Handling Objections

Preparation is key to handling objections before they occur. How you handle the simplest to most complex objections will make or break the sale!

What you will get:

  • Real time solutions
  • Every objection handled
  • Instant correction
Course Curriculum:
Demonstration

• Demo Objection I – Didn’t Ask You to Drive It
• Demo Objection II – Changes You Aren’t Familiar With
• Demo Objection III – Take Me 5 Minutes Bear With Me
• Demo Objection V – Buy Your Lunch and Make Your First Payment
• Demo Objection IV – Promise Not To Waste Your Time
Greeting

• Best Price/Time I (Information Overload)
• Best Price/Time II- Exactly What You Need
• Best Price V- Intelligent Comparison
• Best Price VI- Best Position in the Market
• Best Price/Not Getting Out of My Car – Can I Also Get You Figures on Your Car
• Best Price/Not Getting Out of My Car – Would You Consider Saving…
• Best Price/Not Getting Out of My Car- Hustle it Up For You
• Best Price/Not Getting Out of My Car – That’s Why We Offer Window Service
• Invoice I- Pure Cost
• Invoice II- Make Final Decision on Money Only
• Invoice IV- Money Will Not Be the Problem
• Credit Union I- We Use them To
• Credit Union II- Love Working with Credit Unions
• Credit Union III – Number of Lenders Cheaper than Your CU
• Looking for Someone Else I- What are they Driving Now
• Looking for Someone Else III- What Would You Like to See Her Do?
• Payments I – Same Payment or Lower
• Payments II – I Will Work it Out
• Payments III – Why That Vehicle
• Best Price/Time III- Appreciate You Shopping Us for Price
• Best Price/Time IV- Save You Time
• Best Price VII- Final Decision on Price Only
• Invoice III- Work with Your from Invoice
• Invoice V- Only Thing More Important than Price
• Looking for Someone Else II-Bring Her Back at Later Date
• Looking for Someone Else IV- Bring Information Back to Them
• Just Looking I – My Job
• Just Looking II – Right Product at Figures You Can Agree With
• Just Looking III – Great, Bigger or Smaller
• Just Looking IV – Excellent Selection to Look At
• Just Looking V – Don’t Waste Any Time
• Just Looking VI – Put Information Together for You
• Just Looking VII – That’s Why We Display Our Products
• Just Looking VIII – Take as Much Time as You Need
• Just Looking IX – My Best Customers Do the Same Thing
• Just Looking X – When You are More Serious, In the Future
Write Up

• CREDIT UNION I (ENOUGH INFORMATION TO ASSIST)
• CREDIT UNION II (DELIVER ONLINE)
• CREDIT UNION III (CREDIT UNION REPRESENTATIVE)
• TRADE NOT HERE I (DON’T NEED YOUR CAR)
• TRADE NOT HERE II (FIGURES YOUR LIKE)
• TRADE NOT HERE III (SO WHAT)
• TRADE NOT HERE IV (UNTIL YOU AND I)
• BOTTOM LINE I (LET’S GO)
• BOTTOM LINE II (EXACTLY)
• BOTTOM LINE III (NOTHING TO GO THROUGH)
• BAD CREDIT I (LET ME WORRY ABOUT THAT)
• BAD CREDIT II (I’M THE PROFESSIONAL)
• BAD CREDIT III (THAT’S NOT A BIG DEAL)
• NOT BUYING TODAY I (MY FAULT NOT YOURS)
• NOT BUYING TODAY II (CHANGE YOUR MIND)
• NOT BUYING TODAY III (IF YOU WERE GOING TO BUY)
• NOT BUYING TODAY IV (ANYWAY)
• NOT BUYING TODAY V (STILL NEED IDEA OF COST)
• NOT BUYING TODAY VI (RIGHT CIRCUMSTANCES)
• OWE TOO MUCH I (LET ME WORRY ABOUT THAT)
• OWE TOO MUCH II (WILL NOT KEEP US FROM DOING BUSINESS)
• SLOW DOWN I (INTELLIGENT DECISION)
• SLOW DOWN II (FORGIVE ME)
• SLOW DOWN III (DIDN’T ASK YOU TO MAKE A DECISION)
• THIRD PARTY I (WANT THE SAME THING)
• THIRD PARTY II (INTELLIGENT CONVERSATION)
• NOT BUYING TODAY VII (KNOW YOUR OPTIONS)
• TIME- I UNDERSTAND YOU’RE IN A HURRY)
• NOT BUYING TODAY VIII – SPENDING VALUABLE TIME
• SLOW DOWN IV – (GET HER DONE)
General

