Objection Word Tracks 2

Question 1

What is the objection handling formula?

Answer 1

A = Acknowledge
R = Reply (references the objection)
T = Transition with a question

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A = I get that, for sure
R = … That you want to talk to your wife, I discuss any big decisions with my S/O as well.
T = Tell me, what would happen in your wife says no?

You can use this basic formula for any objection, throughout any stage of the sales process.

Question 2

I don’t want to pay dealer fees.

Answer 2

I get that, manufacturer costs must be collected at all dealerships.

The freight cost is just what it takes to get your machine to us, the set-up is the labor it takes to assemble it, and the logistics surcharge is what it takes to organize shipping to the dealership.

You said yourself that we’re your preferred dealer, let’s get this done!