overcoming objections

Overcoming Objections on the Phone: Is That Your Best Price? (UPDATED)






  Overcoming Objections on the Phone: Is That Your Best Price (PART 2) TRANSCRIPT: Overcoming Objections on the Phone: “Is that your best price?” (Part 2). See, we answered this question previously, but we did it in an ‘old school’ way that may not fit with your current business. In that video, we answered “Is this(…)






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Simple Strategy #7: The First Call Should Be the Call






  Simple Strategy #7: The First Call Should Be the Call TRANSCRIPT: Simple strategy #7 for closing more internet deals today? It’s simple. The first call should be THE call. Here’s the problem: our teams expect to make more than one call to schedule an appointment that shows. It’s because, as we learned in Simple Strategy(…)






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How To Set & Sell Owner Marketing Appointments – PART 6






  How To Set and Sell Owner Marketing Appointments – PART 6 TRANSCRIPT: Okay, so we know how to make the call, we know what to say on the call, we understand how to overcome a lot of the objections, especially when they are buying signals. “But, Steve, what if I come up against an(…)






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How To Set & Sell Owner Marketing Appointments – PART 5






  How To Set and Sell Owner Marketing Appointments – PART 5 TRANSCRIPT: Another buying signal you need to watch out for is, “What about my payments?” See, he wants to buy. He’s picturing himself in your new vehicle right now, but he’s worried about his payments. There is only one answer to that, “Mr.(…)






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How To Set & Sell Owner Marketing Appointments – PART 4






  How To Set and Sell Owner Marketing Appointments – PART 4 TRANSCRIPT: Now, be prepared. They may have been thinking about selling their vehicle and they may choose one of those times and you’ve got to be ready for that. You’ve got to be ready for that but, more often than not, even if(…)






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Overcoming Objections on the Phone: I’m Interested in Leasing






  Overcoming Objections on the Phone: I’m Interested in Leasing TRANSCRIPT: Often times when we’re talking about new vehicles on the phone with customers, we’ll get questions that aren’t objections. In fact, they are actually buying signals, right? One of the questions we might get is, “Listen, I’m interested in leasing. Can you give me some(…)






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Overcoming Objections on the Phone: I Want That In Writing!






  Overcoming Objections on the Phone: I Want That In Writing TRANSCRIPT: There are a lot of dealerships out there that just won’t give their very best price in writing. They are willing to give a price on the phone but they’re not willing to put it in writing. And that okay. If you work for(…)






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Overcoming Objections on the Phone: I Want My Out-The-Door Number!






  Overcoming Objections on the Phone: I Want My Out-The-Door Number! TRANSCRIPT: Let’s talk about overcoming one of the most common objections you will get over the phone and that is: “I’m not coming in until you give me my out-the-door number”, right? People say they’re not coming in until they know their payments, interest rates,(…)






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Overcoming Objections on the Phone: I Can Be There on Saturday






  Overcoming Objections on the Phone: I Can Be There on Saturday TRANSCRIPT: There’s another question that we can get over the phone that feels like a buying signal and, in fact, it is, but if we answer the question the wrong way, it really becomes an objection, because our customer goes and buys somewhere else.(…)






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Overcoming Objections on the Phone: What Am I Supposed to Drive Home?






  Overcoming Objections on the Phone: What Am I Supposed to Drive Home TRANSCRIPT: When we make owner marketing calls, we often get objections or questions that are really buying signals and we need to be careful not to fall into the trap of answering these questions thinking that answering it will give the customer everything(…)






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