Car Salesmen: Top Word Tracks To Overcome Lot Objections & Make Sure You Don't "Walk" Car Buyers!

The sales process or stages a guest goes through when purchasing a high ticket item, (Like a Car, Truck, Van, or SUV), are as follows:
1. Like
2. Listen
3. Believe
4. Buy

Your automotive sales process is designed to help your guest or customer: "Like" you enough to "Listen" to your presentation and take a demonstration drive. If you know how to find their vehicle needs/wants you can perform a professional vehicle walk-around presentation which should lead to them "Believing" what you are telling them, (it helps to just tell the truth!), then it all should result an increase chance of "Buying" a vehicle.

However, many times in automotive sales guests can give objections on the dealership sales lot or showroom floor that derail your chance of making a sale because you aren't able to move through the automotive sales process to be able to build value. In even in the most basic sales situations value must exceed price for a transaction to occur. If a car salesperson doesn't build value on a high ticket item like a car, truck, van, or SUV your chances of making the sale are much slimmer than if you're are able to follow a sales process.

In this Kaizen Automotive Consulting video you'll learn how to overcome these types of car buying sales objections that we call, "Lot Objections", because many times you hear them on the lot and it keeps you from being able to move forward in the automotive sales process.

For example...
Objections to a Demonstration Drive:
-" I just drove on down the street at the other Ford dealership."
-"I don't have time for a demonstration ride..."

And before you Present & Demonstrate a vehicle this comes up:
-"What's the bottom dollar price?
-"How much will payments run on this one?
-"What kind of interest rate can you get me?
-"How much do you think my trade is worth?

Or maybe you did take a Demonstration Drive and after they say:
-"We want to go home and think about it."

Let’s be clear. The prices are listed online and on the window of the car. You are not trying to hide the price. What we are talking about here is the guest asking, “What’s your bottom dollar…”Before you have had an opportunity to present and demonstrate your vehicle, which helps evoke emotion and increase value. The salesperson is not withholding information since they don’t know for sure what type of discount the manager will sell the vehicle.

I feel like you are saving the customer from themselves. In many sales situations price comes up before it should but especially in car sales. We have all been told from an early age don’t pay what they are asking at: A Flea Market, Garage Sale, or a Car Dealership. Due to this guest sometimes come in trying to put price ahead of their needs.

Here is a real life example: you have a rental property and need to replace some carpet in the basement. You check out a few local carpet store web sites and at one of the sites you see some high end/quality carpet that catches your eye, but it’s out of your budget. You decided to go into the store and negotiate the price. When you get there you meet a salesperson and start asking about the best price on the carpet. The salesperson bypasses price and ask questions to find out why & how the carpet will be used. He then does a presentation on two different types of carpet. The high end carpet in came in on & some Burma carpet with the best pad to go under.

After the presentation the salesperson gives his best price on the high end carpet and works up a price on the Burma & Pad. Even after the discount & negotiating, the Burma & Pad are less expensive, similar in durability & more sensible given the carpet is for a rental unit.

You decide to go with the Burma Carpet & Pad. Because the salesperson didn’t get into a price discussion before investigating your particular needs & wants you received a better option for less money.