• Availability I – You Must be Driving that Now
• Availability II – Largest Selection in State
• Trade I – Qualify as Way to Answer
• Price in Greeting ?- Also Figures on Yours
• Trade II – Also Best Price on New
• Trade III – Show You Both Ways
• Don’t Know What I Want – Bigger or Smaller
• Don’t Know What I Want – What Caught Your Attention
• Give Me Your Card – Can I Get Your Information on Your Car
• Give Me Your Card – Can I Get You Figures While You Look
• How Much Down I – Show you Lease and Purchase
• How Much Down III – Quote and Leave it Up to Me
• Shopping for Girlfriend – What Would You Like to See Her Do?
• Don’t Know What I Want- If you Did Know
• Don’t Know What I Want – What are You Sure You Don’t Want
• Don’t Know What I Want – What Brought You Out
• Give Me Your Card – Mind if I Tag Along To Answer Questions
• How Much Down I- Show You With No Money Down
Money

• PAYMENT CLOSE
• PAYMENTS TO FIGURES CLOSE
• RATE CLOSE
• AGREEMENT CLOSE I
• AGREEMENT CLOSE II
• AGREEMENT CLOSE III
• WON’T BE THE LAST TIME CLOSE
• BE GRATEFUL CLOSE
• CONGRATULATIONS CLOSE
• DO IT ANYWAY CLOSE
• DISEASE CLOSE
• INVENTORY CLOSE 01 – (MOVE DOWN A MODEL)
• INVENTORY CLOSE 02 – (MOVE UP A MODEL)
• SELECTION ALTERNATIVE CLOSE
• PACKAGE ALTERNATIVE CLOSE
• PAYMENT BREAKDOWN CLOSE
• BUDGET CLOSE I
• BUDGET CLOSE II
• BUDGET CLOSE III
• BUDGET CLOSE IV
• BUDGET CLOSE V
• ASSUME ZERO BALANCE CLOSE
• DOWN TO THE PENNY CLOSE
• REDUCE TO RIDICULOUS CLOSE
• BETTER TO LIVE RICH CLOSE
• CAN’T TAKE IT WITH YOU CLOSE
• NO SHORTAGE OF MONEY CLOSE
• JUSTIFY CLOSE
• MONEY EQUAL CLOSE
• TREAT YOURSELF CLOSE
• WORK HARD TO EARN THIS CLOSE
• YOU DESERVE IT CLOSE
• DISCOUNT CLOSE
• NO EQUITY CLOSE
• SAME PRODUCT CLOSE (YOURS)
• SAME PRODUCT CLOSE (THEIRS)
• NOW AND LATER CLOSE I
• YOU KNEW THAT BEFORE CLOSE
• GRATITUDE CLOSE
• WHO TAUGHT YOU THAT CLOSE
• ABLE CLOSE
• COMMISSION CLOSE
• LEAVE IT UP TO THE BANK CLOSE
• QUALITY CLOSE
• PRICE GUARANTEE CLOSE
Stall

• Either Way Close
• Going to Wait Close
• Spouse Stall Close I
• Spouse Stall Close II
• Spouse Stall Close III
• Spouse Stall Close IV
• Unavailable Party Close
• Unavailable Party Close II
• Think About It Close I
• Think About It Close II
• Think About It Close III
• Think About It Close IV
• Think About It Close V
• Leave Me Some Paperwork Close
• Rash Decision Close
• RASH DECISION CLOSE II
• RASH DECISION CLOSE III
Product

• Delivery Close
• Check Close
• Scale From One-To-Ten Close
• Equipment Close
• Title/Registration Close
• Paperwork Close
• Insurance Close
• No Other Reason Close
• Momentum Close
• Re-present Close (Re-demo Close)
• Everything The Same Close
• Summary Close
• Comparison Investment Close
Time

