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Here is a freebie that works if used properly brought to you by Stan Sher, our director of new media and BDC process coach...

A customer is on the phone claims to live two hours away and is making that the reason that they refuse to come in for an appointment.

What should an automotive internet sales and business development professional say to handle this objection?

"No problem, as a matter of fact I am glad that you mention that because we actually sell a lot of vehicles to people in your area.  If other people were willing to make the drive to come here and save money, surely you would be interested in doing the same thing.  Are you available to come tomorrow morning or afternoon?"

-The key here is to say it with enthusiasm and present it in a way that will stop the customer from looking for another excuse.  I have learned over the years that strong sales appointments are created by the tone, attitude, and word track selection.  I have seen many creative closes get created by people because they were working "on the fly" and needed to close the appointment or move on.

If you want to learn how to grow your internet and business development initiatives from proven professionals with a solid background of bringing success to dealerships, please visit us at www.dongraffautomotive.com