SYS-CON MEDIA Authors: Xenia von Wedel, Peter Silva, Glenn Rossman, Ava Smith, Elizabeth White

News Feed Item

Joe Verde Sales & Management Training Survey Finds Most Common Consumer Car Buying Objection Before & After Commitment

ORANGE COUNTY, Calif., March 11, 2014 /PRNewswire-iReach/ -- Joe Verde Sales & Management Training, Inc., today announced that, according to an online survey of auto salespeople conducted throughout 2013, the most common car buying objection before the salesperson has a commitment is, "I'll think it over and get back to you," at 37 percent. After the salesperson has a commitment and is negotiating, there are three most common objections: Again, at the top is "I'll think it over and get back to you," at 20 percent, but this is equal with "payments are too high," also at 20 percent, followed closely behind by "not enough for my trade," at 19 percent.

An informal survey posted on joeverde.com asked: "What is your most common car buying objection today before you have a commitment?" 153 people responded as follows:

I'll think it over and get back to you:       

37%

I want to shop the competition:           

25%

Not enough for my trade:                

9%

I need to check with someone else:      

7%

It's too much money:                         

7%

I can buy it for less down the street        

7%

I'm not sure this is the right vehicle for us:                              

4%

The payments are too high:                

3%

I don't have any more to put down:         

1%

The question, "What is your most common objection from car buyers today after you have a commitment and are negotiating?" was also asked for comparison purposes. 153 people responded as follows:

I'll think it over and get back to you:       

20%

Payments are too high:                  

20%

Not enough for my trade:                

19%

The price is too high:                        

14%

I need to check with someone else:        

12%

I can buy it down the street for less:         

8%

Too much down payment:                 

5%

Term too big:                                

1%

I'm not sure if this is the right vehicle for us:                             

1%

The same survey questions were posted on the site in 2012 and 156 people responded to each. The top response to the question, "What is your most common car buying objection today before you have a commitment?" was again, "I'll think it over and get back to you." However, the response was almost double at 38 percent.

The question "What is your most common objection from car buyers today after you have a commitment and are negotiating?" had slightly different responses in 2012 versus 2013.

The top response was "Not enough for my trade," at 23 percent; followed by "Payments are too high," at 19 percent; and "The price is too high," at 17 percent. "I'll think it over and get back to you," was in 4th place at 15 percent.

Commenting on the results, Joe Verde, president of Joe Verde Sales & Management Training, Inc., stated: "People tell you 'No' a lot when you're closing. They're nervous about spending 20 or 30 grand, and they didn't know you, like you or trust you an hour ago. So saying 'Yes' in just an hour means really going out on a limb for most customers. That's why you have to make it as easy as possible for them to agree to purchase. If you close correctly, you'll never ask the standard, 'Will you buy today,' question. Not only that, your negotiation will be about helping them fit this new vehicle they love into their budget, instead of whether you can 'make them a deal today.'"

Famous for being the 8-car guy who transformed into the 38-car sales professional, Joe Verde is the author of five popular books for dealers, managers and salespeople. As well, Verde is a highly sought-after and dynamic Leadership, Management and Sales Training figure in the automotive industry. Joe Verde is also a leading innovator of virtual sales training. In 2003 he created the Joe Verde Training Network®, one of the first online training venues for auto dealers.

Joe Verde Sales & Management Training Inc. has been helping auto dealerships throughout North America dramatically increase their sales for 29 years and is well known for producing results. From complete workshop, online and in-house training programs; to materials on Leadership, Sales Management, Professional Selling, Closing and Negotiation; JVSMT coaches sales and management teams to greater success, increased sales and profits, year after year.

Joe Verde's introduces new courses regularly through their virtual training on JVTN® which features dozens of online courses that are complete with Leader Guides, tests, reporting and certification for salespeople, managers, finance, and service, plus hundreds of hot topic chapters on almost every situation a salesperson will encounter in sales.

To request a free demonstration, visit: jvtn.com or call (800) 445-6217(800) 445-6217(800) 445-6217(800) 445-6217. For information about Joe Verde workshops and training products, visit the Web at joeverde.com.

About Joe Verde Sales & Management Training, Inc.

www.joeverde.com | www.jvtn.com

Joe Verde Sales & Management Training, Inc., founded in 1985 with its corporate headquarters in Southern California, is consistently rated the number one automotive sales and management training company in North America for producing immediate and long-lasting results for its customers. 

Joe Verde's training team holds live training workshops across North America, and he personally pioneered Virtual Training with JVTN® in 2003. He has authored several books, and since the recession has written, sold and distributed hundreds of thousands of copies of: "A Dealer's Guide To Recovery & Growth", "Manage Your Career In Sales – Goal Setting For Salespeople", "Earn Over $100,000 Selling Cars – Every Year", "38 Hot Tips On Selling More Cars" and "How To Sell A Car And Close The Sale Today" in the automobile industry, to help dealers, managers, and salespeople continue to grow and improve year after year.

CallSend SMSAdd to Skype

You'll need Skype CreditFree via Skype

Media Contact: Susy Schirmacher, Joe Verde Sales & Management Training, Inc., (800) 445-6217, [email protected]

News distributed by PR Newswire iReach: https://ireach.prnewswire.com

Photo - http://photos.prnewswire.com/prnh/20140311/MN79878

SOURCE Joe Verde Sales & Management Training, Inc.

More Stories By PR Newswire

Copyright © 2007 PR Newswire. All rights reserved. Republication or redistribution of PRNewswire content is expressly prohibited without the prior written consent of PRNewswire. PRNewswire shall not be liable for any errors or delays in the content, or for any actions taken in reliance thereon.

