Tuesday, September 22, 2009

Objection!

There are only seven types of objections that customers can use.
Every objection you hear will be a variation on one of the seven.
Knowing this gives the salesperson a big advantage.

Objections are good. They are a requirement to a successful sale.
In fact, without them, you're likely not engaging your prospects and customers.
But did you know that you have probably already heard the full range of objections customers can use?

There are only seven of them. Every time a customer raises an objection during a sales presentation,
it will be a variation on one of the seven.

It's the introduction of an objection that can spark a flow of information that can help you further qualify
an opportunity and better understand the needs of your prospects. For this reason, you should work to embrace and understand the true objections you might be facing.

When people have an objection to making a purchase, it's one or some combination of the following list. Review them and learn them. When you've hit a wall, check your sales opportunity against them.

The seven objections:

1. The customer doesn't perceive the value of the vehicle being demonstrated.
2. The customer doesn't feel any urgency in filling an emotional need.
3. The customer thinks he can do better at another dealership.
4. The prospect hasn't fully made a commitment to buy a new vehicle.
5. The customer really can't afford the vehicle you have shown him.
6. The prospect isn't the real decision maker.
7. The customer has trouble making decisions and tends to avoid them.

Being "social"

Well "Stud's and Studette's"....lets talk about marketing,prospecting,client development,relationship building or whatever name you want to attach to building your business. My Business, you say? Yes it is your business, the dealer out of the kindness of his or her heart{yea right} has given you a place to open your business, give you inventory to sell, people to maintain the products you sell, a complete admin staff and management team to assist you, adverting and on and on and on......and ALL that will....."make you a living"......but, for those of you that WANT MORE......you need to DO MORE.....Ok,its honesty time,how many of you have been on or looked at a dating site or know someone you has?

If you Google dating sites 46,800,000 entries show up......dating is relationship building.....now that we have that out of the way what does that to do with you making money?.....Social Networks, building relationships from a business point of view!!!!! This is a MUST for a salesperson in this market.....letting people know what you do....kind of like an electronic business car that MILLIONS of people can see....FaceBook is the 3rd largest website in the WORLD....over 3,000,000 daily visitors.....you MUST have a profile on FaceBook with pictures, video if you can and info about you, what you do and where you work....and keep it business, it's NOT a dating site! MySpace, Plaxo, LinkedIn, Naymz are some more Business Social networking sites.Build your own website....for FREE at Freewebs.com.This will take a bit of your time, but the potential return is OUTSTANDING....and....IT"S FREE!!

Together

Ziglar and many others have said "In order to get what I want ,I must help others get what they want".......here is the situation,some of you in this group are Automax Trainers,Trainers for other Companies,Consultants,Dealers,Salespeople etc....as a company we have done over 10,000 recruiting campaigns,trained over 85,000 people.....have in the area of 500 "active" clients.....have two sites,we are on every social network know to man....lol....how can we ALL leverage what we ALL have for the good of ALL? We need,want,expect,honor and plead?.....for your thoughts and ideas.How can we truly all help each other,do what we all do best,and help others and make some $$$$$$