car sales is slightly different in the sense of the customer walks into my showroom. I'm not cold calling. The customer chose to leave their house, drive whatever distance, to then walk inside the showroom
so for someone to say "I'm just looking" that's easy. GREAT....what are you looking for, keep the conversation going. OH..im looking at a jeep. GREAS+T...what type of jeep can I provide information on...boom now i'm showing a car and now they are inside and next thing you know it's a test drive
in reference to working the numbers...."the negotiation"....our sales managers come talk to every single customer face to face. We don't do the back and forth. The guy that works the numbers is the guy that you talk to and negotiate with.
we are not a high pressure spot. We provide information. If the deal makes sense, let's do it. If a customer says we want to think about it, we will ask follow up questions, but then provide a copy of the numbers and I will always be following up
I guess to answer the NO question....minimum of 3-4 attempts at various times. Hope that answered what you were looking for haha