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Ask The Expert | September 2013
2013-09-12 03:45:56| AutomotiveDigest.com - Automotive Industry News
Jason Forrest Sales is the Chief Sales Officer of Forrest Performance Group and answers this month's question. How can my sales team better handle objections? Objections are as much a part of your job as they are for any judge in a courtroom. For sales pros, theyre the reasons customers dont want to move forward with their purchase . The trouble is that the objections your prospects cite and their true concerns are not always the same thing. Your challenge, then, is to seek out the true reason for each objection you hear. As a professional, its your job to understand the real objection behind the spoken objectiondont just respond to the stated concern. This assures you maintain credibility with the prospects and earn their trust to continue with them on their car-buying journey. Picture the following scenario: Youre talking to a customer. Theyre engaged in the discussion, youre in the rhythm, and youre feeling fine. Then, for some reason, they tell you they have some concerns about the manufacturer. They liked it five minutes ago, you think, so you launch into all the reasons why your product is so perfect. You make a foolproof case, but then they utter the dreaded six words, We need to think about it. Why? Because you handled the wrong objection. You thought they did not like the overall manufacturer; that is, after all, what they seemed to be saying. However, that was not their true concern. Read More The Article Ask The Expert | September 2013 appeared first on Automotive Digest.
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