Tough time handling objections and working around this particular question

[JesseJ]

Payment, particularly lease payments. I have a very hard time getting people in the door without giving them lease payments once they ask. Worse still...I never see them once I give them payment estimates. Maybe that comes from working for Ford and not having such great lease specials at the moment. What is the "best practice" for handling this question?

Thanks,

Jesse

 

[sweece]

Worse still...I never see them once I give them payment estimates.

Hey Jesse,

We have the same issue with our Internet leads, especially on new cars. Prospects will ask for our "best price" and the salesmen think they have to give it to them (because GM tells us we should answer ALL of their questions) so they do.

But in reality do you have to play the game that the prospect wants you to play? They are obviously just shopping around prices when they ask you for this information. If you don't have the best price, then see ya!

In my opinion, you have to change this from a price war to a war of salesmanship. Ask them the right questions to figure out what's really going to make them choose YOU over any other dealership. Not an easy task, but it just might change your approach a bit.

Cheers,
Kyle

 

[yagoparamo]

(because GM tells us we should answer ALL of their questions)

Check out Joe Webb's stuff. I just attended one of his seminars at Brian Pash Pit Stop and he went over information, what information to release, information release policy, etc.

I don't know how Joe works but as a consultant I'm sure he has material that could be very useful to you.

 

[john.quinn]

Hi Jesse,

There are a couple of good ways to accomplish what you want -- 1st is defining what you want: you want your clients through the door, right? Then you have a process aimed at doing so. What's worked best for us is a philosophy of Selling the Appointment. Within the framework of Selling the Appointment, your topic is covered in-depth. I would suggest Phone-Up Ninjas -- Jerry Thibeau. He's good for a conversation about "process," and if you decide you like what you hear, he has some good training programs.

Your GM is correct in that the paradigm has shifted insomuch as you do need to satisfy the clients -- the old "Tell 'em to come in" doesn't work. But the marriage of rapport-building, information exchange, and appointment selling can be very successful. Good luck!