the sale. Does the spouse have to approve it? Does the customer want to shop to see if the car can be had for a better price? Is the customer afraid to make a decision? Whatever the case, be it a stated or implied Objection, the salesperson will try to remove the obstacles and sell you m the deal.
