Comment

Comment by David Ruggles on July 2, 2013 at 8:54am

Good stuff David!  The most important objection is the one we don't know about.  Getting objections out on the table to be dealt with is critical to sales of big ticket items.  So instead of fearing them, we should welcome them.  Once the last objection is overcome you have a deal UNLESS you haven't established a relationship.  The biggest mistake I see made over the decades is sales people who begin interrogating customers as soon as they meet them.  You have to earn the right to ask questions.  Early on, talk about anything other than auto sales.  Surprise your customer by NOT acting like a sales person.