3 Simple Steps to Overcoming Every Objection: Car Sales Training

hey guys it's Andy le today I'm going to show you three simple steps to overcome any objection if objections are something that make you insecure nervous or maybe you're afraid of after this video you're going to understand them a little better this is going to change your life ok guys so let's get into how to overcome with 3 simple ways any objection I want you to understand this okay objections are something that most salespeople fear I don't know why because people have to give an objection unless they're a lay down before they buy something so listen if you're a salesperson sales man sales woman you've been doing this for 25 years you've been doing this for 1 week I want you understand this this entire video you want to watch because if you fear or Phil maybe self doubt or unsure in yourself when objections start flying in this video is going to explain to you that objections really aren't that big they pin and they will completely allow you to lose your entire cell but if handled properly you will sell more cars than you ever imagined so number 1 let's start out and this is what I call the backbone this is very important for you to understand this is the backbone of overcoming any objection ok the customer feeling that they need to move forward please take a pin and pick a piece of paper write this down the customer buys when they have the feeling that they're at the right place okay the deal could be right you could be the right salesperson I've got the right car but if I don't have that right feeling I'm not gonna buy so I want you to understand this write this down the customer feeling that's a way that they feel people make decisions logically and with their gut this is them feeling that they need to move forward ok how did help they want to move forward because they feel like it how will they feel like it because the unsureness needs to be handled by the salesperson so a salesperson knows that their customer at some point during the sell is going to be unsure about something and when they start to feel that unsureness I want you as a salesperson to be able to handle that and to show them that it's ok and this is the right place and that you're here at the right time and it's not a matter of if you're going to buy but when in the his when the deals right right I'm here you're here the cars here you want to reassure them that they are in the right place it is a feeling when objections come up I want you to understand this man this customer might be feeling a little bit unsure please write this down now whose job is it to handle the unsureness it's the salesperson never forget this every no is one step closer to it yes sometimes I won't get a yes until after the ninth yes I said nine that's one number before ten the ninth attempt that's me asking for someone's business and by the way when they tell me no I don't change my state I don't change my demeanor I'm not going to get startled I don't get combative with it I don't ask them why did you not want to do this deal when it all makes sense remember what I said a minute ago people make decisions logically and with their gut so even though the deal makes sense and it's a great deal or maybe you think it's a great deal if the customer doesn't feel that way they're the ones spending their money so what do they do they hand you an objection but anytime you get an objection you can understand that this is your time to understand they may be feeling unsure about something it's time for you to step in and get it and by the way sometimes and in the life of buying something knows are just part of the deal we just say no or we just give objections when we really want to own it why because that's our human nature right it's a we call it a stall tactic but it's actually just a programmed response that when we feel like we're going to spend money we just naturally start throwing out objections because sometimes we really just want to test a salesperson to see like damn man like is this deal right like is this really the right deal for me and you based on the way that you handle it we'll determine that with them okay all right let's get into the three steps we're gonna go one two three and by the way this video if you will just slow down and watch it and take notes as you're going through this remember this 30% of what you don't write down is what you'll retain 90% of what you write down you'll retain you want to retain 90% of this video stop get your pin get your piece of paper write everything down I teach you guys I'm about to get right back to the video I'm going to tell you number one thank you for watching this video please like this video if you like what you're watching right now click the button give me a thumbs up on it comment below anything you need I got you also make sure you subscribe to the channel set your notifications bell so every single day when I put up brand new cutting-edge training videos you can get them all right so three simple steps to overcoming every objection we went through the backbone here this is going to be repeating the objection okay this is a simple way to understand this people when they get heard they want to listen write it down repeat the objection back to them when people get heard they want to listen can I ask you a question do you want to listen to anybody that won't listen to you no think about it I I have so many cells people I said hey man so when somebody says this objection to you what do you say they say man I just think no wear it dude just act like I didn't even hear it I'm like what why would you do that all because it works no it doesn't just so you're aware of this it's twenty twenty guys people want to feel more significant now than ever you know what people want to feel certain D okay and you know how they feel that they feel that by you listening to them and by the way great closers can listen to what somebody's saying so they actually know how to overcome it instead of letting people just talk and then racing back out to try to say whatever they can to try to get through it that's called winging it so rule number one right here they repeat the objection you repeat the objection back to them so let me give you an example so guy says hey I need to think about it I say hey man of course you need to think about it now having overcame it yet but I'm about to overcome it but I repeat it back to him I say well of course you need to think about it and then I would go into and I haven't given you enough information not to think about it and I would move into my deal but number one I repeat the objection back to them he knows he's been hurt a guy says hey man I think the price is too