Car Sales Training: Handling Objections and Answering Your Questions!

This is a big thing. One common sales objection that I get all the time is >> and I object. I object. >> Typically, when people are saying objections like, "I need to think about it. I need to talk to my wife. I need to do more research or I'll let you know." Those type of objections are blanket objections and they're hiding the true objection. It could be the price. It could be the car is not right. It could be they don't have the down payment. It could be fear of getting approved. There's all different things and it's up to you to kind of flush out the true objection. So, by asking them, oh, what information would you need to to research that I haven't answered for you today? They're going to tell you exactly. They might say, oh, I just want to see if there's a competitive price or I just want to see if there's other cars out there. They're not sure about the price. Then you can kind of go and handle the objection via price and kind of add value to your deal. So now, one common sales objection that I get all the time is, I want to do more research. I need to go home and think about it or I need to research. And here's how I would handle that. First, I acknowledge what they're saying. And then I dig a little deeper. I would say, "Okay, great. You need to do more research. I understand." Now, with all the information available online and on the internet these days, I'm assuming you researched the car before you came in, right? You probably looked it up online, went on the website, checked everything out. So, what further research would you need to do that I haven't answered today or you didn't find already online? And I probably can answer those questions for you right here in a matter of 5 minutes. You want answers. There's ton of information right at your fingertips here. So if they say they need more research, that's kind of them telling me that I haven't given them enough information and try to flush out what research they need to do and try to provide that for them on the spot. Another sales objection that I get a lot is I need to speak with my insurance. And this is a big thing. Sometimes people are hesitant to move forward with their transaction until they've gotten an insurance quote. And there's two ways you can handle this. If my customer says, "I need to research or I need to check my insurance first." I say, "Okay, great. Now, I have a broker that I partner with and we can get him on the phone and he can give you a quote in about 5 10 minutes after you answer a couple quick questions and then you'll know kind of a rough idea of what your insurance will be and you can see if it's affordable or not." And this gentleman offers my customers exclusive discounts, so you'll probably be able to have the most affordable quote with him. Typically, once we call them, he gives them a quote and they're ready to set up the insurance right then and there. and then I'm ready to move forward. You can also pull up any of these online insurance companies. So, comment below what the American ones are, but in Canada like Sonnet is really good. On is another one. But sometimes I'll just tell them, okay, we can get a rough estimate online in about 5 minutes and that should give you an idea of what your insurance will be and it can help you make a decision. And then I'll just go right on the Sonnet website with them, type in all the information for them and spit out a rough quote for them and say, "Hey, if you want this quote, I'll print it. All you have to do is go to this website and sign up." But at least it gives them an idea. Because if you let them go home and call your insurance, anything could happen in that time frame. You want to make sure they have all the variables to make a decision. Saying, "I need to review my insurance," is a hard objection that we get all the time. you can't handle the truth. >> And that's kind of how I overcome it. Or I can do something like, "Okay, great. Like, all we need to move forward with your transaction is a deposit and we can start getting everything ready." Now, it's going to take us a couple days to get the car ready. Here in Canada, we don't deliver the car on the same day. Typically, when a customer buys a car, it still takes one to two days for everything to be prepared, their licensing. Typically, they'll say something like, "It's going to take us 1 to two days for us to get the car ready. We can take a deposit right now and finalize this. If you go home and find out your insurance is an absurd number, we can pivot in a different direction and try to find a car that's more affordable on insurance. Or if you really think the insurance is way too high, your deposit's 100% refundable and it will I can refund it to you. So, that's another way I handle it. Typically, I I default to calling my boy Nathan from Gold Standard Insurance. He can give them a quick insurance quote on the spot. If you guys are in car sales and you don't have a broker that you are working with, you're doing yourself a disservice. You want to have someone who is efficient, who's going to provide your customers with the highest level of customer service, who's going to offer them quotes, and who is going to be quick and affordable for your customers, and that's the main thing. So, find someone that you guys like. Now, if you guys are in the Ontario region, I'll put Nathan's website in the description. if you guys are in sales, he can connect with you guys and you guys can discuss how he can help you sign up customers through his insurance brokerage and he's really good. I got my personal insurance for him now. So, shout out to Nathan for helping me out. But that's a great way to handle that objection by having a broker right on call that you can just call, get quick insurance quotes, and go from there. Miggies7 says, "I was offered a sales position at a CDJR dealership, and I'm wondering if this is a good time to get into car sales. I do have a background in sales, but it's first time selling cars. Any advice would be really greatly appreciated." So, I get asked this a lot. Is now a good time to get into car sales? Should I wait? Is car sales a dying industry? And here's my perspective on it. Like, no, it's definitely not dying. I've been hearing that car sales is a dying industry since the day I started doing this. And 10 years later, I'm still here. Cars is one of those commodities where it's just like a phone. Everybody needs one. A lot of people require one to live their daily life. So, it's never going to go away. So, if you wait on timing, you're just going to waste time. I would recommend when you can start is the best time. Here's another question I get a lot. What would you say is the best dealerships to work at? right now out of high school with no experience. So, if you're coming with no experience out of high school, I mean, the best dealership realistically is the one that will hire you. Just get your foot in the door. If if you had options between what manufacturers to choose, I mean, I know Toyota is booming right now. Like, I would try to work at a Toyota or a Honda store. That's kind of in my area. The car the car reputations sell themsel. That would be a good place to start if there's like a downtown Honda in your store. But basically any dealership that will hire you is a good place to start. William Welch 1513, thank you for your comments. Hey Christopher, I'm new at Toyota dealer. Great company and environment, but the volume is a bit low since we're in somewhat of a rural area. How do I bring in my own traffic? So this is another thing that I teach in my course. by trying to be becoming the local expert in your area is going to help you gain organic leads. And the lady that picked up the Kona that you saw in this video is really an example of that. Like I mentioned, like she just was going on Facebook groups asking who the best person in our area is to buy a car from and my name was recommended. So that's one way. The other way is through social media. So, posting cars online, doing educational content like I have on my YouTube channel, putting cars on Facebook Marketplace, you can generate your own leads from there and put your business cards out in different businesses, church groups, communities, different clubs. If there's like an Optimus club, you can put your name out there, maybe offer them a little discount. Having an online presence is really, really strong. But you also want to make people in your community in that circle around you, you want them to all know what you do. So typically if I go out somewhere, whether it's a function or a party or something, I try to make a habit of introducing myself to a few people and letting them know like I work at St. Catherine's Nissan, like I do car sales and I just kind of casually talk to them and just join a new soccer team this year and all of them already know that I work here and that I sell cars. like putting your name out like that and spreading the word of your occupation is going to help you gain organic leads. Pretty much the name of the game in this business is appointments. So, appointment sell cars. So, like my goal that I'm doing right now, I'm trying to call people and book appointments for next week. It's a very difficult to sell cars online. It makes the process a thousand times harder. The process is way easier when the customers are here seeing the car, touching the car, getting them to fall in love with the car, getting them to fall in love with you. So, try to book as many people in online. I hope you guys learned something today. We'll see you in the next one.