How to Handle Sales Objections without being Pushy - the CAAR Method

Master the CAAR Method: Effortlessly Handle Any Sales Objection!

Struggling with sales objections? Learn the four-step CAAR method to effectively handle any objection without sounding desperate. This video covers real-life scenarios to help you clarify, answer, ask for the sale, and repeat if needed. Turn objections into opportunities and boost your close rate! Check out our course 'Closed Sales Like a Pro' for more tips and drop your toughest objections in the comments.

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The Objection Handling Blueprint - Stop Selling Start Believing.
"  here: 
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If you’re sick of hearing ‘It’s too expensive’ or ‘I need to think about it,’ this blueprint will show you how to turn objections into SALES in just 30 days.


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00:00 Introduction: The Horror of Sales Objections
00:35 A Personal Story of Failure and Discovery
01:20 The CAR Method: A Game-Changer
01:33 Step 1: Clarify the Objection
02:22 Step 2: Answer with Confidence
03:28 Step 3: Ask for the Sale
04:05 Step 4: Repeat if Needed
04:36 Conclusion and Further Learning

Episode Transcript

(00:00):
Have you ever had a sales callthat felt like a horror movie?

(00:02):
Everything is going fine untilsuddenly the customer hits you
with an objection.
It's too expensive.
I need to think about it.
Let me check with my goldfishfirst.
And just like that, bam, it'sover.
They're gone and you're leftwondering what just happened.

John Kaufman (00:16):
Well, here's the thing objections aren't
Rejections, they're just speedbumps and today I'm going to
teach you a four step method tohandle any sales objection
Without sounding like adesperate telemarketer by the
end of this video You'll have asimple system that keeps you in
control of the conversation andactually makes people want to
buy from you before we get intothe four step method, let me

(00:37):
tell you a quick story.
Years ago, I was terrible athandling objections.
I'd either panic and startoffering discounts, or I'd go
into full on objection handlingpanic mode, rapidly slamming my
customer with every rebuttalthat I know.
Neither strategy worked for me,and they probably don't work for
you either.
Then I figured out somethingthat changed the game for me
forever.

(00:58):
Most objections aren'trejections, they're
opportunities to reachunderstanding.
See, when somebody says it's tooexpensive, they don't
necessarily mean that they can'tafford it.
What they might mean is thatthey don't see the value yet.
And once I learned how torespond the right way, my close

(01:19):
rate skyrocketed.
And that's why I created the CARmethod.
It's a simple, repeatableprocess that works for any
objection.
Clarify the objection.
Answer their concern, ask forthe sale, and finally repeat if
needed.
one, clarify the objection.
Have you ever had somebody saythat it's too expensive and you

(01:39):
immediately think, well crap, Iguess I lost that one., price
objections aren't always aboutthe money.
It could mean I don't trust thatthis will work for me.
I'm not sure that this is theright time, or I have no idea
how to justify this to my boss.
So instead of assuming that it's an objection,
let's ask a clarifying questioninstead.

(02:01):
When you say it's expensive, doyou mean the upfront cost or the
long term value?
Is it a budget issue, or are youjust unsure if this is going to
work for you?
The goal here is to dig deeperand find the real concern,
because you can't handle anobjection if you don't actually
know what it is.

(02:22):
Step two is you answer theobjection with confidence.
Alright, now that you'veclarified, it's time to answer
the real concern.
Most people panic and startdropping their price.
Don't do that.
Instead, you need to reframe theobjection and show value.
For example, if they say it'stoo expensive, you can reply, I

(02:45):
hear you, budget is important,but let's talk about what this
is actually costing you if youdon't solve your problem.
How much is that costing youevery month?
When you look at it that way,does it feel like a smart
investment instead?
Another example, if they say nowis not the right time.
You can reply.
Hey, I totally get that timingis everything But let's take a

(03:09):
look at the bigger picture for asecond.
What happens if you wait sixmonths?
Will this problem go away on itsown or will it still be there?
Next, you need to reframe the objection and show
value.
When you do that, you're notfighting them.
You're guiding them towards theright decision that's in their
own best interest.
Step three, ask for the sale.

(03:30):
Don't chicken out.
Here's where 90 percent ofsalespeople fail.
They handle the objection, andthen there's just awkward
silence.
Never do that.
Always guide the conversationback to a decision.
For example, Does that answeryour concern?
Awesome.
Should we go with the standardplan or the premium?

(03:51):
Or, well, that makes sense, solet's get started today, or
would Tuesday work better foryou?
Always ask again.
Because if you don't ask, you'llnever close.
And then step four, See, notevery objection gets resolved on
the first try, and that's okay.

(04:13):
If they throw out anotherconcern, don't panic.
Just loop back through CAR,Clarify, answer, ask for the
sale, and repeat.
Clarify, answer, ask, repeat.
Clarify, answer, ask, repeat.
See, each time that you do this,you remove another barrier until
there's nothing left stoppingthem from saying yes.

(04:36):
Now you have a system that works for any
objection.
So next time a customer pushesback, don't panic.
Just follow CAR.
Clarify, answer, ask, and repeatif needed.
And to go even deeper intoobjection handling, check out my
course, Closed Sales Like aBeliever.
The link is in the descriptionright down there.
It'll give you step by stepframeworks for handling every

(04:58):
major objection, like a pro.
What is the number one objectionthat you struggle with?
Drop it in the comments.
I'll reply personally and maybeeven make a follow up video to
help out.
Until next time, keep sellingguys.
See you soon.