OBJECTIONS Flashcards
I Have A Few More Cars I Want To Look At Before I Purchase
I understand, let’s say you already checked out the other few vehicles and
mine was the last one you were looking at, what would be the deciding
factor in which vehicle you would purchase in the end? Would it be the car
itself regardless of the deal you got on it, or the car you got the best deal on?
Exactly so it’s not a matter of “if” you are gonna buy, but “when”, and the
“when” is when the deal is right, right?
I Like The Car But The Miles Are Too High
I understand how it may seem that way. However if you were to purchase a
vehicle with fewer miles, you would have to spend more money. If you
drove both vehicles for a 3yr period, which one would you end up owing
more money on? The one with fewer miles, of course! Because with our
vehicle having a few more miles the biggest part of the depreciation cycle
has already been taken into consideration. So, when you look at the bigger
picture, you won’t be upside down on our vehicle where with the other one
with lower miles you most likely will be. So going with a highly rated
vehicle like ours, with a few more miles, is definitely the smartest way to go
if you’re looking to save some big money now and later.
I Need To Think About It (Lot)
Of course you need to think about it. I haven’t given you enough information
“not” to think about it. What I would like to do is give you a quick 5 minute
proposal of all the facts and figures so that way at least when you go home
tonight you truly do have all the numbers to think about, would that be fair?
Were Not Buying Anything Today We Are Just Looking (After Test
Drive)
I understand everybody has to start somewhere. First, you start with looking.
Then you find something that you like. Once you find something that you
like, it’s extremely important to find someone who is going to make you an
amazing deal. Guys, that’s me! So it’s not a matter of if you are gonna buy,
but when, and the when is when the deal is right, am I right? So let me show
you a quick 5 minute proposal I guarantee you can’t say no to. Follow me
inside this is going to blow you away!
I Want My Dad To Look At The Car Before I Buy It
- I understand we already know what your dad is going to say. He’s gonna say,
“It’s your car and you’re gonna have to be happy with it”. And you already
said you loved the vehicle so let’s save some time! He’ll be proud of you for
making a great decision on your own
We Aren’t Interested In Driving Until We Know The Price
I understand… We are an internet store and we have to price our vehicles
very aggressively. I don’t believe this car has been posted yet since it just
arrived, however what I can tell you is that we are the number one volume
store in our state and we couldn’t be there if we priced our vehicles too high.
So im 100% confident based on the information you’ve given me, after a
quick spin not only will I give you price, but I will also give you a deal you
can’t refuse
I Need To Know What Im Getting For My Trade Before I Do Anything
I completely understand getting top dollar for you trade is extremely
important to you. What we do here is actually one step further than that, not
only do I want to show you the numbers on your trade. I would also like to
show you how we are highest in all the other critical areas important to you
and your family like price, payments, and trade ins.
It’s Getting Late We Are Just Going To Come Back Tomorrow
I understand, obviously the fact that you guys are still here lets me know that
getting into a new vehicle is extremely important to you. Nobody plans on
the most ideal time to buy a car, it just happens. The good news is we are
already 99% done with the deal and I am extremely fast at getting this last
1% done. Let me show you how quick I can get this last part done for you.
I’m Gonna Have To Get Back With You
I understand I’ve been doing this a long time. What I’ve learned is that when
somebody says they’ll get back to me, I never see them again. Assuming that
we were not going to be doing business today, would you mind if I asked
you a question real quick? Are you just no longer interested in the vehicle, or
is there something that’s concerning you within the numbers of the deal?
See, I’m almost 100% confident you’re still interested in the vehicle. I can
see it in your face, I believe it’s probably something within the deal. So what
is it that’s concerning you the most the price, the payment, or the trade in?
I’m Not Buying Yet This Is My First Stop
- I understand let me share with you this, a few years ago customers used to
have to visit a minimum of 3 different dealerships before purchasing a
vehicle. Today’s statistics due to the internet and all the technology and
research available on the market. The average customer only visits one store
before purchasing, so it’s not a matter of if you buy, but when you buy, and
when you buy is when the deal is right am I right? Exactly so let me show
you a quick 5 minute proposal and in the end it’s completely your decision,
is that fair?
My Bank Offers A Better Rate
I understand. 99% of my clients just like you who have great credit, don’t
like to put all their eggs in one basket. It’s always beneficial to diversify your
loans with different institutions, we use nationwide lenders that report to all
3 credit bureaus in all 50 states. It looks much better on your credit and the
slight difference in payment in nearly nothing.
