Objection Handles
"I need to talk to my spouse." SOMEONE CAN GO AFTER YOU AND GIVE AN ANSWER AND WIN THE POINTS IF THERE'S IS BETTER.
Room votes
What are the four pillars for a Sid Dillon finance manager? What are the two most important parts of a finance manager's job?
Lender, Admin, Selling, and Leadership. Protect the dealership and secure the sale.
How many years of complimentary maintenance do Sid Dillon VSC's come with?
3
What's the average car payment for a new vehicle in the United States? Within $20.
$760. Used is $530. Lease is $600.
"I've had three vehicles from this manufacturer and have never had an issue. I don't need a service contract."
F.O.R. into discussing why the manufacturer covers certain items longer than other items (the technology).
What month term options should you see on every single first pencil you see? What about cash down?
36 (lease), 48, and 60. $1,500 $2,500 $5,000.
Name three service staff employees in your building and something you're doing to maintain a healthy working relationship with them
Room decides
How many service bays does Sid Dillon have in total? Within 10.
127. Also 22 body shop bays.
Crete 14 Wahoo 18 Hyundai 18 South 45 CDJR 32
"If you can't discount the vehicle, I need to think about it a little more. I'm nearly certain this exact model is a thousand dollars less at Woodhouse. Let me see what they have to say later today when I chat with them, and I'll give you a call in the next day or two".
Room decides.
What does F.O.R.M.A.T. stand for?
Family, Occupation, Recreation, Motive for buying, Animals, Teams.
Name three units by make, model, and listed price that are among your oldest inventory units on your specific lot.
Room decides answer.
What year was Sid Dillon Founded?
1976.
"I'm on a budget and really don't think I can afford the additional $45 per month for the service contract"
Some form of a fixed income objection handle.
Three part:
1. Name a bank that likes high amount financed deals 2. Name two banks that we religiously use who have "a fixed total back-end" on vehicles north of $29k. 3. Name a bank that we should be physically calling on nearly every finance deal we do.
1. BoA, ANB, or Fifth Third
2. Veridian/UBT
3. Ally
What is Sid Dillon's Finance Department team PUT goal for 2026?
$2,160 ($200 increase from 2025).
How many people does Sid Dillon employ? Must be within 50.
400
Warranties are a waste of money, and dealerships only sell them to make money.
Respond with a strong Base statement intertwined with why we actually offer VSCs.
Explain to the entire group what the First Objection Response is, and what the four elements of it are.
1. Re-state/find your objection (dollars and cents or just don't see value?) 2. Empathize 3. Skin in the Game 4. Value build
If a customer buys a car from a dealership, a service contract from a dealership, and gets their vehicle serviced at that dealership, what is the percentage likelihood they buy their next car from that dealership?
88% (2 degree variation accepted)
How much money do we have invested in our parts inventory across Sid Dillon stores as of today? Within 100k.
$1.95 millon.
What is the labor rate at your specific store? If O Street contestant, use any store you would like.
$175 for Crete/Wahoo. $185 for all Lincoln stores. *CAVEAT*