“I need to talk to my wife.”
“I need to think about it.”
“The price is too high.”
If you had a dollar for every time you heard these, you wouldn’t need to sell cars. But these aren’t stop signs; they are speed bumps.
Effective auto sales phone training teaches us that an objection is often just a request for more information, or a stall tactic because trust hasn’t been established.
The “Spouse” Dodge
Often, “I need to talk to my wife” actually means “I’m not convinced this is the right deal, but I don’t want to hurt your feelings.”
A trained pro knows how to isolate the objection.
“I completely understand. Does your wife generally participate in the decision on the car itself, or just the budget?”
This helps you find out if it’s a money problem or a car problem.
The Price Objection
When they say the price is too high, it usually means the value is too low. You haven’t built enough value in the vehicle or the dealership to justify the cost.
Go back to the product. Re-sell the features. Re-sell the service department.
Practice Makes Profit
You can’t learn to handle objections by reading a blog post. You have to role-play them until they are muscle memory. You need to know the word tracks so well that you don’t have to think about them.
Stop accepting “I’ll be back” as an answer. Equip your team with the verbal aikido they need via our Phone and Sales Training.
