ASK THE FINANCE GUYFree training sample · Objections 101
The goal is to understand the customer's concern and help them make an informed decision. Use these examples to practice—not as a script to force a sale.
Ask
“Of course. Are you exploring options, or is there a particular vehicle you want to see?”
Practice response
“Take your time. I can point you toward the right section and give you some space.”
Next step: Offer useful directions. Ask whether they want help now or prefer to browse.
Ask
“Which vehicle are you considering, and would you like an itemized out-the-door quote?”
Practice response
“I can obtain a written quote showing the selling price and included charges, with any conditions explained.”
Next step: Get approved figures. Identify optional items separately and explain the assumptions behind the quote.
Ask
“What monthly range feels comfortable, and what total budget do you want to stay within?”
Practice response
“Let's review the price, down payment, term and available rate together. We can also consider a different vehicle.”
Next step: Compare approved options with total cost and term visible. Do not promise approval or hide a higher total cost behind a longer term.
Ask
“Absolutely. What would be most useful to get clear before you leave—the vehicle, the figures, or something else?”
Practice response
“Take the time you need. I can put the information in writing so you have something clear to review.”
Next step: Answer the actual concern, then ask whether and when a follow-up would be helpful. Accept a decision to leave.
Ask
“Of course. What information would help the two of you review this together?”
Practice response
“I can send the vehicle details and written figures, or arrange a time for you both to see the vehicle.”
Next step: Agree on a useful handoff and ask permission before following up. Do not pressure them to decide without their partner.
Pick one objection. Have a partner play the customer. Acknowledge their concern, ask one clarifying question and agree on one useful next step. Swap roles. Your coach checks whether you listened, used accurate information and respected the customer's choice.
PUT IT INTO DAILY PRACTICE
Explore the Salesperson Training & Coaching Manual and printable Objections 101 flashcards. The bundle combines a development plan, progress forms and partner practice.
See the starter bundle