Well, well, well....
Here we go again, you are in the house, on the lot, or in the backyard, and the person that you are speaking with decides to pull out the
TIME TESTED AND TRUE WAY
to throw a salesperson right off their game.
"You know Mr./Mrs. Salesperson,
this all sounds good to me,
but before I do anything,
I need to talk this over with my spouse."
I just literally felt all of the wind come right out of you.
If you have been in sales for more than 15 minutes, you have had this little gem get tossed at you. I have another post about this one, however I want you to have as many tools in your toolbox so you don't get rattled when this BAD BOY OBJECTION gets thrown at you.
I have seen far too many salespeople, just throw in the towel on this one.
Remember, when this OBJECTION gets lobbed at you,
there are two things happening.
Number one:
IT'S A SMOKESCREEN, MASQUERADING AS AN OBJECTION.
Number two:
This is a TRUE OBJECTION that needs to be dealt with,
because it is real.
How would you like to have something in the toolbox that handles both of these the same way?
Yeah, I thought you might.
For this example I am going to use Joe Master Closer Car Salesman,
this one will be educational, so pay attention and take notes....
Here is the setting. Joe has presented all the numbers like a Master Closer, however, he is sitting only with the husband.
BTW Joe Master Closer has done multiple trial closes to see if there was anyone else who was going to be involved in the decision making process. Joe has done his job amazingly well up to this point.
Mr. Customer has been waiting to pull this rabbit out of his hat until the end.
IF YOU HAVE BEEN IN SALES FOR A BIT,
WE HAVE ALL DEALT WITH THIS PERSON.
Joe knows that she is not there for a reason,
more than likely, this is what the two of them
had planned out from the beginning.
So let's set the stage, all the negotiations have taken place. Joe Master closer has defended the pencil, been able to justify the price and has held onto the gross. He has been able to show to Mr. Customer why doing business with him, at his dealership, is the right decision.
However, Mr. Customer has this surprise that needs to be dealt with...
Salesperson:
"Mr. Customer, so at $17,900 with the payment of $450.00 and us giving you top dollar for your trade, if you just sign right here, I will get your new car over to detail, and will have you out of here in just a few minutes. Oh I almost forgot, when would you like to set your first payment? Would the beginning of the month work best for you, like between the 1st through the 5th, or would a middle of the month payment work better, like between the 10th to the 15th?
Again, sorry I forgot to get that from you before."
Mr. Customer:
"The 12th would work out fine, and this all sounds good to me,
but before I do anything, I need to talk this over with my wife."
NOTE: Joe does not lose his composure here,
even though he did several trial closes
to make sure that Mr. Customer was going
to make this decision on his own.
Salesperson:
Mr. Customer I completely understand,
my friend I am married too.
Did your wife know that you were going to be meeting with me today?"
Mr. Customer:
"Yes"
Salesperson:
"Ok...I am assuming that because your wife trusts your judgement,
that's probably the reason she is not here right now.
You see Mr. Customer, what I have found out through the years, is that an important decision, like purchasing a new vehicle, is something that couples have already spoken about at the kitchen table.
Typically what I have run across, is that the spouse who cannot attend, will allow the one who is meeting with me to make the decision, just as long as all of the terms and conditions that were discussed at the kitchen table the night before are met, SOUND ABOUT RIGHT?
Mr. Customer:
"Yes, but this is a big decision, and I have got to live with this decision and with her."
Salesperson:
"Oh, I agree, like I said I'm married too.
Who is going to be the one driving this vehicle, is it going to be you or her."
Mr. Customer:
"This is for me."
Salesperson:
"I thought as much, something told me that the color you chose was more suited for you, as opposed to someone else.
With that being said, you love the car, Right?
Mr. Customer:
"Yes."
Salesperson:
So Mr. Customer, it's really not a matter of if you buy a car,
it's actually a matter of when.
And I am guessing the when, is when the deal is right, RIGHT?
Mr. Customer:
"Yes."
Salesperson:
"So Mr. Customer, as long as those terms and conditions are met, and the deal was one that couldn't be passed up, I'm sure that your wife would allow you to take advantage of this because she trusts your judgement.
That's probably one of the main reasons she married you, she knows that you would never do anything that doesn't truly benefit your family, RIGHT?"
Mr. Customer:
"Yeah, she knows."
Salesperson:
"My friend you're just like me, family first.
I am honored to be taking care of this for you."
NOTE: Joe immediately throws out his hand
and does a double fisted handshake.
He does not wait for a "yes"
Joe is assuming this sale and closing it down now!!
Salesperson:
"So Mr. Customer, you were saying the 12th for your payment. I got it right here. Let me get you over to Suzanne in Finance, we'll have you out of here in about 10 minutes. My friend, I am excited for you. Do me a favor, take a picture of your wife's reaction when she sees the car and text it to me. I am dying to see her reaction."
BABAMM
BABAMM
BABAMM
Did you notice...
NO FRICTION
NO "I asked you if there was anyone else who
needed to be involved in the decision."
NO "Why don't you just give her a call."
NO "When she gets done with what she's doing bring her by."
Will this one work 100% of the time.
NO .
It's just another tool at your disposal,
but you had better practice utilizing it.
This is a tough objection, and if you vacillate in any way on your delivery overcoming it, your potential sale either just got up and walked out, or ushered you out the door.
Hey, if the person is truly not going to make a decision without the other person being there, at least you gave it your best shot. We normally have ONE SHOT at closing someone. You owe it to yourself, your family, and your company, to make the ONE SHOT count! Chasing people down, begging for a deal after they have left, is no way to earn what your worth.
Put the odds in your favor
And close some deals
Da Bear