• Important Person Close
• Flush The Objection Close
• Want To Be First or Last Close
• Sooner or Later Close
• Get It Done And Over Close
• Never The Best Time Close
• Future Date Close
• Now or Never Close
• Get More Done Close
Affordable

• AFFORDABILITY CLOSE – CAN’T AFFORD TO CONTINUE WITH WHAT YOU HAVE
• AFFORDABILITY CLOSE – COST OF NOT DOING THIS IS FAR GREATER
• AFFORDABILITY CLOSE – WHAT ARE YOU SPENDING YOUR MONEY ON?
• AFFORDABILITY CLOSE – EVERYONE THINKS THE SAME THING
• AFFORDABILITY CLOSE – EXTRA CONVENIENCES/ PAYMENT BREAKDOWN
• AFFORDABILITY CLOSE – NEVER MORE AFFORDABLE THAN RIGHT NOW
• AFFORDABILITY CLOSE – IF MONEY WAS LEFT OVER
• AFFORDABILITY CLOSE – BETTER THAN YOUR PRESENT SITUATION
• AFFORDABILITY CLOSE – WON’T GET ANY EASIER
• AFFORDABILITY CLOSE – WHAT EXACTLY ARE YOU NOT SURE OF?
• AFFORDABILITY CLOSE – I WILL BE THE FIRST TO SAY
• AFFORDABILITY CLOSE – ASSURE YOU
• AFFORDABILITY CLOSE – LIMITED PRODUCTION MAKES IT MORE AFFORDABLE
• AFFORDABILITY CLOSE – BETTER TO ENJOY NOW
• AFFORDABILITY CLOSE – LEAVE IT UP TO ME
• AFFORDABILITY CLOSE – SURPRISED TO HEAR THAT
• AFFORDABILITY CLOSE – BUYING LESS THAN THIS WOULD BE A MISTAKE
• AFFORDABILITY CLOSE – THIS PRODUCTS SAYS YOU ARE A SUCCESS
• AFFORDABILITY CLOSE – WE WILL WORK IT OUT TO WHERE IT IS AFFORDABLE
• AFFORDABILITY CLOSE – PLEASURE OF OWNING FAR OUTWEIGHS THE COST
• AFFORDABILITY CLOSE – SWITCH FOR A ‘NO’ THEN CLOSE
• AFFORDABILITY CLOSE – PRESENT SPENDING GETTING IN YOUR WAY
• AFFORDABILITY CLOSE – CHEAPER TO OWN
• AFFORDABILITY CLOSE – EXACTLY WHY YOU SHOULD DO IT NOW
• AFFORDABILITY CLOSE – VERY FEW PEOPLE THINK THEY CAN
• AFFORDABILITY CLOSE – IF YOU CAN’T NO ONE CAN
• AFFORDABILITY CLOSE – THAT’S MY RESPONSIBILITY
• AFFORDABILITY CLOSE – WHAT YOU’RE DOING NOW ISN’T AFFORDABLE
• AFFORDABILITY CLOSE – MAKE MY LIVING MAKING IT AFFORDABLE
• AFFORDABILITY CLOSE – FULL BUDGET SUMMARY
• AFFORDABILITY CLOSE – RATHER HAVE SOMEONE ELSE ENJOY YOUR MONEY
• AFFORDABILITY CLOSE – SOME KIND OF FEAR OF BUYING
• AFFORDABILITY CLOSE – LAST TIME YOU DID SOMETHING NICE
Difference

