Let’s start with a simple truth: Every sales conversation is rife with objections. They’re a natural hurdle in the sales process and a nagging barrier when you’re on the verge of closing a deal. They can run the gamut but stem from issues surrounding cost, competition or bad timing for your customer.
The good news? Financing is a powerful tool to wield when you need to close a customer who’s on the fence. We’ve outlined the most common objections and added 3 rock solid tips to help you counter these snags and close strong with your customers.
Let’s start with a simple truth: Every sales conversation is rife with objections.
Tip #1: Soften the shock of a large price tag with low monthly payments.
The most common objection is the most obvious: the price tag is too high for your customer. Luckily, you have a secret weapon patiently waiting in your back pocket: A monthly payment option. Suddenly, you’re in control of the conversation, because the price tag is no longer $15,000, it’s $154 per month. This simple reveal makes it much easier to sway the conversation away from price and direct it toward start dates.
Luckily, you have a secret weapon patiently waiting in your back pocket: A monthly payment option.
Tip #2: Use financing to distinguish your business from the competition.
Remember, your ability to finance helps you frame your business as distinct. If a customer mentions that a competitor is cheaper, it’s a prime opportunity to let them know that you can break down their price tag into low monthly payments. A competitor might have a lower ticket price, but you can ensure that a monthly rate of $154 (or whatever the installment may be) is something the competition can’t offer. Plus, being an approved financing dealer strengthens your professional reputation, and sets you apart from cash-based competitors.
Tip #3: Bad timing for your customer? Offer a promotion.
“I can’t afford this right now” is a consistent objection, but it’s a great opportunity to warm a customer to financing or to create a sense of urgency with a promotional program. Financeit offers a variety of powerful promo programs, including a “No interest & No payments for 6 months” option that allows you to say, “Don’t pay for 6 months but decide today.”
Remember, all of these solutions are available at the click of a button with Financeit: You can offer financing from any device, at any time. Financing isn’t just a payment option, it’s a simple, effective way to coax a customer off the fence and close bigger sales, faster. Sign up now!
For informational purposes only. All quoted amounts are based on the current applicable Financeit interest rates, over the term and amortization period selected by the Dealer. Subject to credit approval.