Sign Metal Sign Chevy
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 Chevrolet Corvette Metal Sign COR6 32x13 PhotoSTEEL  US $59.99
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 Chevrolet Genuine Parts Tin Metal Sign US $8.95
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 Aluminum Sign Chevrolet For economical Transportation Sales Service metal US $9.98
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 CAMARO CHEVROLET PARKING ONLY METAL SIGN US $17.95
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 Classic 57 Chevy Bel Air Auto Car Parts Garage Room Picture Poster Metal Ad Sign US $16.99
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 Metal Tin Sign CHEVROLET CHEVY EMBLEM LOGO BOW TIE Garage Man Cave Wall Decor US $11.95
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 Chevrolet Corvette C5 Z06 EMBLEM METAL SIGN COR404HP 18x4 PhotoSTEEL US $34.99
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 CHEVROLET RACING FANS PARKING ONLY STAR METAL SIGN US $7.99
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 Chevrolet 1957 Bel Air Drive In Theater Tin Metal Sign US $8.95
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 1957 CHEVROLET DIE CUT METAL SIGN US $9.95
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 ChevroletCorvette Metal Sign COR13 32x15 PhotoSTEEL US $59.99
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 CHEVROLET CHEVELLE METAL ADVERTISING SIGN US $7.95
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 Vintage Chevrolet Metal Sign Powered for Performance US $8.00
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 Chevrolet Corvette Metal Sign CORZR1 18x4 PhotoSTEEL US $29.99
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 NOSTALGIC Chevrolet SUPER SERVICE Tin Metal Sign US $8.95
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 Chevrolet Truck 1951 Pickup Tin Metal Sign US $8.95
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 Genuine Chevrolet Parts 12x12 Metal Circle Sign US $8.99
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 Metal Tin CHEVROLET CHEVY GENUINE Vintage Car Sign Black Blue Parts Garage Decor US $8.95
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 CHEVY CHEVROLET HISTORIC LOGO REPRODUCTION Nostalgic Tin Metal Sign US $7.95
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 Chevrolet Chevelle Car Roadkill Cafe Metal Signs Bright Colors Collectibles US $29.95
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 CHEVROLET CHEVY RACING FANS PARKING Tin Metal Sign US $7.95
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 Metal Tin CHEVROLET CHEVY COUNTRY ARROW BOW TIE Sign Garage Wall Shop Decor US $11.25
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 Metal Tin SAFETY TESTED USED CARS CHEVY CHEVROLET Sign Ad Decor Garage Man Cave US $8.95
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 Chevrolet Camaro 40th Anniversary Tin Metal Sign US $8.95
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 Chevrolet Chevy Historic Logo Round Auto Metal Tin Sign Home Decor Wall Poster US $15.99
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 Chevrolet Corvette 53 Logo Vintage Auto Metal Tin Sign Home Decor Wall Poster US $15.99
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 Chevrolet Corvette C5 Z06 EMBLEM METAL SIGN COR404HP 36x7 PhotoSTEEL US $59.99
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 Chevrolet Corvette Metal Sign COR3 32x12 PhotoSTEEL US $59.99
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 VINTAGE Metal Tin CHEVROLET SUPER CHEVY SERVICE Automobile Car Sign Garage Decor US $9.95
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 Genuine Chevrolet Parts Metal Circle Sign US $8.99
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 Chevy Corvette metal sign US $12.00
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 Chevrolet Corvette Metal Sign COR6 18x7 PhotoSTEEL US $34.99
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 CHEVROLET MECHANIC ON DUTY WRENCH SHAPE METAL SIGN US $10.95
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 Chevrolet Flange Sign Service Parts Bowtie Ad Metal Chevy Garage US $24.95
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 Genuine Chevrolet Black 12x12 Metal Circle Sign US $8.99
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 Chevrolet Corvette 12x12 Metal Circle Sign US $8.99
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 ChevroletCorvette Metal Sign COR50TH C5 Metal Sign US $59.99
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 Metal Tin Sign CHEVROLET RACING FANS Parking Garage Sign US $12.99
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 Metal Tin Sign GENUINE CHEVROLET Round Dealer Sign US $12.99
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 CAMARO METAL HOME ADDRESS SIGN WALL DECOR CLASSIC CHEVY US $24.99
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 Vintage Chevrolet Chevy Metal Logo Sign Gas Station US $129.95
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 Metal Tin Sign CHEVROLET GENUINE PARTS Round Dealer Sign US $12.99
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 CHEVROLET CORVETTE ROUND METAL SIGN BRAND NEW US $9.95
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 Chevy Parking Only Chevrolet Metal Car Wall Sign NEW US $47.01
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 Classic 56 Chevy Bel Air Auto Car Parts Garage Room Picture Poster Metal Ad Sign US $15.99
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 VINTAGE Metal Tin CHEVROLET CHEVY SUPER SERVICE BOW TIE Sign Garage Wall Decor US $9.95
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 Chevrolet Corvette Parking Metal Sign Garage Car US $11.95
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 CHEVY HOT ROD RAT CHEVROLET PISTON SKULL GARAGE SHOP METAL SIGN STEEL CUSTOM NEW US $35.00
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 CHEVROLET RACING FANS PARKING ONLY SILVER METAL SIGN US $10.78
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 Chevrolet Camaro Sign Parking Metal Garage Car US $11.95
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I Object To Sales Failure
What separates a mediocre salesperson from a metal moving superstar? Not as much as you might think. Today I want to focus what I have found to be the most important quality—the ability to overcome objections during the sales process.