Latest Stories
We are all here because we are sold on the transformative promise of The Cloud. But what good is all of this ephemeral, on-demand infrastructure if your usage doesn't actually improve the agility and speed of your business? How must Operations adapt in order to avoid stifling your Cloud initiative? In his session at DevOps Summit, Damon Edwards, co-founder and managing partner of the DTO Solutions, will highlight the successful organizational, process, and tooling patterns of high-performing c...
The definition of IoT is not new, in fact it’s been around for over a decade. What has changed is the public's awareness that the technology we use on a daily basis has caught up on the vision of an always on, always connected world. If you look into the details of what comprises the IoT, you’ll see that it includes everything from cloud computing, Big Data analytics, “Things,” Web communication, applications, network, storage, etc. It is essentially including everything connected online from ha...
Software-driven innovation is becoming a primary approach to how businesses create and deliver new value to customers. A survey of 400 business and IT executives by the IBM Institute for Business Value showed businesses that are more effective at software delivery are also more profitable than their peers nearly 70 percent of the time (1). DevOps provides a way for businesses to remain competitive, applying lean and agile principles to software development to speed the delivery of software that ...
Docker offers a new, lightweight approach to application portability. Applications are shipped using a common container format and managed with a high-level API. Their processes run within isolated namespaces that abstract the operating environment independently of the distribution, versions, network setup, and other details of this environment. This "containerization" has often been nicknamed "the new virtualization." But containers are more than lightweight virtual machines. Beyond their small...
The move in recent years to cloud computing services and architectures has added significant pace to the application development and deployment environment. When enterprise IT can spin up large computing instances in just minutes, developers can also design and deploy in small time frames that were unimaginable a few years ago. The consequent move toward lean, agile, and fast development leads to the need for the development and operations sides to work very closely together. Thus, DevOps become...
Cloud Expo 2014 TV commercials will feature @ThingsExpo, which was launched in June, 2014 at New York City's Javits Center as the largest 'Internet of Things' event in the world.

ARMONK, N.Y., Nov. 20, 2014 /PRNewswire/ --  IBM (NYSE: IBM) today announced that it is bringing a greater level of control, security and flexibility to cloud-based application development and delivery with a single-tenant version of Bluemix, IBM's

An entirely new security model is needed for the Internet of Things, or is it? Can we save some old and tested controls for this new and different environment? In his session at @ThingsExpo, New York's at the Javits Center, Davi Ottenheimer, EMC Senior Director of Trust, reviewed hands-on lessons with IoT devices and reveal a new risk balance you might not expect. Davi Ottenheimer, EMC Senior Director of Trust, has more than nineteen years' experience managing global security operations and asse...
The major cloud platforms defy a simple, side-by-side analysis. Each of the major IaaS public-cloud platforms offers their own unique strengths and functionality. Options for on-site private cloud are diverse as well, and must be designed and deployed while taking existing legacy architecture and infrastructure into account. Then the reality is that most enterprises are embarking on a hybrid cloud strategy and programs. In this Power Panel at 15th Cloud Expo (http://www.CloudComputingExpo.com...
Explosive growth in connected devices. Enormous amounts of data for collection and analysis. Critical use of data for split-second decision making and actionable information. All three are factors in making the Internet of Things a reality. Yet, any one factor would have an IT organization pondering its infrastructure strategy. How should your organization enhance its IT framework to enable an Internet of Things implementation? In his session at Internet of @ThingsExpo, James Kirkland, Chief Ar...
Leysin American School is an exclusive, private boarding school located in Leysin, Switzerland. Leysin selected an OpenStack-powered, private cloud as a service to manage multiple applications and provide development environments for students across the institution. Seeking to meet rigid data sovereignty and data integrity requirements while offering flexible, on-demand cloud resources to users, Leysin identified OpenStack as the clear choice to round out the school's cloud strategy. Additional...
Technology is enabling a new approach to collecting and using data. This approach, commonly referred to as the "Internet of Things" (IoT), enables businesses to use real-time data from all sorts of things including machines, devices and sensors to make better decisions, improve customer service, and lower the risk in the creation of new revenue opportunities. In his General Session at Internet of @ThingsExpo, Dave Wagstaff, Vice President and Chief Architect at BSQUARE Corporation, discuss the ...
The security devil is always in the details of the attack: the ones you've endured, the ones you prepare yourself to fend off, and the ones that, you fear, will catch you completely unaware and defenseless. The Internet of Things (IoT) is nothing if not an endless proliferation of details. It's the vision of a world in which continuous Internet connectivity and addressability is embedded into a growing range of human artifacts, into the natural world, and even into our smartphones, appliances, a...
SYS-CON Media announced today that Aruna Ravichandran, VP of Marketing, Application Performance Management and DevOps at CA Technologies, has joined DevOps Journal’s authors. DevOps Journal is focused on this critical enterprise IT topic in the world of cloud computing. DevOps Journal brings valuable information to DevOps professionals who are transforming the way enterprise IT is done. Aruna's inaugural article "Four Essential Cultural Hacks for DevOps Newbies" discusses how to demonstrate the...
"BSQUARE is in the business of selling software solutions for smart connected devices. It's obvious that IoT has moved from being a technology to being a fundamental part of business, and in the last 18 months people have said let's figure out how to do it and let's put some focus on it, " explained Dave Wagstaff, VP & Chief Architect, at BSQUARE Corporation, in this SYS-CON.tv interview at @ThingsExpo, held Nov 4-6, 2014, at the Santa Clara Convention Center in Santa Clara, CA.