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"have you folks been researching your next vehicle purchase very long? Oh really how long?"A simple question like this one can guide you and set you up for overcoming the objection of "we need to go home and think about it".Often when a customer says this - what they're really saying is "I'm not confident in making this purchase with you".9 times out of 10, you've missed something.Another option: the customer came in on one vehicle only to realize they were wrong in their selection (no matter how much online research they did). This often results in the customer feeling they need to "start over".Consumers are visiting less than 2 showrooms before purchase. That's a 50% closing ratio by default. That's something to really think about if all your customers "have to home and think about it".
"have you folks been researching your next vehicle purchase very long? Oh really how long?"
A simple question like this one can guide you and set you up for overcoming the objection of "we need to go home and think about it".
Often when a customer says this - what they're really saying is "I'm not confident in making this purchase with you".
9 times out of 10, you've missed something.
Another option: the customer came in on one vehicle only to realize they were wrong in their selection (no matter how much online research they did). This often results in the customer feeling they need to "start over".
Consumers are visiting less than 2 showrooms before purchase. That's a 50% closing ratio by default. That's something to really think about if all your customers "have to home and think about it".