When people tell me how they closed a customer and how much they grossed I always wonder how hard they had to negotiate to make the sale. The real stories I like to hear are the ones that the customer refused to buy today, yet an hour or two later they walk out happily with their new vehicle, thanking the salesperson the entire way.
The road to the real sale begins when the customer says "No."
I have learned through many years of sitting face-to-face with customers that the first thing to do when a customer raises an objection is to pause. Most salespeople try to overcome the objection immediately. This is a big mistake. I have outlined my five step approach below for overcoming any objection you might face during the sales process:
1. Pause: Say nothing for at least five to 10 seconds.
By not responding immediately it helps you to maintain control in what appears to be a tense negotiating situation with the customer. There are two reasons for this.
First you need to gather your composure before you respond, so you do not get defensive. You want time to collect your thoughts and prepare what you want to say in response.
Second there is actually a more important reason that is not addressed very often. Sometimes what salespeople perceive, as an objection is really just prospects thinking out loud. If you wait a moment, prospects might "overcome" their own objection. For instance, once when I was selling a young couple a Tahoe the conversation went something like this:
Prospects: "I really wanted to bring my payment to under $500.00."
Me: Silence, 10 seconds pass.
Prospects: "But I guess $509.00 isn’t too bad. After all, we are paying $425 for the Camry and the rate on the new Chevy is better. Okay, sign me up."
Crazy as it might sound, this is a true story and similar conversations happened on more than one occasion. If I had responded right away and challenged the prospect or went into my benefits statement with the prospect, the sales would have been lost in a flash. Sometime customers use these non sequitur statements to lead us into a confrontation. The seasoned metal mover avoids them by not taking the bait.
2. Empathize
Notice how I say empathize, not sympathize. There is where the "feel, felt, found" technique is effective, but you have to be careful. If you are talking to seasoned salespeople, you might want to change the words around, because they might get annoyed if they recognize what you are doing. Then again, they might be impressed and even have a good laugh with you, not at you, as they will know what you are trying to accomplish. It goes like this:
"Mr. or Ms. Prospect, I do understand how you feel. Frankly, lots of my customers have felt the same way when they first heard about the payment range on a New Acura TL, but what they found out after further discussion was the benefits of owning a new vehicle heavily outweighed the limitations of their current vehicle. Maybe we should take a moment a go look at the vehicle again so you are more comfortable with your purchase decision."
3. Probe, probe and probe.
I disagree strongly with the premise "buyers are liars." In fact, it’s quite the contrary. They want to tell you what the real issues are and what is really on their mind, but you do have to bring it out of them. Here's a better statement:
"Buyers are liars- when the right questions are not asked."
When the customers object, you have to ask what they really mean and it has to be open-ended questions. For instance, "what do you mean by that?" or "Please explain." Then make sure you are quiet to let them answer. The goal is to ask open ended questions to get the customer talking about the real issues they are mentally facing that is stopping them from moving forward with their purchase. The key is to get to the root issues by asking questions. You must uncover the true problem before you ever have a chance of selling the vehicle.
4. Playback
If you make it to this point and the objection has still not diffused itself, now it becomes your turn to address the matter. But first you have to repeat back what you view as the objection– verbatim and slowly. Then ask prospects if you understand it properly. For instance:
Salespro: "The reason you are concerned about the higher price is really because you want to justify spending the money for a new vehicle while also ensuring you are getting the best deal. So really, the issue is not so much the monthly payment, but you have hesitations as to make sure this is the right decision for you? Is that right?"
Prospect: "Yes, I guess that is what I’m saying. Explain to me how trading in my current vehicle will save me money during the time I own the vehicle."
There’s the issue. The prospect does not want a lower price. No matter how much you reduce your price, it would not have been enough. This prospect’s issue was a lack of understanding or agreement that what you have is truly the best deal in the marketplace.
5. Solve
Only now, do you address the objection itself and try to offer a solution. It’s important that you utilize all the information you received in the first four steps; referring to the prospects' words and needs will get you the sale. When you get that nod of agreement then you ask for the sale. Now, and only now, have you earned the right to not close the deal, rather pursue a long term customer relationship. Don’t miss it your chance to turn into a professional metal mover.
About the Author
Todd L Smith is the President & CEO of ActivEngage a company which provides chat software and managed solutions to the automotive industry. Using proactive chat ActivEngage helps dealerships turn more anonymous website visitors into active leads for the dealership. Todd has over 18 years of retail automotive experience coupled with a passion for technology, which has helped him to create real world processes and solutions for their dealership clients. You can reach Todd http://www.activengage.com or you follow him on Twitter at http://www.twitter.com/toddlearsmith.
