Auto sales · New & used · PDF

The Objection Reversal Method™

Auto Sales Edition

"We're just looking." Stop handing over a card.

Five moves, three laws, eight traps - and two hundred dealership-specific reversals for new and used: the lot, the phone, the desk, the trade, and the F&I office.

How the training is built

• Part One · The Foundation

  What an objection actually is, and the Three Laws that govern every exchange: the Pattern Law, the Rapport Law, and the Tone Law.

• Part Two · The Five Moves

  Disarm, Clarify, Expose, Reframe, Advance - one chapter per move, with the words to use, the mistakes that break each move, and a drill.

• Part Three · The Eight Traps

  The eight ways good salespeople lose deals that were already theirs.

• Part Four · The Dealership Library

  Twenty lessons built for the floor, new and used: the lot and the lead-in, from first contact through the test drive; the desk and the money - price, discounts, payments, trade, credit, F&I, and commitment; and the used lot and the long game - trust, history, miles, cross-shopping, waiting, leasing, and be-backs. Each lesson gives you ten real exchanges: the exact words a customer says, and the reversal that answers it. Two hundred reversals in all.

• Part Five · Putting It to Work

  Two full example conversations played move by move, a thirty-day training plan, and the checklists you use before, during, and after a customer is on the lot.

What you get

• 94 pages, written for the floor - new and used
• Two hundred reversals across the lot, the phone, the desk, the trade, and F&I
• Be-backs, cross-shopping, payment objections, and credit conversations
• A thirty-day plan a sales manager can run in the morning meeting
• Nothing in it pressures a customer into a car that does not fit them
• Yours to print for yourself or your store