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When selling vehicles, any objection can feel like a door slammed in your face. But how you handle them will lay the foundation of the rest of the conversation with your client. If you don’t handle the client with the respect and dignity they require, your sale will walk out the door. More information on handling objections for the car salesman are listed below.

Real Objections
Many customers will come to you with something like they need to decide if they can afford the monthly payments. Some will tell you that they simply can’t come up with the large down payment that is required. And then there are the color crazed customers that only want a green or purple or red car. Whatever the color may be, for instance you only have the vehicle they want in blue, but they wanted it in red. So the objection here is the color. In order to get around these small objections, simply redirect the conversation. Do not ever dismiss a question or concern that your client has, but do make a point to answer in a roundabout way, and then redirect the conversation back to your sales pitch. Remember that you have to control the situation, and guide the conversation towards the sale. Everyone wants to buy a car, and they are simply looking for the right person to sell to them. If you want to be that person, become familiar with ways of how to redirect. For instance, if the color is wrong, ask “did you want cloth interior, or did you want leather. I forgot to ask?” This will get them back to telling you what they are looking for while also getting their mind off of the color objection.

The Lookers
How many times have you heard the famous “Just Looking” on your lot? Don’t take this personally, but many customers think that a salesman will try to push them into a sale they are not ready for. This is why so many wish to look through your inventory alone. This is an objection, whether you want to believe it or not. Remember that if you are respectful and calm, you can still keep composure and reassure them with a “No problem, I’ll be right here if you need me or have any questions” response. Don’t push this type of customer, because they will walk and take your bonus along too.

Cost Issues
Payments can come up at any time with your client. This is mostly done after the vehicle has been found, looked at and driven. But when the client asks about the overall cost, this means that they are weighing every option, and thinking about the possibility of affording it. When responding about the cost, always shorten the number. If the car costs fifteen-thousand and six hundred, you would say it as fifteen-six. This is the same concept as infomercials claiming a cost is under twenty dollars, when they advertise it as nineteen ninety-nine. If it is not heard as a whole number, it is not thought of as a whole number. At this point, make sure you reiterate the safety ratings and all options on the vehicle, to help sell the customer that the product is well worth the cost asked.

Atten: Car salespeople. Mak has many more tips and strategies. Get his free 5 part mini e-course on automotive sales training. It’s a must read car sales training course to help you sell more vehicle in the car business.