Handling Objections

Handling Objections

  • 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
  • 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
  • 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)
  • 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
  • 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
  • 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
  • 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
  • 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
  • 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 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 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
  • DOWN PAYMENT 01 – (FUNDS NOT AVAILABLE OR NOT COMFORTABLE?)
  • DOWN PAYMENT 02 – (BEFORE YOU SAY THAT)
  • DOWN PAYMENT 03 – (SHARE THE BENEFITS)
  • DOWN PAYMENT 04 – (COMPARE TO THE RECOMMENDED)
  • DOWN PAYMENT 05 – (REQUESTED BY THE BANK)
  • DOWN PAYMENT 06 – (SEEM LIKE THE TYPE OF INDIVIDUAL)
  • DOWN PAYMENT 07 – (KEEP ALL YOUR CASH AND REPLACE AT REGULAR INTERVALS)
  • DOWN PAYMENT 08 – (BESIDE THE EQUITY)
  • DOWN PAYMENT 09 – (UNTIL WE EXAMINE)
  • DOWN PAYMENT 10 – (KEEP YOUR CASH AND PAY MORE PER MONTH)
  • DISEASE CLOSE
  • DOWN PAYMENT 11 – (DON’T WANT TO OR DON’T HAVE IT?)
  • DOWN PAYMENT 12 – (MONEY REMAINS INVESTED)
  • DOWN PAYMENT 13 – (ALTERNATIVE WITH BANK REPRESENTATIVE)
  • DOWN PAYMENT 14 – (CERTAINLY)
  • DOWN PAYMENT 15 – (SAME AMOUNT)
  • DOWN PAYMENT 16 – (AMOUNT SUFFICIENT)
  • DOWN PAYMENT 17 – (WE PROVIDE YOU WITH THE DOWN PAYMENT)
  • PRICE CLOSE – CLARIFY PRICE, PAYMENTS, YOUR CAR, THE DIFFERENCE
  • PRICE CLOSE – YOU KNEW IT WAS MORE MONEY
  • PRICE CLOSE – MADE AWARE WHY
  • PRICE CLOSE – EASY TO ADJUST/DESERVE THE EXTRA’S
  • PRICE CLOSE – NO OTHER OBJECTIONS
  • PRICE CLOSE – PREPARE FOR LEASE
  • PRICE CLOSE – DISAGREE WITH YOU SUMMARY
  • PRICE CLOSE – MOST EXPENSIVE 1234
  • PRICE CLOSE – SWITCH TO ALTERNATIVE
  • PRICE CLOSE – EVEN WITH THAT IN MIND
  • PRICE CLOSE – LEAST EXPENSIVE BECAUSE
  • PRICE CLOSE – ALTERNATIVE WAYS OF PAYING
  • PRICE CLOSE – FINANCING MAKES IT AFFORDABLE
  • PRICE CLOSE – REASON IT’S PRICED THIS WAY
  • PRICE CLOSE – EVERYTHING YOUR PURCHASE IS QUALITY
  • PRICE CLOSE – PROPERLY REFLECTS THE VALUE
  • PRICE CLOSE – YOU KNEW THAT BEFORE
  • PRICE CLOSE – EXPENSIVE INVESTMENT
  • PRICE CLOSE – BUILT FOR PEOPLE LIKE YOU
  • PRICE CLOSE – ISN’T QUALITY WHAT YOU WANTED
  • PRICE CLOSE – CONSIDERED THE PRICE OF NOT OWNING
  • PRICE CLOSE – YOU PICKED IT OUT
  • PRICE CLOSE – CONTINUED COMMITMENT
  • PRICE CLOSE – TOP SHELF
  • PRICE CLOSE – CAN’T FIX YOUR TASTE
  • PRICE CLOSE – EXTRA COMFORTS
  • PRICE CLOSE – PRICE IS THE BEST REASON
  • PRICE CLOSE – EARNED THE RIGHT
  • PRICE CLOSE – EVERYTHING IS TOO HIGH
  • PRICE CLOSE – BETTER TO LIVE RICH THAN DIE RICH
  • PRICE CLOSE – TAKE INTO ACCOUNT RESALE VALUE
  • PRICE CLOSE – TOP SHELF
  • PRICE CLOSE – CAN’T FIX YOUR TASTE
  • PRICE CLOSE – EXTRA COMFORTS
  • PRICE CLOSE – PRICE IS THE BEST REASON
  • PRICE CLOSE – EARNED THE RIGHT
  • PRICE CLOSE – EVERYTHING IS TOO HIGH
  • PRICE CLOSE – BETTER TO LIVE RICH THAN DIE RICH
  • PRICE CLOSE – TAKE INTO ACCOUNT RESALE VALUE
  • 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
  • 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

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
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Pricing

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