You will never sell a car to a client without first overcoming objections. If customers automatically bought every time you made a sales pitch automotive sales training wouldn’t be necessary. If you want to sell more automobiles you have to learn that objections come with the territory. If you will learn the three top objections that customers use, you can be prepared and overcome them every time. It may even be possible to conquer the objection before your client can use to stop your pitch.

Automotive Sales Training Objection 1: Objections That Occur Upon Meeting Most objections come up as soon as you say hello. Have you ever asked “What can I do for you folks today?” and been told nothing? This is the normal response. Most people say they are just looking or researching for when they are ready to buy. The first step to overcoming these objections is not asking open ended questions. Instead you should ask a question that leads into your sales pitch, or better yet just introduce yourself and start talking about the cars.

Auto Sales Training Step 2: Eliminate the Opportunity for Objections About the Car All customers know they can get out of buying a car by objecting to the vehicle you have available. It is common for customers to complain that the vehicle is too large or too little. However, you will often hear complaints about the size of the engine or the miles per gallon the car can get. After all, no car can provide all the amenities. You have to find out what the customer is looking for and make sure the car provides it. If the customer wants better gas mileage they can’t exactly complain once you are showing a car that has it.

Auto Sales Training Step 3: Objections at the Close of the Sale When it is time to sign on the dotted line all customers start objecting to the cost of the vehicle. After all, no one is going to spend thousands of dollars without trying to get a better deal. However, if you have covered all the features and amenities of the car, you can overcome the price every time. If a customer feels that the car offers benefits that can impact their life they will be more likely to buy. In the end it isn’t about price. It is about choosing a car that can make life easier.