Following on from our recent episode exploring ‘Meet & Greet’ styles, we look at objection handling skills for ‘I’m just looking’ with walk-in customers.
The trick is to slow these customers down, and open them up. If you are frequently told this, it may be helpful to go back to our Meet & Greet episode, as the work tracks explained there could help avoid it.
We discuss three different ways to navigate this objection: the ‘Columbo’, sign posting and the ‘David Lewis’.
Here are the highlights:
{01:01} I’m just looking
{02:07} What are you looking for?
{02:40} The Columbo
{05:44} Sign Posting
{08:55} The David Lewis
About Symco Training:
Symco Training was founded in 2000 by Simon Bowkett and it was his belief that the business had to offer its clients something different. That difference was clear to Simon from his days in the dealership when he experienced many sales trainers who had all the answers, but were unable, unwilling or both to actually show the delegate how they could be implemented. It remains the ethos of the business today. You see, Symco only employ trainers that are committed to delivering not only in spiring and insightful training, but are equally as happy to demonstrate these skills and techniques with real customers in your own showroom. We believe in order for sales training to be effective and in Simon’s words ‘real world’, it needs to be tried and tested in the only place it matters the showroom floor. There is no room for theory when your goals are for your team to sell more cars, hours or parts and retain more profit. In dealerships around the world the focus applied by many of the sales executives is to try and sell a deal. Symco specialise in getting your teams to focus on selling themselves, the product and then supporting this with the deal.
To find out more visit
www.symcotraining.co.uk
Selling In The Motor Trade