RV Sales Training – I have to talk about it with Objection

When you hear the words “I need to talk about this with…” you realize that you may have done something wrong. You didn’t qualify the prospect very well, did you? Well, what do you do now?

When others need to approve the deal, in addition to better qualifying the buyer, you must take four action steps.

1. Get the prospect’s approval.

2. Side with the prospect.

3. Arrange a meeting with the other decision maker.

4. Do your entire presentation again.

If you think you can get around these steps, think again. It’s obvious you’re looking for shortcuts, or you would have properly qualified the buyer in the first place. If you had simply asked, “Is there someone else who will make the decision with you?” all this mess wouldn’t be happening.

Back to the reality of the four steps.

1. Get the prospect’s personal approval

“Mr. Jones, if it were just you and you didn’t need to consult with anyone else, would you consider purchasing this vehicle today?” (The prospect will almost always say yes.) I ask. “Does this mean that you will recommend our vehicle to other decision makers?”

Now go through a checklist that seems a bit redundant, but you want to uncover any areas of doubt. So ask…

or Is the price right?

or Is it the correct RV?

or Is our service good?

or Is our company good?

I’m fine?

or What doubts do I have?

or Do you like it enough to own it?

2. Side with the prospect

Start talking in terms of us and us. By getting the prospect on your side on the sale, you can now side with the other decision maker.

o What do WE have to do?

o When can WE bring the other decision maker together? It is important that I be present because I am sure that you will have questions that you will want answers to.

o Tell me a little about the other decision maker (write down each characteristic and personality trait).

3. Organize a meeting with all the decision makers

Do it how you have to do it. Leave several alternate open times on your calendar. Use the alternatives as a reason to come back and solidify your meeting with everyone involved.

4. Do your entire presentation again

You only have to do this if you want to make the sale. Otherwise, leave it up to the prospect. He believes that he can handle it and he will do everything possible to convince you of that.

The best way to make this (or any) sale is to be in control of the situation. If you make the mistake of allowing your prospect to become a salesperson on your behalf (going to the partner instead of you), you may very well lose the sale.

An alternate method…

Ask the prospect if they are sure the other decision maker will want to do the deal. If the prospect says “Yes, I’m sure.” You say, “Great! Why don’t you approve the purchase now (sign the deal) and get his approval? If you call me tomorrow and say ‘no’, I’ll break the purchase agreement. Is that fair?

You can avoid and prevent this objection with three words…

Rate the buyer!

The “I need to discuss this with…” scenario can also be a deadlock. The buyer may be ignoring you for other reasons—those are the real reasons you aren’t buying now. Try a question that gets to the real problem.

“Is there a reason you’re putting me down? Did I offend you in any way?”

Try to get to the truth. In that truth lies the answer to your sale. And if you can get to that truth, the answer will be YES.