high I say I understand and when you say the price is too high would you mind being more specific why you believe the price is too high now allows him to explain to me what it is that he's saying so I can surface a real objection and overcome it but I always neutralize and agree so you know what happens when objections come in what do people want to do God says hey I need to think about it you know hey I'll get back with you you know whatever I'm hungry I don't care what it is always repeat the objection back to them and then after that point now they know that they've been heard they'll listen to you the second part is the second you repeat it back to them you want to agree and neutralize neutralize means this don't get combative with them okay don't get defensive look I put some side notes out here to the side and you notice one of them I put no combativeness and the second one is maintain your state you know what maintaining your state means maintaining your state's mean don't get fluttered don't get frustrated don't flinch you know what flinching means it means something where man you just kind of you know snap out of it for just a second and they see that and guess what happens you've worked really hard for the last hour making them fall in love with you right you're going through the process you're shown on the vehicle you show them the value you're shown that you're the person they need to buy buy from and you're you're the best person in the world that they should do business with and then for the first time they say something that you don't want to hear guess what you do flinch you change your state and when you change your state what happens you push them back to being unsure that they have found the right person and that's what happens also this feeling of moving forward goes away why does it go away it goes away because you made that happen so no matter what they say when an objection comes in repeat it back to them let them know that they've been heard and then secondly agree neutralize I understand when you say the price is too high guess what would you mind being a little more specific why you think the price is too high and guess what happens it's non-combative the other guy down the road says God says man I think the price is too high and he goes why do you think it's too high and now all of a sudden I'm challenging the guy and even say Andy that's not challenging him that's me just asking them why he thinks it's too high and I said I understand but the fact is it's 2020 people are more sensitive now than they've ever been guess what they're waiting for a salesperson like you to come up and challenge them and when they see you challenging them what will they do back off they get unsure and they lose the feeling this video will save your life if you will get this down but repetitions the mother of skill this isn't how and what to say to overcome in projection this is to truly understand for the first time in your life what objections are how they come in and how you need to act and stay when they're entering the sale process okay so let's move into number three here let's bounce into the last one and this could be one of my very favorite which will go into everything that we've talked about so far overcome with a smile and smiling eyes guys and I don't know how well you can see this camera right here but look at my eyes are my eyes smiling yes man look I'm not the best looking guy in the world you know what I could do smile look see my teeth see my eyes I'm Pleasant I'm happy when the objections come in when I'm selling I'm the same way Andy I'm not paying that I understand I don't change don't change your state in any way shape or form this is a time for you to create bulletproof confidence in who you are and to understand that objections are something that we're no longer going to fear okay overcome with the smile and smiling eyes real important stay positive okay don't for a second even show an ounce of even something that could show a just a smudge of negativity or combativeness and then don't get startled when I say this word startled that means caught off guard which I put right here people they'll say stuff to you to challenge you guess what whenever you don't change your state and you stay positive you don't get caught off guard guess what they'll do they'll adapt and now they're not unsure and they feel like it's the right place to buy the car and you've done such an outstanding job even when they didn't make it easy on you guess what the cells yours guys we don't want it to be easy lay downs are easy you know what lay downs come one out of every 20 the other 19 can be won over by every step in this video and lastly don't fear objections don't fear it how do you not fear an objection it's real easy you understand that an objection is something that people give to you before they buy they're going to give it to you now an objection is also something that somebody will give to you if they feel unsure or they don't feel the feeling that they're in the right place so even though logically it could be the right deal if they don't feel it in their gut they're not gonna pass go guys I hope you loved this video this video will literally change your life when you view objections and remember don't fear any of this as long as you follow these simple steps hey guys I just wanna tell you thank you for watching the full video I started when I was 18 training just like you no matter where you're at in life I want to say this being committed is all that it takes I put a free training content on YouTube every single day to make sure that I could take you to the next level of life I have over 500 free videos please make sure that you like the video shoot me a comment below and shoot me a text message I would love to get to know you okay if I haven't met you yet nine one eight two one zero zero two five four take yourself guys shoot me a text message you're important to me I have your back for life we're gonna go all the way to the top together I appreciate you you guys have a blessed day make sure you like the video subscribe and set your alerts for the daily training video thank you

Channel: Andy Elliott

Views: 11,998

Rating: 4.9426112 out of 5

Keywords: Car Sales Training, Car Sales, Car Salesman, Car Salesman Training, Sales, Sales Training, Car Sales Phone Training, How to sell more cars, Automotive Sales Training, Automotive Sales, Car Sales Training Tips, Andy Elliott, Car negotiations, Steve Richards, joe verde car sales training, best car sales training, how to sell cars, car salesman, andy elliott, grant cardone, steve richards, zig ziglar, sales

Id: qL8kRl6gmFo

Length: 12min 31sec (751 seconds)

Published: Mon Jun 01 2020