July 7, 2024 • 14 mins
Learn how to handle objections in sales with the power of focus. In this video, we'll share tips and strategies to help you overcome objections and close the deal. The key is to stop looking at the obstacles at your feet and keep your eyes on the goals in front of you!
Connect with us at https://preparetowin.com
Call or Text David @ 765-560-7338
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
David Lowe (00:00):
Welcome to today's episode.
Today we're coming from FrenchLake, indiana.
As a matter of fact, we'regoing to be shooting this at a
couple of different locations,mostly on the mountain bike
trails.
Today we're going to talk aboutthe power of focus, whatever
you look at, you head towards.
Hey, welcome to Prepare to Win.
(00:28):
And we're shooting today'sepisode, obviously, on a
mountain bike trail, and I'm notsure how many of you have
mountain biked before, but I'dreally like to talk to you about
the power of your focus and howmuch mountain biking has
reminded me and actually taughtme about that.
Right.
So we've been walking throughkind of a series on handling
(00:50):
common objections.
Right, what happens when weknow buyers are going to have
objections?
They fear buying the wrong car,they fear paying too much and
they fear being pressured, right?
So we were talking aboutthey'll come up with common
objections.
Like I'm just looking, what'smy trade worth?
I'm not buying today, I have totalk, and we're handling those
(01:11):
and talking you through those.
And you notice that we're notgiving you one line to overcome
them.
No, we're talking about thewhole thinking behind it.
Of course, we'll give you someword tracks that will help turn
the thinking into action, butwhat's most important is the way
you think, because think right,act right.
(01:32):
Isn't that true?
Think right, act right.
So here today, we're on amountain bike trail.
I'm going to tell you somethingyou have to think right to act
right.
Everywhere you go, includingmountain biking, you see what
you focus on and what you thinkabout you're going to head
towards.
And so, as you're riding thismountain bike show you could
(01:54):
probably see I'll probably takeyou up there in just a second,
I'll bring the camera closer I'mgoing down this nice smooth
path and here's all these rocksA little bit scary, they're on
the edge and you can see maybeyou can't see there's a ravine
to the right here.
So you don't want to make amistake, right?
And so it's very simple to lookdown at those rocks.
(02:16):
In fact, that's the most humanthing to do, right?
I don't want to hit those rocks.
I don't want to.
You know, wipe out.
And so fear, thinking, feardrives your actions, and you
tend to wipe out, right.
As a matter of fact, maybe someof you, if you follow me on
Facebook, you've seen this videoI shot last year.
(02:37):
I think it might've been on thesame trail where I had wiped
out in this ravine next to thisturtle.
I kind of talked about this verysame thing, but on the mountain
bike trails.
I think it was back in 95, Icame from flatland in Wisconsin,
had a mountain bike.
I ended up in Colorado and whenI was in Colorado I got on the
(02:57):
Colorado Trail and I was ridingBoy, every few feet there was
rocks.
I kept falling down a half hourand I'm like what am I doing
here?
I run into somebody on thetrail and I said to him hey, do
you have any trails withoutrocks around here?
And you know what he said thisis the Rocky Mountains man.
It's full of rocks, all right.
(03:19):
And so he gave me some adviceand some schooling there on
mountain biking.
That fits all of our lives.
And here's what he said Quitlooking down at the rocks.
You have to look through them.
Look 10 feet ahead.
Your bike will go where youreyes go, isn't this true?
When we look down at the rocks,we hit the rocks, the fear
(03:43):
mounts and automatically ouractions and reactions become
weak.
They become born of fear.
And fear also creates results,doesn't it?
Just not the results you want.
So I'm out here in a moment bythe church to say listen, we're
talking about overcomingobjections.
And if you want to overcomeobjections, you have to think
right.
You have to understand whythey're happening.
(04:05):
The buyer's not trying to.
They're not trying to, you'renot trying to mislead you,
they're doing what they need todo.
They think to protectthemselves.
That's why it's so importantthat the second they come in, we
give them a different view ofsalesman.
Remember what was salesman?
You know how can I help you,right?
(04:25):
Yeah, I'm just looking.
Well, I'm just selling.
What are you looking for, right?
And so the typical salesmanjust accentuates this fear.
Right, when we say how can Ihelp you?
And they tell us when we say,rock and roll, I could totally
help you with that, we arebeginning a conversation that
will help put our buyers at easeand we can move through the
(04:47):
process.
See, our thinking is.
We know whatever they're sayingis born of fear.
We're not thrown by it, weexpect it.
Our thinking drives our actions.
Good thinking, good actions.
Okay, so we're talking about,really, the power of vision.
Right, all of this yourthinking drives your actions,
(05:09):
your actions creates yourresults really is about vision.
Remember what Solomon said well,there's no vision, the people
perish.
So the opposite is true.
