overcoming objections

Overcoming Objections on the Phone: What’s My Trade-In Worth?






  Overcoming Objections on the Phone: What’s My Trade-In Worth? TRANSCRIPT: This is the sort of question that we get that is really an objection, right? They want to get all the information from us so they can eliminate us. We’ve got them on the phone. We’ve talked about the vehicle that they want to buy,(…)






More

Overcoming Objections on the Phone: I Can’t Afford It






  Overcoming Objections on the Phone: I Can’t Afford It TRANSCRIPT: I have an objection for you that you usually hear on the lot but you will occasionally hear it on the phone, especially when you are talking about a new vehicle. So, let’s say we have the customer on the phone and we are looking(…)






More

Overcoming Objections on the Phone: Your Competitor has a Lower Price






  Overcoming Objections on the Phone: Your Competitor has a Lower Price TRANSCRIPT: So, how about the objection that your competitor offers a lower price? We’re on the phone with the customer, right? They call us and ask what our best price is or what the price is that we have listed on that vehicle online(…)






More

Overcoming Objections on the Phone: Can You Send Me Some Pictures?






  Overcoming Objections on the Phone: Can You Send Me Some Pictures? TRANSCRIPT: Now here’s an objection, or question, that we often get when we’ve just posted a vehicle to our inventory online. The question is: “Can you send me some pictures?” Right? We can get that via text; we can get that via email, or(…)






More

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






  Overcoming Objections on the Phone: Is That Your Best Price? TRANSCRIPT: Certainly, not every objection that we hear over the phone is going to come in the form of “No”, “I don’t want”, “I can’t”. Sometimes objections come disguised as questions. In fact, we should look at every question as a form of an objection,(…)






More

Overcoming Objections on the Phone: AIM – Acknowledge, Ignore, Move On






  Overcoming Objections on the Phone: AIM – Acknowledge, Ignore, Move On TRANSCRIPT: Hi, Steve Stauning here with another ‘Steve Stauning Short and Sweet Video Training Session’. Today’s lesson is on overcoming objections, but, specifically, this video series is dedicated to overcoming objections on the phone. Now, you can use the same kind of strategies in(…)






More

Appointment-Driven Communications – Part 17






Appointment-Driven Communications – Part 17 TRANSCRIPT: Before we wrap up this ‘Appointment-Driven Communications’ class, I want to make sure that you understand something. I said earlier that I hate phone training. The reason that I hate phone training is you leave phone training sites and then you never change a thing. I don’t want that to(…)






More

Appointment-Driven Communications – Part 15






Appointment-Driven Communications – Part 15 TRANSCRIPT: So many teams, in automotive, lack discipline. It doesn’t make you bad people. You just are so easy to get off the phone. Someone says they’ll be in Saturday morning and your team doesn’t want to screw up that deal, they think they’ve got a Saturday appointment, so they say,(…)






More

Appointment-Driven Communications – Part 14






Appointment-Driven Communications – Part 14 TRANSCRIPT: Okay, we’ve talked about the ‘why’ you need to use these talk tracks to drive an appointment culture. We’ve talked about why you need appointments. In general, why you want to live in an appointment culture. We also did the ‘whats’. The ‘what’ to say, right? What the talk tracks(…)






More

Appointment-Driven Communications – Part 13






Appointment-Driven Communications – Part 13 TRANSCRIPT: I hope you’ve noticed that throughout this training I talk about 5:15, 5:45, which one works better for you? Notice that I never say, “Would you like to come in at 5:00?”, or, “I’ve got a 5:30”. See, appointment times matter. People are more likely to show up at the(…)






More

Do NOT follow this link or you will be banned from the site!