Handling Objections
Preparation is key to handling objections before they occur. How you handle the simplest to most complex objections will make or break the sale! What You'll Get: When you enroll to day, you'll receive instant access to: Cardone University Handling Objections Program 16 Core Modules 318 Video Courses Plus, upon successful completion of the program you will also receive: A badge that can be hosted on your website, email signature and LinkedIn profile A digital, printable certificate of completion for framing Status and recognition for completing a Cardone University program What you will get: Real-time solutions Every objection handled Instant correction Modules Included: Demonstration Demo Objection I - Didn't Ask You to Drive It Demo Objection II - Changes You Aren't Familiar With Demo Objection III - Take Me 5 Minutes Bear With Me Demo Objection V - Buy Your Lunch and Make Your First Payment Demo Objection IV - Promise Not To Waste Your Time Greeting Best Price/Time I (Information Overload) Best Price/Time II - Exactly What You Need Best Price V- Intelligent Comparison Best Price VI- Best Position in the Market Best Price/Not Getting Out of My Car - Can I Also Get You Figures on Your Car Best Price/Not Getting Out of My Car - Would You Consider SavingBest Price/Not Getting Out of My Car - Hustle it Up For You Best Price/Not Getting Out of My Car - That's Why We Offer Window Service Invoice I - Pure Cost Invoice II - Make Final Decision on Money Only Invoice IV - Money Will Not Be the Problem Credit Union I - We Use them To Credit Union II - Love Working with Credit Unions Credit Union III - Number of Lenders Cheaper than Your CU Looking for Someone Else I - What are they Driving Now Looking for Someone Else III - What Would You Like to See Her Do? Payments I - Same Payment or Lower Payments II - I Will Work it Out Payments III - Why That Vehicle Best Price/Time III - Appreciate You Shopping Us for Price Best Price/Time IV - Save You Time Best Price VII - Final Decision on Price Only Invoice III - Work with Your from Invoice Invoice V - Only Thing More Important than Price Looking for Someone Else II - Bring Her Back at Later Date Looking for Someone Else IV - Bring Information Back to Them Just Looking I - My Job Just Looking II - Right Product at Figures You Can Agree With Just Looking III - Great, Bigger or Smaller Just Looking IV - Excellent Selection to Look At Just Looking V - Don't Waste Any Time Just Looking VI - Put Information Together for You Just Looking VII - That's Why We Display Our Products Just Looking VIII - Take as Much Time as You Need Just Looking IX - My Best Customers Do the Same Thing Just Looking X - When You are More Serious, In the Future Write Up CREDIT UNION I (ENOUGH INFORMATION TO ASSIST) CREDIT UNION II (DELIVER ONLINE) CREDIT UNION III (CREDIT UNION REPRESENTATIVE) TRADE NOT HERE I (DON’T NEED YOUR CAR) TRADE NOT HERE II (FIGURES YOUR LIKE) TRADE NOT HERE III (SO WHAT) TRADE NOT HERE IV (UNTIL YOU AND I) BOTTOM LINE I (LET’S GO) BOTTOM LINE II (EXACTLY) BOTTOM LINE III (NOTHING TO GO THROUGH) BAD CREDIT I (LET ME WORRY ABOUT THAT) BAD CREDIT II (I’M THE PROFESSIONAL) BAD CREDIT III (THAT’S NOT A BIG DEAL) NOT BUYING TODAY I (MY FAULT NOT YOURS) NOT BUYING TODAY II (CHANGE YOUR MIND) NOT BUYING TODAY III (IF YOU WERE GOING TO BUY) NOT BUYING TODAY IV (ANYWAY) NOT BUYING TODAY V (STILL NEED IDEA OF COST) NOT BUYING TODAY VI (RIGHT CIRCUMSTANCES) OWE TOO MUCH I (LET ME WORRY ABOUT THAT) OWE TOO MUCH II (WILL NOT KEEP US FROM DOING BUSINESS) SLOW DOWN I (INTELLIGENT DECISION) SLOW DOWN II (FORGIVE ME) SLOW DOWN III (DIDN'T ASK YOU TO MAKE A DECISION) THIRD PARTY I (WANT THE SAME THING) THIRD PARTY II (INTELLIGENT CONVERSATION) NOT BUYING TODAY VII (KNOW YOUR OPTIONS) TIME- I UNDERSTAND YOU'RE IN A HURRY) NOT BUYING TODAY VIII - SPENDING VALUABLE TIME SLOW DOWN IV - (GET HER DONE) General Availability I - You Must be Driving that Now Availability II - Largest Selection in State Trade I - Qualify as Way to Answer Price in Greeting ? - Also Figures on Yours Trade II - Also Best Price on New Trade III - Show You Both Ways Don't Know What I Want - Bigger or Smaller Don't Know What I Want - What Caught Your Attention Give Me Your Card - Can I Get Your Information on Your Car Give Me Your Card - Can I Get You Figures While You Look How Much Down I - Show you Lease and Purchase How Much Down III - Quote and Leave it Up to Me Shopping for Girlfriend - What Would You Like to See Her Do? Don't Know What I Want - If you Did Know Don't Know What I Want - What are You Sure You Don't Want Don't Know What I Want - What Brought You Out Give Me Your Card - Mind if I Tag Along To Answer Questions How Much Down I - Show You With No Money Down Money PAYMENT CLOSE PAYMENTS TO FIGURES CLOSE RATE CLOSE AGREEMENT CLOSE I AGREEMENT CLOSE II AGREEMENT CLOSE III WON'T BE THE LAST TIME CLOSE BE GRATEFUL CLOSE CONGRATULATIONS CLOSE DO IT ANYWAY CLOSE DISEASE CLOSE INVENTORY CLOSE 01 - (MOVE DOWN A MODEL) INVENTORY CLOSE 02 - (MOVE UP A MODEL) SELECTION ALTERNATIVE CLOSE PACKAGE ALTERNATIVE CLOSE PAYMENT BREAKDOWN CLOSE BUDGET CLOSE I BUDGET CLOSE II BUDGET CLOSE III BUDGET CLOSE IV BUDGET CLOSE V ASSUME ZERO BALANCE CLOSE DOWN TO THE PENNY CLOSE REDUCE TO RIDICULOUS CLOSE BETTER TO LIVE RICH CLOSE CAN'T TAKE IT WITH YOU CLOSE NO SHORTAGE OF MONEY CLOSE JUSTIFY CLOSE MONEY EQUAL CLOSE TREAT YOURSELF CLOSE WORK HARD TO EARN THIS CLOSE YOU DESERVE IT CLOSE DISCOUNT CLOSE NO EQUITY CLOSE SAME PRODUCT CLOSE (YOURS) SAME PRODUCT CLOSE (THEIRS) NOW AND LATER CLOSE I YOU KNEW THAT BEFORE CLOSE GRATITUDE CLOSE WHO TAUGHT YOU THAT CLOSE ABLE CLOSE COMMISSION CLOSE LEAVE IT UP TO THE BANK CLOSE QUALITY CLOSE PRICE GUARANTEE CLOSE Stall Either Way Close Going to Wait Close Spouse Stall Close I Spouse Stall Close II Spouse Stall Close III Spouse