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Objection: I'm Not In the Market Right Now

The Internet customers who say "I'm not in the market right now" most likely ARE in the market, but just overwhelmed. Josh Vajda, Director of Inside Sales with AutoUSA, shares tips on how to deal with this common objection.

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Comment by Bill Cosgrove on May 9, 2013 at 1:52pm

Josh- I absolutely agree with everything that you said. I wanted to add that you don't give up at that point and any sales professional will know how to handle that or any situation. I had a very successful career and turned many of those into sales.

Comment by Alexander Lau on May 9, 2013 at 6:42am

Bill, you also don't want to shove your head down their throats, so there has to be a balance of the two. Proper planning, management and processes are the key. Driven by educated and technical management, well-trained BDC employees and the right tools to get the job done. There are MASSIVE holes in most dealership's processes in this area, partly because of costs, misleading information or advice and bad overall management.

Comment by Bill Cosgrove on May 9, 2013 at 6:21am

Josh-great advice-One other point is that in my experience in sales a lot of times when a customer says that "they are not in the market" or "Just looking" It is the classic defensive move that is said a lot of times because they are afraid that they might buy something.

As you stated, If you are persistent during that visit and handle them properly during the visit the only follow up you may need is "how is everything with the new car?."

Comment by Alexander Lau on May 9, 2013 at 5:49am

Hi Josh,

I totally agree, a good process / well-trained BDC or salesmen, a good CRM (market and remarketing), etc. Most of the dealerships that I've worked with, have had a problem in performing the aforementioned processes (even though, they are vital to their existence). Piss poor management, who think they know it all and poorly trained staff. As you've stated, you have to a have a strategy and processes in place that are fail-proof. Consistency is the key.

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