How many times do we hear a customer say “I have to talk to my ——“.  Duane talks about how you want to initially move in the direction of the objection, and then find out:

• who normally drives?
• are there any other people, pets or kids in the car? (kids and pets can be decision makers!)
• who is helping with the selection of features, color, pricing or paperwork?
• in who’s name would they want to see the quote, pricing or registration?
• is there anyone else or a business on the credit application, licensing or insurance?

The above questions allow us to read between the lines and not risk offending anyone.

Of course, you would never ask a woman or a younger buyer the 1980’s direct question “is anyone helping you make the decision?” and risk insulting them and losing the sale!

In this chapter, Duane shares two or three other great closing techniques you can use for this common stall.

This is a small sampling of almost 2000 all new chapters available on MarinoTV for your entire Sales Team (veterans and new hires alike), F&I Specialists, Sales Managers and Service Advisors!  This demo does not have full user functionality.  MarinoTV has complete workshops & short tips, and is great for preparing for appointments, running sales meetings, in one-on-ones and will help you improve your sales & income while also dropping your stress levels.