Here's the sales scenario: You're selling RVs at your dealership. You've invested two hours with your prospects, and they've found a product they like very much. You've done a great job selling and have asked for the sale. Their response to your closing action is "We're Just Not Sure."
What should you say in response? Here are ten possible responses to your customer's "We're just not sure" statement:
1. Barb...Larry...what is it you're just not sure about?
2. Thank you for telling me that, Barb and Larry. That's helpful. Is it the money or is it something else?
3. Just so I can make sure I'm understanding what you're saying, how sure do you want to be about a new RV?
4. I know it can be tough to make a decision about an RV. But I've found it's helpful if we review why you want an RV in the first place. You said one of the key reasons you wanted an RV is to visit your kids in Dallas - did I understand that correctly? [and so on]
5. Barb...Larry...what do you mean?
6. Please tell me more.
7. Would it be okay if we talk about that?
8. Well let's look at the size...does that meet your needs? How about its fitness for your intended use, does that seem to work for you? Tell me how you feel about the interior features, does that please you? You took it for a drive...do you like the drive-ability of the unit? [and so on]
9. Fantastic! Let's get you to the point where you're sure, okay?
10. Would the two of you taking this machine out this weekend on a weekend getaway help you decide if you're sure?
If you like this post (or don't!), please consider leaving a comment, or subscribe to our free sales tips newsletter.
Skip Anderson is the Founder of Selling to Consumers Sales Training,
a B2C and retail sales training and management consulting company. Skip
is mad about helping companies and individuals sell more.
Recent Comments