"I want to think about it"

"Step 1: Acknowledge the Objection

"Great! You wouldn't be wanting to think about it if you weren't serious about it. You are serious about it, aren't you?"

Customer: "Yes."

Step 2: Tell a Story

"You know, I have been selling cars for years and one thing that I have learned is that when someone says that they want to think about it, there is usually one of three things concerning them.

Step 3: Give them Options...

"Usually there is one of three things keeping them from getting the car. It might be the vehicle and it's options, it might be whether or not they want to do business with me and this dealership or it might be the price.

Step 4: Ask which one is the reason.

"Mr. Customer, which one of those is the reason you don't want to invest?

Step 5: Wait for an answer

Most of the time, they will say price.

Step 6: Acknowledge the True Objection

"It sounds to me like you're on a budget like me and the rest of the world, aren't you?

Customer: "Yes."

Step 7: Close the Customer

"Well, if we could fiddle around with the numbers and get them to fit within your budget, is there anything else keeping you from getting the car today?"

If yes, over come the objection.

If no, close them on the budget.

But how do you "fiddle with the numbers?"

In no particular order...

Gas Savings Close

Longer Term of Finance

Switch them to a Lease

Ask for Money Down

Mechanical Savings Close (i.e. new warranty as opposed to paying to fix their old car.)

Reduce the difference in payment to a small and manageable number like "You're letting a dollar a day keep you from this car. That's a pack of gum!"

Things to NEVER DO!!!

Never ask them, "What's there to think about?"

That is a very weak question. It's too easy for someone to answer again that they just need to think about it."

http://carsalesassistant.com/CarSalesTechniques/I-Want-To-Think-About-It.html