I’m Just Wasting Time I’m Not Here To Buy
I understand obviously there are lots of things you could be doing with your
time other than looking at cars. You being here lets me know that you are
not 100% satisfied with your current vehicle. What is one thing you could
change about your current vehicle you don’t like?
I Think We Are Going To Hold Off On Purchasing A Car Right Now
I can understand why you would want to wait however with inventory being
so low due to factories forced to shut down from COVID. We are extremely
lucky to have found a vehicle that you like. I can almost guarantee if you
were to wait you’d be settling for a vehicle you really dont like as much, for
even a much higher price
I Don’t Want To Settle Without Getting The Features I Want
- I understand completely. However obviously money is important to you am
I right? Would you rather have 2k in your bank account or that option on
your car? The money correct? So going with this car handles that and it
saves you a ton of money
I Think The Price Is Too High (Hot Potato)
I understand, when you say the price is too high do you mind being more
specific why you believe the price is too high?
I Just Think The Price Is Too High (No Motive)
I understand I apologize this is completely my fault I didn’t explain our
pricing policy upfront. See we’ve learned 90% of our customers want to get
the best price upfront and the other 10% still want to negotiate and haggle.
But look it’s 2020, it’s the age of transparency. So we want to take care of
our customers the way they’ve asked us to. If we marked the car up 3k and
brought it back down 3k, even if you feel like you won, would that be
trustworthy? Absolutely not, you see I’m looking for a further relationship
than just today. I don’t want to just sell you this car. I want to sell you every
car you buy for the rest of your life. Have I offended you in any way by
giving you my best price upfront?
I Was Only Interested In The Car You Just Sold
I understand and the fact is when we put these cars on the front line they sell
very fast. The car you’re calling about actually had some scratches on the
rear door panel. If it was still available, I would have told you it’s probably
not your sharpest pick. But let me ask you this, if i could show you a newer
vehicle, with lower miles, that is actually in a better price range, would that
upset you at all? Great so you’re pretty much open you just want to find
something similar and get a great deal am I right ? I got 100s just like that
one, I’ll walk through them with you and in the end it’s completely your
decision. Is that fair?
I Don’t Want To Drive That Far (Phone)
I understand when I hear you say you don’t want to drive that far, what I’m
hearing is that your time is very valuable to you. Am I right or wrong ? If
your time is valuable, you need to deal with a professional that respects your
time and understands how valuable time works. Look I sell the 90% of my
customers 1 to 5 hours away, do you know what that means? It means I have
to be extremely good at respecting people’s time as well as fast at my job.
Look you could go to your local store 5 minutes away but we all know you
can’t find the perfect vehicle in your own neighborhood. And I guarantee
you this, if I had this car cleaned up, gassed up, and ready to rock and roll
when you got here it’d be a better car buying experience, a faster car buying
experience, plus the car you want to buy instead of settling for a vehicle
closer to you that ends up costing you more time in the long run wouldn’t
you agree?
I Never Buy On My First Stop
I understand would you agree times have changed recently? Yeah do you
remember when you could go to a good ole American ball game with your
family and now you have to wear a mask and stay 6ft apart just to get your
groceries for the week? The fact is things have changed since then, and in
the past you not buying at your first stop in the past that was completely
normal. Just like how the world has changed, we’ve changed. We’ve found a
better way to do it. Look you’re here im here the cars here, so it’s not a
matter of if you’re going to buy, but when, and when is when the deal is right
am I right? Exactly so let me show you a quick 5 minutes proposal and in
the end it’s completely your decision is that fair?
We Don’t Need To Test Drive This Vehicle
I understand, a test drive doesn’t need to be long but it’s always necessary.
Even if it’s just going down the service road, turning around, and coming
straight back. Every vehicle drives differently. We take a lot of pride in
servicing our vehicles, and that will be seen and felt when you drive it
I Need To Sleep On It
I understand I have been doing this a long time, when somebody tells me
they need to sleep on it, what I’ve learned. It’s either one of 2 things; either
number one you’re no longer interested in the vehicle, but I know you said
you’re very happy with this vehicle so I don’t believe that’s the case. So it
leads me to believe it must be number 2, something is wrong within the
numbers of the deal. What is it that’s concerning you the most the price, the
payment, or the trade?
I’m Just Going To Wait To Sell My Car Outright To Get More
Money For It
I understand I have 2 questions for you, number 1 have you sold a vehicle
outright on your own lately? And number 2 what’s more important to you, a
little bit more money for your trade or your safety? See what I mean is
would you be comfortable with a stranger driving you and your vehicle
around? 90% of people want to drive a vehicle before they buy it. It’s just a
little bit scary right, you can’t put a price on safety but if you could, it would
have to be at least X am I right?
