Home > Closing > No objection, no sale.

No objection, no sale.

So, I'm running into this type of customer a lot. They agree to everything, but don't buy. They never really voice an actual objection that can be overcome. "Price is good. Payments are fine. Down payment is great. Etc." Yet they don't buy. Their heads shake up and down like a bobblehead doll, but I can't close them. Am I doing something wrong, or were these people destined to not be closed all along? Are they tire-kickers and I'm not qualifying properly? How do I solve this problem in my sales? - by wesbound
Chances are that many of those prospects DO want to buy the car but they just don't want to buy from YOU.

Why do I say that?

Well--two things come to mind. The first is a fundamental of selling. People PREFER to buy from people they like.

The other thing that comes to mind is that I've read your posts for going on three years--like I read everyone's posts. One thing that stands out is the apparent DISLIKE you have for "buyers." You have parroted on more than one thread that you believe "buyers are LIARS." Not a very nice thing to say about anyone. You refer to some as "tire kickers" and make demeaning metaphors about bobbing heads. You mentioned here on another thread that you are quick to challenge buyers' bull****.

Well, the bottom line is as old as human nature itself. There is a tendency among people (buyers are people, btw) to LIKE other people who like us. Buyers pick up on how you feel about them.

The end results, which have parlayed your career into too many No Sales to achieve whatever goals you have, is that prospects will take information from someone they don't like (call it unpaid consulting), and go buy from someone they do like.

Don't think for a minute that they are not buying cars.

Hope that helps. - by Gary A Boye
Ouch. It is true buyers buy from people they like. You've got to be likable. The best way to do this is to be relaxed, helpful, cheerful, knowledgeable, and by being this way, the customer will want to help you in return. They came to you to buy something, help them do that. - by mercV12
Chances are that many of those prospects DO want to buy the car but they just don't want to buy from YOU.

Why do I say that?

Well--two things come to mind. The first is a fundamental of selling. People PREFER to buy from people they like.

The other thing that comes to mind is that I've read your posts for going on three years--like I read everyone's posts. One thing that stands out is the apparent DISLIKE you have for "buyers." You have parroted on more than one thread that you believe "buyers are LIARS." Not a very nice thing to say about anyone. You refer to some as "tire kickers" and make demeaning metaphors about bobbing heads. You mentioned here on another thread that you are quick to challenge buyers' bull****.

Well, the bottom line is as old as human nature itself. There is a tendency among people (buyers are people, btw) to LIKE other people who like us. Buyers pick up on how you feel about them.

The end results, which have parlayed your career into too many No Sales to achieve whatever goals you have, is that prospects will take information from someone they don't like (call it unpaid consulting), and go buy from someone they do like.

Don't think for a minute that they are not buying cars.

Hope that helps.
Let me ask you a question...how many automobiles have you sold in your life? I'm guessing what you are doing in your above-mentioned post is what is known in psychology as projection. Let's get one thing straight, I am doing my best to improve. If you don't want to help, don't. I am asking a legitimate question. The exact customer I am describing is called "Aggreable Al" by Zig Ziglar in his book on closing. Would you rather I use that term instead of "bobblehead?" It makes no difference to me, but if you honestly think that there aren't tire-kickers and buyers don't lie to salesman in the car business, you are mistaken. Care to take a stab at answering my question now? - by wesbound
Let me ask you a question...how many automobiles have you sold in your life? I'm guessing what you are doing in your above-mentioned post is what is known in psychology as projection. Let's get one thing straight, I am doing my best to improve. If you don't want to help, don't. I am asking a legitimate question. The exact customer I am describing is called "Aggreable Al" by Zig Ziglar in his book on closing. Would you rather I use that term instead of "bobblehead?" It makes no difference to me, but if you honestly think that there aren't tire-kickers and buyers don't lie to salesman in the car business, you are mistaken. Care to take a stab at answering my question now?
It will be fun to address your queries and statements one at a time.

I spent only 19 months in the auto business prior to entering one of my own businesses. Within six months, I was the top volume salesman in a dealership with over forty salespeople including new, used, and trucks. (Fleet was a separate department.) I was assigned the position of F and I manager and during that portion of my stay at that dealership, I increased back end profit dollars by a little over 200%.

My major in college was psychology and I can tell you I don't fit the "projection" mold. However, I have seen many people fail miserably demonstrating traits that I addressed on this thread.

With regard to your improvement journey, as moderator here I am aware that you are asking the exact same questions you were asking in 2009 and describing buyers the same way at that time too. Does that tell you something?

I don't question the legitimacy of your question. I object to your premise about buyers, and I stated a few day