Where there's vision, peoplecan flourish right, can really
grow.
So we have to have the where amI?
Where am I going?
Why am I going there and how amI going to get there right?
How am I going to get there?
(05:29):
I want to go down this trailtoday and you can see some of
these rocks up here and I'mgoing to tell you something.
I know I'm going to face muchworse than this as I go.
Some of these I will make andsome of those, even with my
right thinking, I can't makeright, but I do know, as I go,
I'm going to focus on my pathand you can see there's a line
there.
I'm going to focus on that pathand I'm not going to look down.
(05:51):
I'm not going to look to theleft or to the right, I'm going
to look straight ahead, right,that's the principle of vision.
That's the principle of focuswithin vision.
Whatever you focus on you, headtowards, okay, so let me give
you some other things about that.
If you don't believe me, let'sjust go back and talk about
goals.
What is goals?
(06:11):
What are goals?
They're division.
Whatever you focus on you, whatHead towards?
That's why setting a goal ispretty important.
Of course you got to set goalswisely, right.
You have to set the right goals.
The goals of making 30 callsmay not be a great goal.
That may be a task.
The goal is to set one or twoappointments that are going to
(06:34):
show every day, no matter whatnumber of calls it takes to get
that.
So setting goals gives you thatvision and keeps you on track.
And as people don't pick up orpeople don't answer or people
say no, that's the rocks in theground, we don't refocus on that
.
We keep moving ahead and pickup the phone again and make the
(06:56):
next call.
Okay, so we're talking aboutvision and how your vision
creates your focus and yourfocus drives your actions and,
ultimately, your life, yourresults.
So I started this episode infront of my motorhome.
Out there in front, like in alittle RV park, if you can call
it that, they have the hookups.
(07:16):
That's 102 inch wide motorhome.
When you're driving down theroad, you can't look like.
If you go through a toll booth,if you go through a
construction, you can't look atthe walls on the side.
You have to look at whereyou're going, pick a point on
the road.
It's so wide you cannot deviatefrom it right.
Same with the mountain biketrail.
Same with your selling careerand your life.
(07:39):
What do you want?
Why do you want it?
How are you going to get it andhow are you going to move
forward towards your goal everysingle day?
How are you going to keep theobstacles every single day?
How are you going to keep theobstacles?
Lost deals, lost customerwhatever that don't have, the
(08:01):
inventory, interest rates,payments how are you going to
keep the obstacles at bay?
Keep those at your feet and notstare at them.
Right, that's what this isabout.
And, by the way, our dealershipplaybook, every video on there
is designed to help you thinkbetter and act better.
We prepare you for theobstacles so you can think right
.
When you approach the rocks,you don't go.
Oh my God, there's rocks, I'mgoing to fall.
(08:23):
You go yeah, I prepared forthis.
I knew they were coming.
It's a mountain bike trail, forGod's sakes.
When you pick up the phone andyou call the customer and they
say you know we're thinking it'snot the right time, you don't
freak out.
You're prepared for that, I'mprepared for that.
Buyers are afraid.
It's your job to go ahead andovercome those fears and move
them along the sales process.
Those are the obstacles youface every single day and
(08:48):
they're done the same way withright thinking.
Okay, so I want to take you tothis how do you get your right
thinking?
Where does it come from Right?
You got to think right to actright.
It comes from preparation andtraining.
Can I tell you something?
Mind, body, spirit.
Every day.
You have to prepare yourselffor excellence Every day.
(09:09):
People don't like to hear aboutthat.
People like to get up and rushand power slide into work and
just you know work.
And if they sell a car, theythink they're great, if they
don't, they think the businesssucks.
That's not what a master salesprofessional does.
A master sales professionaltakes personal responsibility
for themselves, for theirattitudes and their knowledge
and their skill and theiractions and the results.
(09:29):
So if you want to think right,to act right, if you want to
prepare for those obstacles, ifyou want the fear driven from
your life, in other words, ifyou want to focus on where
you're going and not the rocksat your feet, you need
preparation.
And, by the way, that's whatthe dealership playbook was
designed to do to prepare you.
(09:50):
We tell you what to do to changethe way the buyer thinks about
you, a car salesman, and aboutthe process of buying a car.
We tell you what to do toprepare yourself for the common
objections that buyers will giveyou, that you'll face daily.
We prepare you, and when I saythat we just don't tell you what
(10:12):
to do, we make sure we tell youwhy, how does it work, the
psychology, the humanintelligence behind it, what to
do, why to do it.
Then we show you how to do it,like the best of the best do.
We're studying the best of thebest all the time and we keep
updating our training to fittoday's marketplace.
It's a different marketplacethan it was when I started 35
(10:34):
years ago.
It's an internet-drivenmarketplace.
People have more information.
You need to understand what todo, why to do it, how to do it.
Now it comes down to you.