What’s Your Best Price? (Phone)
I’m so glad you asked that, our store does what is called market based
pricing. Research shows 90% of our customers don’t want to haggle over
price and would like to get the best price upfront. That’s why we actually use
very expensive, but accurate tools that find vehicles like ours in the
marketplace right now and then those tools actually price our vehicles for us
to ensure we’re always priced below market. According to the stats on this
vehicle were priced 85% to market, meaning were actually priced 15%
below fair market value. Not only are we great at price, we are also high in
all the critical areas important to you and your family like price, payments
and trade-ins? By the way will you be trading in a vehicle with us today?
What’s My Interest Rate?
Your rate will directly reflect your current credit situation, with great credit
you will get the best available rate. Our licensed finance professionals will
go over all that with you in the finance office. However what I can tell you is
I have never had anybody upset with that part of the deal so you don’t need
to have any worries.
I Don’t Want To Pay That Interest Rate
I understand you don’t want to pay that rate, but do you know the only way
we’re gonna fix that rate? Is you signing on the dotted line right now and
starting your credit re-establishment program today so that in a year from
now you dont ever have to pay a rate like that again in your life.
I Don’t Like The Carfax
I understand, do you know what I love about Carfax? They tell you every
nitty gritty detail about the vehicle. My girlfriend actually backed into a curb
and got some tire rash on her tire, Carfax labeled it as disbaled. Carfax won’t
disclose what it is but our mechanics do such an amazing job that it’s not a
problem for us. We care about the vehicle and making it like new for you
and your family. In fact 90% of cars on the road that have a “clean” Carfax
have actually just been fixed by a shop that does not report to Carfax. It
doesn’t make it a bad vehicle, it’s just now with all the technology out there,
you get every single bit of information on the vehicle.
I Need Your Best Deal So I Can Go To The Next Dealership And
Compare Pricing Then I Will Come Back If It Really Is The Best Deal
I understand, I used to believe that the cheapest price was the best deal.
Unfortunately, I had to learn the hard way. You see, a few years ago I passed
up on a vehicle I should have bought but I didn’t because I found one
cheaper. But look, if you spent 10k on a car today and drove it for 6 months
then the transmission blew out and cost you another 3k, how much did that
car really cost you? “13k”. Right but what was the purchase price? “10k”. So
you can agree if money is your biggest concern that the ownership price is
much more important than the purchase price, right? We can’t be the highest
in all the critical areas important to you and your family and be the lowest in
price. Great business just doesn’t work that way. But we can be a little higher
in price as long as we’re the lowest in cost, correct?
Your Competitor Is Offering A Bigger Discount
I understand, would you agree the price you pay today and the price you pay
tomorrow are both equally important? Yes! You would probably spend a
little bit more today as long as it’s worth a little bit more tomorrow, right?
You see what I mean is you don’t want to buy a rapidly depreciating vehicle
do you? Of course not, if they are already taking 5k off the price now, what
do you think is going to happen in a year from now? When they are taking
10k off the price and you go to trade it in 3 to 4 years down the line and it’s
not worth anything. So you would agree it’s always better to spend a little bit
more today, as long as you have to spend a lot less when you go to trade it
in, right?
What’s My Payment Going To Be?
Our licensed finance department uses a very strict budgeting program to
ensure you don’t ever have to worry about your payment being too high. In
fact, 95% of my customers who have had that same concern in the past,
actually left with a much lower payment than they were expecting. So I am
glad that you asked that question. We are always great in that area, but you
don’t need to have that concern with us here.
Can You Tell Me What My Car Is Worth Over The Phone?
Are you familiar with what an independent buyer is? They are
professionals who work with dealers just like ours, who often offer
more money for trade-ins. We have one scheduled to be here today,
what time can you get here so we can get you the absolute most
money you will ever get for it ?
Can You Tell Me What Financing Options Will Be?
We have a number of different financing options available as well as
over 40 different lenders. In fact over 90% of our customers that
purchase with us, finance with us. So we must be doing something
right!
Saw The Vehicle Advertised But I Can’t Make It In Today (Phone)
I understand however we have been getting a ton of calls on this
vehicle today, and i’m really not sure it’s going to last on our lot. You
owe it to yourself to at least come and have a look at it before it’s gone
Is That The Best Price?
Mr. Customer we don’t buy these cars to keep them, we buy them to
sell them, and buy them to sell them fast. Since we would love for you
to drive out of here in this new vehicle we don’t put our 2nd best price
upfront, we put our very 1st best price upfront. But at the end of the
day, I don’t own the store and I will definitely go to bat for you and
make sure you get an amazing deal. Follow me inside and let me show
you how easy it is to buy a vehicle from us.
