Trade Objection
I don't have my trade here.
Sight unseen appraisal, just need your VIN, approximate miles, and condition (5 questions).
"Putting the trade aside, was there any reason you wouldn't move forward with this vehicle today?"
Your price is too high.
The cost of the warranty is too much.
Fair enough, everyone has a budget. We wouldn't want you to go too much past yours. Leaving cost aside though, would it make sense to at lease consider the benefit option under the right circumstance?
Before you make your final decision, let me consult with my sales manager. He always works with your best interest in mind.
This one is missing a feature that I want.
I understand. Vehicles are pretty customizable nowadays, most of which allow you to add features that may not have come with the vehicle originally. Which means you would be able to purchase this vehicle today and still get the feature you want added later on!
OR
Find a vehicle that better fits what the guest is looking for. Flipping them to another vehicle may be the next best option!
What is Ryan's grandfather's first name on his mother's side?
Joe
I want more for my trade.
Hey, I'm with you...
...as a matter of fact, we want you to receive as much for your trade as it's possibly worth. It's pretty rare we make a mistake on value. As you know, we've developed a pretty accurate appriasal process.
Having said that, how close to $____ could you come?
Alright, seems like we are a little apart. I am confident my manager will do whatever is in your favor. Leaving trade aside for a moment, would you be putting A, B, or C down on the fully protected option?
Janesville Kia has the same vehicle discounted much more than yours!
*As difficult as it may be, do not use this as an opportunity to bash Janesville* We do not know how other dealership's operate, but we are transparent and up front with our guests. Our best price is online for all of our guests to see. Use this as another opportunity to show the value of working with you and our dealership.
I've had warranties before but never used them.
It sounds like you made the right decision to protect yourself. Would it be fair to say that you understand the value in protecting yourself?
Are you hesitant on the warranty due to the term, coverage level, or was it simply a monetary concern?
Before you make any final decisions, let me discuss your interest with my manager, he always works with your best interest in mind.
I don't want to buy a Lemon.
No problem at all! We have plenty of other options without a repurchase on their history. Let's find one that better suits your needs!
When is Ryan's Birthday?
I am selling my current vehicle privately.
I understand, I want you to get as much as your vehicle as it is possibly worth. My manager works with your best interest in mind and we aren't typically too far off on value. You also get tax savings when you trade your vehicle in! What were you looking to get private party?
I need my monthly payment $60 less per month.
Hey, no problem, I understand, we wouldn't expect you to pay for anything you didn't see value in.
But do you mind if I ask you a question?
When you say its high, what do you mean? I just ask because when we spoke earlier, you had mentioned that the year, make, model, miles and features on the vehicle you selected were pretty important to you. Leaving cost aside, are these items still important to you? If so, could you see were it would make sense to move forward with the perfect vehicle for you?
Having said that, would you be putting A, B, or C down on the fully protected option?
I don't believe in warranties.
"You don't believe they exist? Or in buying them" (breaks the ice, makes it less serious).
Clarify their mindset, have a conversation with them on how they came to "not believe" in warranties. Find the real objection.
From there, get them to neutral, bring the objection to the managers.
I still have to drive a couple other vehicles before making any decisions.
Similar to other objections, dealing with this objection relies heavily on the process you take the customer through. Understanding exactly what the guest is looking for, what they need, their hot buttons (in other words, a really good needs analysis and rapport) will help you respond to this objection.
By having this information and making sure you understand your guest, you have callbacks proving this is the perfect vehicle for your guest.
What is Ryan Grandlic's middle name?
Joseph