I struggled for a long time on the phone with price and mileage objections, until I finally figured it out. One slight change in the pitch eliminated 95% of my issues with overcoming those objections. The solution was so simple, don’t let them ask!

Typically when a customer calls you, the first thing they say is “Hello, I am calling about so and so vehicle…” or “I saw your ad for so and so vehicle ….” Pause “…what is the price / mileage on that?” 99% of people make that slight pause before carrying on to the second half of their question, that’s your que! “Oh that is a great vehicle we have been getting a ton of calls on it. Were you looking to do our buy here pay here program to rebuild your credit (or “is credit an issue with you” if your dealership doesn’t report)?”. By interjecting the moment they make that pause you take them right off their train of thought and back to what matters the fact that you can help them with their credit situation.

80% of people will answer you and give you that control, 10% will say no I just want to pay cash, and the remaining 10% will say I just want to know the price.