Stall Close IV Unavailable Party Close Unavailable Party Close II Think About It Close I Think About It Close II Think About It Close III Think About It Close IV Think About It Close V Leave Me Some Paperwork Close Rash Decision Close RASH DECISION CLOSE II RASH DECISION CLOSE III Product Delivery Close Check Close Scale From One-To-Ten Close Equipment Close Title/Registration Close Paperwork Close Insurance Close No Other Reason Close Momentum Close Re-present Close (Re-demo Close) Everything The Same Close Summary Close Comparison Investment Close Time Important Person Close Flush The Objection Close Want To Be First or Last Close Sooner or Later Close Get It Done And Over Close Never The Best Time Close Future Date Close Now or Never Close Get More Done Close Affordable AFFORDABILITY CLOSE - CAN'T AFFORD TO CONTINUE WITH WHAT YOU HAVE AFFORDABILITY CLOSE - COST OF NOT DOING THIS IS FAR GREATER AFFORDABILITY CLOSE - WHAT ARE YOU SPENDING YOUR MONEY ON? AFFORDABILITY CLOSE - EVERYONE THINKS THE SAME THING AFFORDABILITY CLOSE - EXTRA CONVENIENCES/ PAYMENT BREAKDOWN AFFORDABILITY CLOSE - NEVER MORE AFFORDABLE THAN RIGHT NOW AFFORDABILITY CLOSE - IF MONEY WAS LEFT OVER AFFORDABILITY CLOSE - BETTER THAN YOUR PRESENT SITUATION AFFORDABILITY CLOSE - WON'T GET ANY EASIER AFFORDABILITY CLOSE - WHAT EXACTLY ARE YOU NOT SURE OF? AFFORDABILITY CLOSE - I WILL BE THE FIRST TO SAY AFFORDABILITY CLOSE - ASSURE YOU AFFORDABILITY CLOSE - LIMITED PRODUCTION MAKES IT MORE AFFORDABLE AFFORDABILITY CLOSE - BETTER TO ENJOY NOW AFFORDABILITY CLOSE - LEAVE IT UP TO ME AFFORDABILITY CLOSE - SURPRISED TO HEAR THAT AFFORDABILITY CLOSE - BUYING LESS THAN THIS WOULD BE A MISTAKE AFFORDABILITY CLOSE - THIS PRODUCTS SAYS YOU ARE A SUCCESS AFFORDABILITY CLOSE - WE WILL WORK IT OUT TO WHERE IT IS AFFORDABLE AFFORDABILITY CLOSE - PLEASURE OF OWNING FAR OUTWEIGHS THE COST AFFORDABILITY CLOSE - SWITCH FOR A 'NO' THEN CLOSE AFFORDABILITY CLOSE - PRESENT SPENDING GETTING IN YOUR WAY AFFORDABILITY CLOSE - CHEAPER TO OWN AFFORDABILITY CLOSE - EXACTLY WHY YOU SHOULD DO IT NOW AFFORDABILITY CLOSE - VERY FEW PEOPLE THINK THEY CAN AFFORDABILITY CLOSE - IF YOU CAN'T NO ONE CAN AFFORDABILITY CLOSE - THAT'S MY RESPONSIBILITY AFFORDABILITY CLOSE - WHAT YOU'RE DOING NOW ISN'T AFFORDABLE AFFORDABILITY CLOSE - MAKE MY LIVING MAKING IT AFFORDABLE AFFORDABILITY CLOSE - FULL BUDGET SUMMARY AFFORDABILITY CLOSE - RATHER HAVE SOMEONE ELSE ENJOY YOUR MONEY AFFORDABILITY CLOSE - SOME KIND OF FEAR OF BUYING AFFORDABILITY CLOSE - LAST TIME YOU DID SOMETHING NICE Difference DIFFERENCE CLOSE - AVOID SAME THING BY USING CASH DIFFERENCE CLOSE - 4 WAYS TO REDUCE THE DIFFERENCE DIFFERENCE CLOSE - DO YOU HAVE TO SELL YOURS? DIFFERENCE CLOSE - SELL IT YOURSELF DIFFERENCE CLOSE - DIFFERENCE IS BASED ON TRADING CYCLE DIFFERENCE CLOSE - MOVE TO ANOTHER PRODUCT DIFFERENCE CLOSE - COMPARED TO WHAT? DIFFERENCE CLOSE - ONLY IF PAID IN FULL DIFFERENCE