hello, there, it’s christian youngren, with kaizen automotive, consulting bringing you more best automotive practices.
Have you ever been working with your guests and moving through the automotive sales process and you’re at the write-up step now, you’re reviewing the figures together and the guest looks at you and says you know what i can buy the same card, another dealership for less money Or they may say you know what i’ve got you beat on the price.
Do you guys price match at all? Well, in this four part, video series, i’m going to give you six different word tracks on how to overcome this common carbine objection.
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All right, then, let’s get to work, i can buy the same car at another dealership for less money is a very tricky automotive buying objection.
I mean, on the one hand, you could try to challenge your guests on this.
You could challenge them on the same car concept at another store.
However, there’s a good chance, you could damage the rapport that you’ve built or you could go the other way and you can get into a price matching or even trying to beat the other dealer’s price either way.
It’s not really a good option.
I’m going to give you another way.
Let me give you six different ways to answer.
I can buy the same to another dealership, the first one’s going to go like this.
Now i understand, when you hear this objection, you’re tempted to say something, you’re a guest like well.
If it was such a great deal, why didn’t you buy it and, as someone who’s used a variation of this type of a word track? I can tell you it does put your customer on the defense and it risks the rapport that you’ve built.
However, there’s a better way, there’s a way to maintain that common ground by just simply rewarding that statement and just sort of backing into the same exact question.
It’s called the same numbers close now, since i’m by myself, i’m going to play both sides of the role play, i’m going to be joe, the customer and then myself as the salesperson.
So it might go like this, joe might say: hey christian acme motors got the same car for less money and you’d say joe.
I do understand that and you know what let me ask you, though, if all the numbers were the same, where would you rather do business and he said well, i, like you, i like your car, so i guess here and then you’d say hey.
Why is that in a respectful differential manner, ask? Why is that now, since this is an open-ended question, none of us can be for sure exactly how it’ll be answered.
However, i can tell you my experience if you keep asking why, in a respectful manner, you’re going to hear things like well, yours has got a few less miles or it’s got less miles.
It’s got that tan interior.
We liked, and once you’ve got a few of these, you can do what they call a summary close.
So an example that might be hey joe, it sounds like we’ve really found the perfect car.
Am i wrong, and i know you said you wanted something with lower miles, didn’t you and wasn’t that tan interior, your favorite color and then finally, since that used vehicle comes with a one year, warranty isn’t that gon na give you some peace of mind during those First, few months of ownership of the vehicle, what do you say? We put all the shop behind you and get you out of here.
That way, you can start enjoying your new car how’d.
You guys want to title it one name or two.
Well, there you have it more ways to overcome the common automotive buying objection.
I can buy the same card another dealership for less this way, you can close more car deals and have a better year now, please, let me know if you think these word tracks will work.
Let me know what you think give me some feedback in the comment section below i’d really like to know now, if you want to learn more ways to overcome objections, like i want more for my trade, the payments too high or we’re just looking, please check out The videos that are going to be coming up next , you .