I Need A Better Deal To Do Business
I understand getting the best deal possible is extremely important to
you. Let’s put all the numbers on paper, and let me show you how
easy it is to do business with us. Follow me inside you will be
extremely happy with all the final numbers
I Only Have 15 Minutes
- I completely understand. I hear that all the time, as busy as life is for
most people, we have to be extremely good at respecting people’s
time, as well as fast at our job. Now real quickly, are you going to be
trading in the vehicle you drove up in?
This Is My First Stop
- Whether it’s your first stop or your last stop, I’m just grateful for the
opportunity to help you purchase a vehicle. Here at our dealership we
are high in all the critical areas important to you and your family like
price, payment and trade ins. Now tell me what brought you into the
market for a vehicle is this for you or for somebody else?
I Really Don’t See Anything I Like
I understand here at our dealership we have hundreds of vehicles to
choose from. Some of our best vehicles aren’t even on the front lot
yet. I’ve got an idea, follow me inside!
I’m Not Buying For Three Months
I understand and I am extremely happy we found the perfect vehicle
for you, so what you’re saying is that timing is a little off but if you
didn’t have to make a payment for 3 months you would be happy to
take it home right? Fantastic let me handle that for you follow me
inside.
Not Really Sure I Want To Purchase This Brand Of Vehicle
I understand what made you purchase your last vehicle brand? And
what made you interested in coming into our store and checking out
our vehicle today? So essentially everything that made you buy your
last car is essentially why you’re interested in purchasing our vehicle
am I right? Does this have everything you need in a vehicle? Could
you ask for anything more? I wouldn’t expect you to take anything
less, let’s do business!
We Don’t Feel Like We Can Afford This Vehicle
I completely understand how staying within your budget is extremely
important. So what you’re saying is if I can find a way to make this
vehicle affordable, this is the car you would like to own, am I right ?
Before Give Me Numbers I Need To Go Get Some Food I’m Starving
I understand I’m starving too, I can understand how you think this last
part of the deal can take a while. Fortunately you have me and i’m
extremely fast at getting this last part done, we are already 99% done
with the deal so let me show you how fast I can get this last part done
for you.
What’s The Price?
Mr Customer I understand that price is important to you, price is
important to me too when I buy something. The good news is the
general manager actually discounted the entire lot 25k this morning
which means nothing but savings for you. So instead of giving you the
old price, let’s take it for a spin, make sure you love the vehicle when
we get back. I’ll show you a 5 minute proposal with the discounted
price. I guarantee you are gonna love.
Im Waiting For Tax Time
I understand when I hear you say you’re waiting. What I’m hearing is
that you just need a little bit of time before starting payments on this
vehicle, so why don’t we do this? Let’s write up the deal since we
already found the vehicle you love, I’ll get together with my manager
to make sure you don’t have a first payment for a few months to give
you the time you need.
My Other Half Just Isn’t With me
I completely respect that both of you need to make a big decision
together. Would it offend you if i showed you a quick 5 minute
proposal of the best price on my vehicle, what your trade in was
worth, as well as a ballpark of how long your payments will be? So
you can talk it over with your other half. At least that way you can
make an educated decision together!
Can You Give Me The Best Price On All 3 Vehicles?
Absolutely but let me ask you this, hypothetically if they were all the
same price which one could you see yourself owning? Because that’s
the car that price matters most on
I’m Just Looking
Hey you’re actually my favorite customer, my easiest job is actually
when somebody doesn’t have to buy today. If you decide to, that’s fine
but either way, i’m just here to help and there’s no pressure on either
one of us to buy or sell anything. Sound fair?
I Don’t Want A Car Payment Mine Is Paid Off
I understand, would you agree your car would be worth more today
and less tomorrow? Yeah, you see the longer you wait, the less equity
you have in your vehicle. Therefore the less down payment you have
toward a new vehicle, plus the more time something to go wrong with
your current vehicle. And you’re probably waiting to get the best deal
am I right? And if having a low payment is important to you, then
pulling the trigger right now is exactly what will secure you that lower
payment!
I Don’t Want To Pay A Doc Fee
I understand you don’t want to pay a doc fee. Let me ask you this, do you
have the paperwork from your last vehicle? The fact is I know ABC Motors
extremely well, and I’m 100% certain you couldn’t have driven off their lot
without paying a doc-fee. A doc fee is on every single vehicle you’ve
purchased in the past, and they are on every single vehicle in the world. The
reality is, I don’t want to pay a doc-fee either, but ours is only a 500$ doc
fee, most stores in our area have over a 1,000$ doc fee, so it’d actually cost
you at least 500 more dollars to do business anywhere else than with me
right here right now.