CLOSE - PRICE, TRADE OR PAYMENTS DIFFERENCE CLOSE - MORE THAN FAIR DIFFERENCE CLOSE - ONE WAY TO REDUCE THE DIFFERENCE DIFFERENCE CLOSE - BASED ON WHAT YOU ARE GETTING DIFFERENCE CLOSE - DIFFERENCE BETWEEN NET AND GROSS DIFFERENCE CLOSE - RIGHT INVESTMENT DIFFERENCE CLOSE - FAR OUT WEIGHT THE DIFFERENCE DIFFERENCE CLOSE - WORKED WITH MY BOSS TO GET IT HERE DIFFERENCE CLOSE - TAILOR A PAYMENT PLAN DIFFERENCE CLOSE - PROPERLY REFLECTS YOUR CHOICE DIFFERENCE CLOSE - MORE THE REASON TO DO IT TODAY DIFFERENCE CLOSE - WORK WITH ME DIFFERENCE CLOSE - ADDITIONAL VALUE INCENTIVE Payment PAYMENT CLOSE - COMPARED TO WHAT? PAYMENT CLOSE - YOU CAN'T AFFORD NOT TO PAYMENT CLOSE - NOT CONSIDERING FULL COST OF NOT BUYING PAYMENT CLOSE - REMOVE THE ADDITIONS OFFER PAYMENT CLOSE - WRITE ME A CHECK AND AVOID ANY PAYMENTS PAYMENT CLOSE - NEXT PAYMENT AS CASH PAYMENT CLOSE - REDUCE THE BALANCE PAYMENT CLOSE - HOW DO YOU MAKE SENSE OF WHAT YOU HAVE NOW PAYMENT CLOSE - BETTER TO LIVE RICH THAN DIE RICH PAYMENT CLOSE - THAT'S WHY YOU WORK SO HARD PAYMENT CLOSE - COMPARED TO THE ENJOYMENT PAYMENT CLOSE - I AM SURPRISED YOU SAY THAT PAYMENT CLOSE - CAN'T AFFORD TO CONSIDER ANY OTHER PAYMENT CLOSE - BUDGET SUMMARY CLOSE PAYMENT CLOSE - TAX CLOSE PAYMENT CLOSE - WHAT REASONS CAN YOU FIND? PAYMENT CLOSE - SMILE, DISCOUNT AND CLOSE PAYMENT CLOSE - WAITING IS COSTING YOU Basic Three Yes's And Then Close If I Could, Would You Close Puppy Dog Close Feel-Felt-Found Close Handshake Close Inventory Close - (Move Up) Spouse Stall Close I Spouse Stall Close II Eleventh Inning Close Referral Close Eleventh Inning Close Scarcity Close Agreement Close I Agreement Close II Better to Live Rich Close Budget Close I Budget Close II Can't Take It With You Close Commission Close Congratulations Close Do It Anyway Close Down To The Penny Close Gratitude Close Inventory Close - (Move Down) Inventory Close - (Package) Leave It Up To The Bank Close Advanced Second Party Assist Close Second Baseman Close I Second Baseman Close II Do It For Me Close Payoff Close Delay Payment Close No Cosigner Close Able Close Agreement Close III Assume Zero Balance Close Be Grateful Close Budget Close III Budget Close IV Budget Close V Discount Close Disease Close Justify Close Now and Later Close Payment Breakdown Close Quality Close Selection Alternative Close Who Taught You That Close Won't Be The Last Time Close You Knew That Before Close Either Way Close Going to Wait Close Leave Me Some Paperwork Close Rash Decision Close III Spouse Stall Close III Spouse Stall Close IV Think About It Close III Think About It Close IV Think About It Close V Unavailable Party Close II Insurance Close Momentum Close No Other Reason Close Scale From One-To-Ten Close Future Date Close Get It Done And Over Close Important Person Close Now or Never Close Sooner or Later Close Want To Be First or Last Close Referral Close *12 Month Unlimited On-Demand Access
