Overcoming Objections on the Phone: I’m Not Ready To Buy

 

Overcoming Objections on the Phone: I’m Not Ready To Buy

TRANSCRIPT: One of the most frustrating objections you can get if you’re a BDC agent or a salesperson on the phone with a prospect is one where you’ve given them all the information; you’ve been very helpful and you go to schedule the test drive and you hear:” I’m not buying today. I’m actually two months out. I’m just doing research.”

So, we’ve just given them today’s best price; we’ve just talked to them about scheduling a test drive and they come back with “I’m still two months out, I’m just doing research.” We need to come back with something like this:

“Hey, that sounds great, Mr. Jones. I’m glad I could provide you with today’s information. Now, since you’ve been shopping online, you know that Ford has some of the best incentives and offers we’ve seen in a long time, and those will certainly expire by the time you are ready to buy. What you should do now is take a test drive on that Fusion and take a look at how these current incentives might make a difference. Now, I’ve got two test drives open on that Fusion this afternoon. I’ve got a 12:45 and a 1:15. Which one works better for you?”