Monday, April 20, 2009

7 No's to get to a Yes.

It has been said that it takes 7 NO's to get to a YES. However most salespeople in our business only know 4 closes....

If I could, would ya?
What is it going to take?
Where do you need to be?
Let me go talk to my manager.

What would happen if you were able to deliver a process that guarantees that your salespeople had the ability to stay with the customer longer during negotiations and deliver rational dialog with the customer.

Would you...
Deliver you more cars?
Speed the process?
Increase customer satisfaction?
Build more value?

By implementing Titan's Experience Based Selling (E.B.S.) your sales people be able to draw out true objections to the sale by using a process that allows them to determine if the objection is truly an objection, just a comment or a question.

With E.B.S. your people will execute 10 rational closes with every customer without having to come back to the desk.

During your next sales meeting try this experiment:

Ask your salespeople what are the top 10 objections that they hear everyday. My guess is that they will come up with the same as the following.

1.) Price is too high
2.) Trade is too low
3.) Payment is too high
4.) Down payment is too high
5.) Need to think about it
6.) Need to talk to my spouse
7.) Rate is too high
8.) Not a big enough discount
9.) Dealer Fee is too high
10.) Not buying today

I bet that after the first 5 or 6 it gets harder to come up with the objections... it's the same at every dealership. Truth be told, all of us after being in the business for 90 days know what the customer will say during the write up and negotiations.

Preparation is the key to effective negotiations. Since we already know what the customer is going to say, it stands to reason, if we had an effective way to respond to those statements we can stay in negotiations longer and continue to build value, move closer to a decision and increase customer satisfaction.

To learn more about Titan's Experience Based Sales process and other products that are designed to drive traffic, build value and sell more cars, please contact me.

David Farmer
c: 727.514.2097 |f: 813.254.2308 |LinkedIn | |1902 W. Kennedy Blvd. - Tampa, Fl 33606

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