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We are Looking for the BEST Rebuttals for the MOST COMMON Objections for Sales Consultants

Most commonly heard objections:

Price too high
Want to look at other vehicles
Just started shopping
Researching online
Saving money for future purpose
Just looking
Availability, you don't have what I want
Credit challenged
Need to Think about it
I can get a better price elsewhere
Not enough for my trade
Kelly blue book is higher
Significant other not present
Don't need to drive the car (demo)
Don't have time
On lunch break
I hate car salesman

Tags: expectations, objections, rebuttals, sales, showroom sales

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Just looking - Great! To make the most effective use of your time while you are here looking let me point out where everything is located. Over there is where we keep our new Honda civics and accords. If you look just over there is where we keep our new pilots crv's and crosstours. Just over there is our selection of Insights and CrX's. Our pre-owned and Honda certified pre-owned vehicles are here along the front and just down the side there along the fence. We also have about 30 or so new and pre owned vehicles that are in various stages of reconditioning detailing etc that were just purchased or traded in. What exactly were you looking for? Perhaps we might have something around back that is not yet up here and I would'nt want you to leave without having an opportunity to see it.

Too often the one objection that they have (and I believe it is, hands down, the most common) is the one that is never mentioned.  It is that the sales associate, BDC associate or manager did not LISTEN.  As a dealer manager, this is a rampant issue.  Even the best managers don't LISTEN well, at times.  Get your employees to #@&^$* LISTEN!  A lot of "objections" are just excuses to exit the dealer...  The main objection was that we did not LISTEN.  Is anyone hearing this?

Jason Manning

Thanks Gentleman!


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