Article Directory :: Business - General Articles

Overcoming Objections - The Obvious, Easy Way To Overcome Objections Many Fail To Use

By Carl Davidson

Republish: EasyPublish™ Published: 17Sep2009 Word count: 893 Viewed: 451 time(s) Get Free Content For Your Site

Overcoming objections is not hard. It is a simple matter of assuming the customer is going to buy and then solving their problem. In this article, I am going to give a true example of how a salesperson walked right past a sale they could have easily gotten using a some simple techniques for overcoming objections.

First, let's set the scene for the true life example for overcoming objections.

Last Monday, which was the 31st day of August (I mention the date for a reason you will see) my wife and I decided to buy a new car and went to a dealership. The salesperson showed us three vehicles that would have been acceptable. One was the most luxurious model and we really liked it but said it was out of our budget. That left two vehicles. One of them had a bad order and we rejected it. But then...out of the blue...came the final crushing objection. My wife said that she doesn't like the color of either of them. The salesperson tried to find other inventory in his computer and kind of lost our interest while he was lost in working the computer for a long time. Then, he brought his manager to see us. The manager was nice but also made no attempt to close us. When we left, my wife said she was disappointed that they didn't try to sell us as she would have bought any of the three vehicles if they had made it easy for us to make the purchase. Let's look at some of the approaches they could have taken that could have easily turned a disappointed hand shake into a sale.

It's The Last Day Of The Month

As I mentioned, it happened to be the last day of the month. What if the salesperson had asked if we really liked the luxury model we thought was out of our budget? If we said yes, he could have said. "Look, today is the last day of the month. Our expenses for the month are all paid. Any money we make now is just gravy. Now is the time to make an offer and see if you can get the luxury model to fit in your budget. Pick a number in your heart that will make you happy and I'll get the paperwork started." You can also adapt this to the beginning of the month and the middle of the month, to Saturdays, evenings and mornings.

Let's Talk About The Color

My wife didn't like the color, but what if the salesperson had said, "I know you don't like the color but let me ask. Is there a price that would make the color acceptable? I mean if you saved enough would you accept a color that is different than the one you were hoping for? How much would you have to save? I doubt it but let's see if we can get it in that range. I'll get the paperwork started."

Let's Talk About The Odor

One vehicle was rejected due to a string cigar odor. The salesperson just agreed with us that it was overpowering. What if he had said, "Carl, we have a great reconditioning department and we are great at odor control. In fact, we do all the police cars for the city. I am confident we can get that odor to completely disappear. I am going to write on the order that this purchase is subject to us getting the odor to you satisfaction or the purchase is null and void. I'll' get the paperwork started."

The Loyalty Bonus

"Carl, normally you couldn't get that luxury model in your price range but I see you bought your current vehicle here. I am going to try to get you a loyalty bonus that will make this vehicle affordable. I'll get the paperwork started."

Let's Talk Paint

Carl, I understand that you wife dislikes the color, so I'm going to write here that the vehicle if to be repainted in the color of your choice at no additional charge. I'll get the paperwork started". Now this may or may not be possible but it will get the buyers to sign a contract and get the negotiations rolling.

The Coin Flip

A last ditch "Hail Mary" approach is to find out which one they are "leaning towards" and then say, "Tell you what, I'll flip you for it. Heads you buy it, tails you walk away". You flip a coin and you have a 50% chance.

If Your Daughter....?

"Carl, let me ask you, if your daughter was looking for a good vehicle from a good dealer and she saw the ones you saw today, what would you advise her to do?" Many customer will say, "I'd advise here to take the XXXX"

Would These Methods Work?

We have discussed seven ideas to get the sale. Would they work? They will work on some people and not on others. But we know for sure that they won't work if they are not tried. In our true example, the salesperson and the manager failed to try and lost the sale. Be sure you have lots of ways to solve the customers' problems and always assume that they are buying. It is easy to overcome objections if you just try to solve the customer's problem.

EasyPublish™ this article - publishers click here

More articles by Carl Davidson

Free Report!
Ten Essential Secrets Of Article Marketing ... Grab Your Free
Copy Now:

Need Content?
Regular Top Quality Content for your Blog, Ezine or Website ...
Delivered Direct,
For Free!
Click For Details