Let’s Do This
How Three Simple Words Can Move Your Buyer Through to the Sale
The very essence of Assumptive Selling is knowing that everyone is a buyer… and that they want to buy from you… and that they want to do this today. Once you grasp this concept, internalize it and practice it with everyone you meet, you’ll find yourself more confidently addressing those few objections Assumptive Sellers receive today.
You’ll also find yourself saying “let’s do this” dozens of times a day.
Just Three Words?
It’s not often an entire article is focused on just three words, but this one is. For today’s top sellers – as was the case with yesterday’s top sellers – taking charge, being direct, and guiding your buyer down your road-to-the-sale closes more deals for higher grosses than the alternative.
Once you start assuming every sale, you’ll begin taking charge, you’ll start being direct, and you’ll find yourself guiding your prospects down your road-to-the-sale… and partially because you added “let’s do this” to your vocabulary.
To be clear, “let’s do this” is more than three words, it’s an attitude and an activity. It’s a combination of “I’m here to help you buy a car” and “I have your best interests at heart.” It’s also a great way to move through objections in a way that doesn’t invite follow-up objections.
One of the issues most sellers have with trying to overcome objections prior to the write-up is they invite more objections. For example, when you try to satisfy an objection about price before the demo drive, you invite buyers to dive deeper; you then get questions about payments, interest rates, rebates and other information best saved for the write-up.
Conversely, “let’s do this” acknowledges your buyer’s objection, while moving them to your next step. It puts the objection on hold, if you will, while you pull the buyer through your road-to-the-sale.
Let’s Do This
If you truly believed the prospect in front of you is going to buy from you today, then you’d address their objections differently, wouldn’t you? Here’s an example of a question you might get before the demo drive:
BUYER: Your website shows about $5,000 in rebates. Can I qualify for all of them?
SALESPERSON: I can assure you, Mr. Buyer, my managers are the absolute best at getting buyers every rebate they qualify for. So, let’s do this. Let’s take the Cherokee out for a quick test drive, make sure it’s the one you want to own, and then we’ll get you all the numbers and rebate information as soon as we return. How’s that sound?
In the instance above – as with all times you use “let’s do this” – you’re acting as an adviser or counselor for the buyer, and not as a salesperson. You’re using language that assures them you’re looking out for their best interest without losing your focus on the next step in your road-to-the-sale.
Moreover, you’re taking charge, being direct and providing the guidance today’s buyers need and appreciate.
So, let’s do this, let’s go to Amazon.com and purchase a copy of Assumptive Selling: The Complete Guide to Selling More Vehicles for More Money to Today’s Connected Customers. Assumptive Selling is 400+ pages packed with everything you need to drive more Ups and close them with more confidence than you ever thought possible. (Including how to overcome more than 60 common objections on the phone and on the lot.)