Premier site for car salespersons: Proven sales tips for closing every sale!
Premier site for car salespersons: Proven sales tips for closing every sale!

How to close a sale: How to overcome objection, “I want to think about it”

How to close a sale: How to overcome the sales objections, “I want to think about it” and “I want to check another brand” by using Power Sales Scripts.

We have seen that to close a sale every time it is important to be ready with Power Sales Scripts to overcome the common sales objections we hear very often.

  • “I want to think about it” (the above video)
  • “I want to check out other brands” (the above video)
  • “I want to ask my wife” (video coming soon)
  • “I cannot afford the monthly installment” (Watch here)

There are 4 additional lessons we can learn from the video:

1. When a prospect walks into a showroom they are likely ready and eager to purchase a vehicle. Hence you must sign on the spot! It means you must get their order at that very first visit. If you allow them to go off without signing the order, they will likely change their mind. This is because of the Law of Diminishing returns. (Read here: How to sell ice to an Eskimo – the 4 Rules)

 

2.  When a prospect says, “I want to think about it” or “I want to ask my wife”, usually it means they still have
concerns on their mind. Perhaps, they are not convinced your product is what they want. Or they may want to
shop around. To find out their concerns, you need to always ask questions to find out.

3. When you are comparing your product with the competitor’s, avoid condemning their product. Just highlight your strength. The prospect will respect you as a professional and trustworthy salesperson. Most people are visual. So let them see your product side by side with the competitor’s. It will sway them to buy your product.

4. “Would you like to pay by Cash or credit card” or “Put down a deposit of Rm500 or RM1,000” are Power Sales
Scripts as they cannot be answered by a ‘yes’ or a ‘no’. The questions ‘force’ them to choose between 2 decisions
which are both favorable to you!

Below is the transcripts of the video:

Coach: Hi I’m Lisa. How do you handle these sales objections: “I want to think about it”  & “I want to check other brands”? If you are not prepared for these objections, you will fail to close a sale, as happened to the salesperson, Ms Angela.

Setting: Apex Car Dealership

Salesperson, Angela: Mr King, would you like to pay a booking deposit by cash or credit card?

Prospect, Mr King: I’m not ready to book yet. I need to think about it.

Salesperson, Angela: Ok, how long will you think about it?

Prospect, Mr King: Oh … one or two days will do. Bye!

Then Mr King goes to a competitor’s showroom … (And bought a competitor’s car!)

Salesperson, Angela: (Calling Mr King on the phone) Hello, Mr King. Have you decided to buy a car?

Prospect, Mr King: (Driving a competitor’s new car) Hi Ms Angela. Sorry, I’ve bought another car.

Salesperson, Angela: Oh, I see (disappointed) Waaa … (Crying)

Coach: Poor Angela! Another objection you must be ready for is, “I want to check out another brand.”

Setting: Apex Car Dealership

Salesperson, Angela: Mr King, would you like to pay a booking deposit by cash or credit card?

Prospect, Mr King: I’m not ready to book yet. I want to check out another brand.

Salesperson, Angela: OK, when shall I call you back?

Prospect, Mr King: You can call me in one week. Bye!

Then Mr King goes to a competitor’s showroom … (And bought a competitor’s car!)

Salesperson, Angela: (Calling Mr King on the phone) Hello, Mr King. Have you checked out another brand?

Prospect, Mr King: (Driving a competitor’s new car) Hi Ms Angela. Sorry, I’ve bought another car.

Salesperson, Angela: Oh, I see (disappointed) Waaa … (Crying)

Coach: Yes, I know. Angela cries a lot! So without Power Sales Scripts to overcome the objections, “I want to think about it” and “I want to check out another brand”, Ms Angela failed to sign any sale order.. Now let’s see how Ms Angela can do better this time.

Setting: Apex Car Dealership

Salesperson, Angela: Mr King, would you like to pay a booking deposit by cash or credit card?

Prospect, Mr King: I’m not ready to book yet. I need to think about it.

Salesperson, Angela: Ok, I understand. What are you thinking about?

Prospect, Mr King: I’m thinking to check out another brand.

Salesperson, Angela: That’s fair. May I know which brand you have in mind?

Prospect, Mr King: I’m thinking of checking out ABC brand.

Salesperson, Angela: I’ve some information about ABC brand. May I share it with you, Mr King?

Prospect, Mr King: Oh really? Yes, please do.

Ms Angela shows Mr King a comparison between Apex Car & ABC Car

Salesperson, Angela: As you can see Mr King, Apex car saves fuel, saves money and has better performance.

Prospect, Mr King: Yes, I can see that.

Salesperson, Angela: Would you like to put down a RM500 or a RM1,000 booking deposit?

Prospect, Mr King: RM500

Ms Angela celebrates her success: Yabadabadoo!

Coach: Yes, Angela did it! So, “What are you thinking about?” is a Power Sales Script. Or you can say, “Other than thinking about it, what other concerns do you have?” The question allows you to stay engaged with your prospect. As long as they are talking, they are buying. A comparison table between your product and your competitor’s, helps your prospect to visually see why your product is a better choice.

Next time, we will discuss about the sales objection, “I need to ask my wife.”

Bye!

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