Object of MY affection… Hmm your objection of course!

Objections should be embraced, welcomed, cherished, tolerated, tackled ,…
Not avoided, ignored, threatened, discouraged, or disgusted by…
After all an “Objection” is not at all complete “Rejection”

If I were to ask the woman of my dreams out I would much rather deal with an objection,
I’m busy, I have to work, I have plans, I’m not feeling well… Maybe or we’ll see.
I’ll take it! Although it may present a slight challenge at the moment… It wasn’t complete rejection!
Objection can be viewed more of no for now… Where Rejection could be… Not in this Lifetime!


 There would have to be some sort of decision to be made for there to be something to object to…
As opposed to rejection where there is nothing more to think about….

When driving down the Road to the Sale.... An objection is a yield sign rather than a stop sign...

When you encounter the traffic signal  then Yellow means slow down and proceed forward with caution...

Red means Stop and Listen... Green means keep going!

                                                                                                                                                                                            Expect objections and accept them… After all I have never met an objection that couldn’t be overcome!
It will not always be the answer they want to hear… but who wants to be told what they want to hear only to find out it can’t happen?

Your best customer will be the one with the most objections that you carefully sift through and dissect one by one…
When it comes to objections the truth will always set you free…

Your customer may have dealt with Rejection from their previous sales consultant caused by their many objections...
Bring on the objections!!

You are that much closer to a deal rather than further away…
In the courtroom… An objection is either over ruled or sustained… in either instance you still have a case
In the showroom… You are the judge, jury, and executioner!
Dealing with objections is a team effort… the customer and salesperson, dealership employees.
All have to be onboard… after all there are objections on both sides and concessions will made by all parties involved…

As long as you have not taken any shortcuts… it is still 1 of 3 basic reasons.
1. Salesperson
2. Price
3. Vehicle

When dealing with objections 3 basic ground rules apply:
1. Properly identifying true objection
2. Properly communicating with all decision makers… communication between sales consultants, managers, and purchasers.
3. Properly handling the objection… the manner in which you resolve.

The awareness upfront and proper reaction to objections attribute to the end result…
The cure to an objection is to not drop gross, flee, or negatively impact your disposition.
Give me a showroom full of objections any day versus the rejection of an empty showroom.
Yes objection is opportunity… for somebody who is willing!

Sales forces in every showroom across the country present to me the objections of all the customers you did not sell… and if they have not already taken delivery from a dealer who has welcomed, cherished and embraced…
Then I will show you opportunity!

Managers, Dealers, Sales Professionals, Trainers, and anyone else associated with this great industry remember…

There is a pot of gold at the end of every objection rainbow!
The real question is who is going to be the lucky leprechaun?

When it comes to objectionsUnderstand them… Outsmart them… Own them!

Good Luck!

Jason "Jmac" McIntosh

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Comment by Jason McIntosh "Jmac" on December 28, 2011 at 7:20pm

  Absolutely Agreed! and ironically enough the customer with the most objections when you come to an agreement becomes one of your most loyal customers. its the easy ones that are not always as loyal...

   Path of least resistance does not make you any stronger!!

Comment by Ernie Kasprowicz on December 27, 2011 at 10:09am

Makes sense, Jason.  I would add that we have two ears and one mouth.  Use them in direct proportion!  LISTEN and understand what is really the objection. It will help finding an agreeable solution that much easier.  

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