What are the main 5 reason's why customers don't buy cars?

The amazing thing about the car business is that customers rarely come up with "new" reason's why they don't buy cars.

The other amazing thing is that most car salesman don't know how to handle the 5 main reason's why customers don't buy cars and they sell cars for a living!

The reason's are as follows:

One: Product or vehicle is "not correct"

(In many cases you have tried and failed to sell the customer on the wrong car or too much car)

Two: The trade in value is in the eyes of the customer "not correct"

(This one is very common and of course is usually due to how the trade value was explained to the customer)

Three: The customer did not like the experience or was offended by something you and your team did.

(The customer will rarely tell you this but it does prevent car deals)

Four: The Price and or payment or difference did not work for the customers budget or meet their expectations

(This could be the result of many things, trade in value, too much car, not asking the right questions, etc.)

Five: The last objection is the one you hear most often thins like I need to check with my wife, husband, lawyer etc.

(This objection can usually be handled by asking great questions, before they leave the dealership)

If you don't believe me i recommend you complete the following exercise. Get a small not pad and keep it at your desk and write down the objection every time a customer does not buy from you. After a week or so you will find they are almost always in these five categories.

Solution: The first thing to do is learn how to handle every objection. The next step is to follow up every customer and give them a reason other than price to set an appointment with you and purchase a car.

If 80% of the people you are speaking too are not buying you need to follow them up and turn as many as possible into buyers. The only way to do this is to understand why they did not buy by asking great questions and re-motivate them to come back and buy from you.

Good luck and Happy Selling!

Ian Nethercott

Performance Coach

Proactive Dealer Solutions

1 877 452 2753

inethercott@bdcexperts.com

http://www.bdcexperts.com

Don't wait for the customers to come back, make it happen buy calling your customers and asking great questions!!!!!!