Justin Mark Weeder on the Manage Smarter podcast from SalesFuel In this episode, we discuss: how he went from unemployed, broke and homeless on the streets of Las Vegas to success; how a relatable approach is the foundation to overcoming objections; and his LISTEN Method of six steps for overcoming objections in sales
Salespeople in every industry face objections. And in the auto industry, one of the most common complaints involves the seller’s the trade-in offer.
“Now just isn’t the right time…”. Even if you haven’t been in sales long, you’ve likely heard this objection from a prospect. Despite knowing the prospect’s needs, goals, challenges, and preferences, when it’s ask time, they say it’s just not the right time to buy.
You product or service could be absolutely perfect for your prospect. It could fulfill every need, be a good price, and you got along with them swimmingly. But, even with all that, if a prospect says that now’s just not the time, what can you do? A lot, actually, writes Leslie Ye in a recent HubSpot article.
No matter how smooth the sales process goes, you will at some point face objections. And, a common objection is the mentioning of a competitor. If a prospect brings up the fact he or she is working currently or plans to work with the competition, don’t give up. Instead, take action.
While there’s no magic wand that will instantly get a prospect to say “yes,” one industry professional believes there are magic words that will do the trick.
You’ve done everything right with your new prospect. But, now that the contract's in front of them, they’re stalling. Asking the right questions can help you devise a solution to this problem.