“I Only Have 15 Minutes”

“I only have 15 minutes” or “I don’t have much time” are extremely common objections to get hit with in the greeting. However, just because a customer says something like this in the meet and greet, it doesn’t mean you should give up on working the deal properly. Many times, buyers will use this and then ask to quickly get a copy of a vehicle’s pricing breakdown. Yet, simply handing them the numbers and walking away is a disservice to the customer. Not to mention, it very likely will be the last time you hear from them. In this blog, learn to handle “I only have 15 minutes” and work towards getting that deal closed today!

The Reality of “I Only Have 15 Minutes”

To handle “I only have 15 minutes”, it’s first important to understand the objection. The reality of this objection is that many times the customer does indeed have more than 15 minutes. So, if they have the time, then why do they use this objection? There are many different reasons why a buyer might toss this out, but the main one is that they don’t want to be pressured by a sales professional. This objection is one that customers know works as an easy way out of working with a sales person, so it gets used extremely often.

Therefore, the true objection typically isn’t a lack of time. Instead, it more so tends to be that the customer feels a level of discomfort about working with you. So, by approaching the deal the right way and keeping things pressure-free, you oftentimes will find that you can work the deal just like any other. However, even in cases where the customer leaves after 15 minutes, there’s nothing stopping you from doing more than just giving them the numbers and letting them leave.

Step #1 – Parrot “I Only Have 15 Minutes”

The first step to handling this objection is to parrot it back to them. Parroting an objection is exactly what it sounds like; repeating the objection back to the customer. The reason why parroting is so effective is because it shows customers that you’re listening to them and understand what they want to do. This further helps to take pressure out of the deal when approached with a great attitude. For example:

Customer: “I only have 15 minutes.”

Sales Professional: “Okay, you only have 15 minutes. No problem.”

Step #2 – Set the Deal Up After “I Only Have 15 Minutes”

After parroting the objection, it’s time to set yourself up for success. Let the customer know all of the things that you will do for them and that they came to the right place. Tell the buyer that in that time frame, you will be able to show them the car and get them the numbers, as well as anything else they want. If the customer doesn’t object to this, then they have just committed to coming through your sales process. For example:

Customer: “I only have 15 minutes.”

Sales Professional: “Okay, you only have 15 minutes. No problem. What are you looking for?”

Customer: “XYZ car”

Sales Professional: “Great choice. If you’re looking for XYZ car, then you came to the right place. In 15 minutes, I’ll be able to show you the vehicle, get you the numbers and anything else you want to do.”

Step #3 – Go for the Close

At this point, it’s time to go for the close. The close in this scenario would be moving past the greeting and into your sales process. For example:

Customer: “I only have 15 minutes.”

Sales Professional: “Okay, you only have 15 minutes. No problem. What are you looking for?”

Customer: “XYZ car”

Sales Professional: “Great choice. If you’re looking for XYZ car, then you came to the right place. In 15 minutes, I’ll be able to show you the vehicle, get you the numbers and anything else you want to do. Follow me”

Then, bring the customer to look at the vehicle. Additionally, bring along the keys, and anything you need to bring the customer on a test drive. Once the customer is out at the vehicle, they become far more likely to agree to a demonstration drive, which is a key factor in getting deals closed. By using this approach, most of the time “I only have 15 minutes” will disappear, and you will be able to continue on with your sales process as you normally would.

No Test Drive

If the customer refuses the test drive and is insisting that they have to leave, don’t fret. It happens to everyone. This approach will make you far more successful at handling this objection, but nothing works 100% of the time. So, if the customer is getting ready to leave, then start to set yourself up for future follow up success. Get them everything they asked for, and also gather quality contact information. You cannot sell to a buyer that you cannot reach, so it’s crucial to ensure that you have the best way to reach the customer. It’s recommended that you gather 2 phone numbers and 2 email addresses whenever possible. Then, let the customer out on a positive note. Remind them how you have the vehicle they want, add a little urgency (and take another swing at the close), say your goodbye and then begin to prepare to send them over some follow up to keep them engaged.

RevDojo

Skyrocket your dealership’s sales today with RevDojo’s On-Demand Car Sales Training Platform! This comprehensive training program, stocked with over 1,400 videos, provides everything your team needs to succeed at selling cars, including in-depth knowledge, techniques and insights in objection handling, test drives, and more! Contact us today at (888) 603-4443 or sales@webinarinc.com to learn more!