I Want To Make Sure You Are Not Taking Advantage Of My
Girlfriend
I understand and you’re such an amazing boyfriend. However, this may
have been my fault, you see I wasn’t aware she had somebody participating
in the financial responsibilities of the vehicle. Are you going to be taking
care of the monthly payment, down payment or both?
I Don’t Have Any Money Down
- I understand 99% of my clients just like you, choose to put the down
payment on a credit card, you can choose how and when to pay it off, you
don’t have to put anything down today you can just swipe and go. The
banks like to see just a little bit of customer participation, it helps with
better rates and approvals. So which credit card did you want to put it on?
I Want Payoff For My Trade In
I understand, however what you owe and what the vehicle is worth are 2
different things. If you owed nothing on it, would you want nothing for it?
Of course not you would just want what its it worth am I right? Exactly so
what you owe and what your vehicle is worth are 2 different things.
I Don’t Want To Finance For That Long Of A Term And I Don’t
Want My Payment To Go Up
I understand you don’t want to finance for a longer term. The good news is,
there is no prepayment penalty on this loan, and the interest rate is the same
on any given term. So the bank is actually giving you the luxury of keeping
a smaller payment, and you can always pay it off early if you want to.
I Think My Trade Is Worth More Than You’re Offering
I completely understand that getting top dollar for your trade is extremely
important to you. Our store is known to give premiums for trade ins, so let
me show you how we arrived at top dollar for your vehicle.
I Can’t Afford My Payment To Go Up
I understand so what you’re saying is staying within your budget is
extremely important to you am I right? However if you look at how your
budget would be affected by a major repair on your current vehicle, and the
new car with the coverage it has, your payment will stay the same and
never change. Instead of a variable payment, you will have a fixed
payment.
I Need To Think This Through
I understand and I am with you, on a scale of 1-10, 10 being lets go right
now and 1 being you wouldn’t take it if it was free. Where do you currently
stand?.. What would take you to a 10?
I Don’t Have A Cosigner
I understand, I used a cosigner on my first car, and a signature can literally
cut your payment in half. The person who signs with you can be anybody, a
mom, dad, grandma, brother, sister.. Anyone! Who do you know we can
call and get 2 seconds of information from and start saving you some big
money? And yes building credit is the same with a co-signer as it is without
a cosigner, but the smart person saves big time with a co-signer.
I Appreciate You Showing Me The Figures But Before I Sign, I Need
To Go Get Some Food
I understand, I have been doing this for a long time. When somebody tells
me they need to go get some food after viewing the numbers, what we’ve
learned is there is actually something wrong with the deal. What is it that’s
concerning you the most the price, the payment, or the trade in?
You Are $1000 Higher Than Your Competitor
I understand our price may seem a little higher, reason being we are higher
is also the reason why we are higher in all the critical areas important to
you and your family. See we can’t be the highest in all these areas and be
the lowest in price, great business just doesn’t work that way. However we
can afford to be a little bit higher in price as long as we’re the lowest in cost
since that’s the real money spent, wouldn’t you agree?
I Want To See The Invoice
I understand and when I hear you say you want to see the invoice and what
99% of my customers mean when they say they want to see the invoice, is
that money is a big concern to them, am I right or wrong? If money is the
real concern, if the invoice was wrong, but the money was 110% right, isn’t
that really all that matters? Let’s go back to the money for a second lets
review these numbers
I Don’t Want To Pay That Price
I understand price is important to you, I know you see the value in this
vehicle and how it meets your family’s needs. When you let your driveway
this morning were you looking for price or value? I bet value for the price,
which is exactly what you’re getting here
We Want The Exact Vehicle (On A New Car)
I just spoke with my general manager and we can get you 99% of exactly
what you’re looking for. What my GM is offering you is a $1500 “Be
Flexible Coupon”, meaning not only will I get you top dollar for your trade
in but also add an additional $1500 to its value for being flexible with us on
the vehicle you are purchasing. Im printing that coupon off right now, what
time can you make it in this afternoon?
We Are Just Going To The Dealership Closest To Us
The fact you reached out to me knowing the price of the dealer closer to
you tells me you’re not 100% convinced that the dealer closer to you is the
place you truly want to do business with. How about I not only match the
price for you, but also print you a $250 “Travel Coupon” to be added to the
top dollar for your trade in. So not only is it worth the drive, but you also
allow me to show you customer service like you’ve never seen before in
your life. As well the honor of serving you at the highest level and
providing you the world class you deserve. Would you please allow me that
privilege?