• DIFFERENCE CLOSE – AVOID SAME THING BY USING CASH
• DIFFERENCE CLOSE – 4 WAYS TO REDUCE THE DIFFERENCE
• DIFFERENCE CLOSE – DO YOU HAVE TO SELL YOURS?
• DIFFERENCE CLOSE – SELL IT YOURSELF
• DIFFERENCE CLOSE – DIFFERENCE IS BASED ON TRADING CYCLE
• DIFFERENCE CLOSE – MOVE TO ANOTHER PRODUCT
• DIFFERENCE CLOSE – COMPARED TO WHAT?
• DIFFERENCE CLOSE – ONLY IF PAID IN FULL
• DIFFERENCE CLOSE – PRICE, TRADE OR PAYMENTS
• DIFFERENCE CLOSE – MORE THAN FAIR
• DIFFERENCE CLOSE – ONE WAY TO REDUCE THE DIFFERENCE
• DIFFERENCE CLOSE – BASED ON WHAT YOU ARE GETTING
• DIFFERENCE CLOSE – DIFFERENCE BETWEEN NET AND GROSS
• DIFFERENCE CLOSE – RIGHT INVESTMENT
• DIFFERENCE CLOSE – FAR OUT WEIGHT THE DIFFERENCE
• DIFFERENCE CLOSE – WORKED WITH MY BOSS TO GET IT HERE
• DIFFERENCE CLOSE – TAILOR A PAYMENT PLAN
• DIFFERENCE CLOSE – PROPERLY REFLECTS YOUR CHOICE
• DIFFERENCE CLOSE – MORE THE REASON TO DO IT TODAY
• DIFFERENCE CLOSE – WORK WITH ME
• DIFFERENCE CLOSE – ADDITIONAL VALUE INCENTIVE
Payment

• PAYMENT CLOSE – COMPARED TO WHAT?
• PAYMENT CLOSE – YOU CAN’T AFFORD NOT TO
• PAYMENT CLOSE – NOT CONSIDERING FULL COST OF NOT BUYING
• PAYMENT CLOSE – REMOVE THE ADDITIONS OFFER
• PAYMENT CLOSE – WRITE ME A CHECK AND AVOID ANY PAYMENTS
• PAYMENT CLOSE – NEXT PAYMENT AS CASH
• PAYMENT CLOSE – REDUCE THE BALANCE
• PAYMENT CLOSE – HOW DO YOU MAKE SENSE OF WHAT YOU HAVE NOW
• PAYMENT CLOSE – BETTER TO LIVE RICH THAN DIE RICH
• PAYMENT CLOSE – THAT’S WHY YOU WORK SO HARD
• PAYMENT CLOSE – COMPARED TO THE ENJOYMENT
• PAYMENT CLOSE – I AM SURPRISED YOU SAY THAT
• PAYMENT CLOSE – CAN’T AFFORD TO CONSIDER ANY OTHER
• PAYMENT CLOSE – BUDGET SUMMARY CLOSE
• PAYMENT CLOSE – TAX CLOSE
• PAYMENT CLOSE – WHAT REASONS CAN YOU FIND?
• PAYMENT CLOSE – SMILE, DISCOUNT AND CLOSE
• PAYMENT CLOSE – WAITING IS COSTING YOU
Basic

• Three Yes’s And Then Close
• If I Could, Would You Close
• Puppy Dog Close
• Feel-Felt-Found Close
• Handshake Close
• Inventory Close – (Move Up)
• Spouse Stall Close I
• Spouse Stall Close II
• Eleventh Inning Close
• Referral Close
• Eleventh Inning Close
• Scarcity Close
• Agreement Close I
• Agreement Close II
• Better to Live Rich Close
• Budget Close I
• Budget Close II
• Can’t Take It With You Close
• Commission Close
• Congratulations Close
• Do It Anyway Close
• Down To The Penny Close
• Gratitude Close
• Inventory Close – (Move Down)
• Inventory Close – (Package)
• Leave It Up To The Bank Close
Advanced

• Second Party Assist Close
• Second Baseman Close I
• Second Baseman Close II
• Do It For Me Close
• Payoff Close
• Delay Payment Close
• No Cosigner Close
• Able Close
• Agreement Close III
• Assume Zero Balance Close
• Be Greatful Close
• Budget Close III
• Budget Close IV
• Budget Close V
• Discount Close
• Disease Close
• Justify Close
• Now and Later Close
• Payment Breakdown Close
• Quality Close
• Selection Alternative Close
• Who Taught You That Close
• Won’t Be The Last Time Close
• You Knew That Before Close
• Either Way Close
• Going to Wait Close
• Leave Me Some Paperwork Close
• Rash Decision Close III
• Spouse Stall Close III
• Spouse Stall Close IV
• Think About It Close III
• Think About It Close IV
• Think About It Close V
• Unavailable Party Close II
• Insurance Close
• Momentum Close
• No Other Reason Close
• Scale From One-To-Ten Close
• Future Date Close
• Get It Done And Over Close
• Important Person Close
• Now or Never Close
• Sooner or Later Close
• Want To Be First or Last Close
• Referral Close