You have to practice andpractice until you can do it.
That's the skill.
Right Skill is only developedby repetition.
And here's where I think mostmaster salesmen, most salesmen,
(10:54):
are failing today.
Why are they failing?
They're not taking the time tomaster.
We watch, people watch ourvideos all the time.
Oh, I watched it.
So I said let's walk throughthe trial, close.
Which one was that again, yousee, that's the world.
That's the 80% that aren'tgoing or never going to live up
to their potential.
It's the 20% who watch thattrail closely and go, wow, this
(11:17):
is powerful.
I need to look at my notes, Ineed to rewrite my notes, I need
to practice this until I can dothis really well, because when
I do it really well, it's reallygoing to impact my customer and
my career.
That's the thinking right.
So, as a master, today I'mcoming out here to remind you.
(11:37):
Of course, there are obstacles,and you might think it's
inventory, you might think it'sinterest rate, you might think
it's payments, you might thinkit's negative equity, you might
think that, but those havealways I've been doing this over
38 years.
Those have always beensomething that the buyer
complains about and salespeoplethat are untrained focus on.
Today, we want to refocus you.
(11:59):
Get your mind off of theserocks and put your mind on the
trail ahead.
Don't look to the left or tothe right, Don't look at the
obstacles at your feet.
Look directly ahead of you,right?
Okay?
I think that I've got to pointacross to you right today.
There's so much I could tell youabout this.
(12:19):
This principle has been aroundfor thousands of years, that
your thinking drives youractions and results and that
what you focus on, you headtowards.
That's just human intelligence,that's just science.
It's been around and peoplethat have wanted to be better
have understood this, so they'vedecided to capture their mind,
to master their mind.
(12:40):
I'm gonna drive every day goodinto my mind so I can think good
.
If I think good, I can creategood actions and good results.
Now what if I thought,excellent, right, even better,
right the better, I think.
Now we provide this training foryou and I'm hoping that you're
doing it every day, and I know alot of salespeople think it's a
(13:01):
task, but it's not a task thosefive-minute daily emails that
you get.
If you would just commityourself to doing, take notes
and practice it where I'm athere, you don't have to do it
all in one day.
Just do five minutes a day.
You know.
15 minutes focused training aday, five days a week, is 60
hours a year.
We're asking you commit, focus.
(13:29):
What do you want into your life?
Commit to 15 minutes a day oftraining on your career, your
craft, 15 minutes a day, and youwill see your thinking change,
your actions change and yourresults change.
All right.
So that's enough of that.
I just want to take you up here.
I do want to show you whatthese rocks look like and you
can see how ominous they look.
Right, they do look ominous,and guess what?
(13:51):
The closer you look, right.
So instead of looking down,let's go ahead.
I'm having trouble standing onthe trail, so let's look to
where we're going, right, not atthe obstacles at our feet, but
to the trail ahead.
All right, listen, this isDavid Lowe, the automotive sales
coach.
Thank you so much for joiningour podcast and watching our
episode today.
(14:11):
We appreciate you.
There's something you want tohear about?
Let us know.
Would you Like the podcast?
Share it if you can.
And in the coming episodeswe're going to keep going
through these common, thesequestions that every salesman
have, the common objections youface every day.
Good selling.
Welcome to today's episode.
Today we're coming from FrenchLake, indiana.
As a matter of fact, we'regoing to be shooting this at a
couple of different locations,mostly on the mountain bike
trails.
Today we're going to talk aboutthe power of focus, whatever
you look at, you head towards.
Hey, welcome to Prepare to Win.
(00:28):
And we're shooting today'sepisode, obviously, on a
mountain bike trail, and I'm notsure how many of you have
mountain biked before, but I'dreally like to talk to you about
the power of your focus and howmuch mountain biking has
reminded me and actually taughtme about that.
Right.
So we've been walking throughkind of a series on handling
(00:50):
common objections.
Right, what happens when weknow buyers are going to have
objections?
They fear buying the wrong car,they fear paying too much and
they fear being pressured, right?
So we were talking aboutthey'll come up with common
objections.
Like I'm just looking, what'smy trade worth?
I'm not buying today, I have totalk, and we're handling those
(01:11):
and talking you through those.
And you notice that we're notgiving you one line to overcome
them.
No, we're talking about thewhole thinking behind it.
Of course, we'll give you someword tracks that will help turn
the thinking into action, butwhat's most important is the way
you think, because think right,act right.
(01:32):
Isn't that true?
Think right, act right.
So here today, we're on amountain bike trail.
I'm going to tell you somethingyou have to think right to act
right.
Everywhere you go, includingmountain biking, you see what
you focus on and what you thinkabout you're going to head
towards.
And so, as you're riding thismountain bike show you could
(01:54):
probably see I'll probably takeyou up there in just a second,
I'll bring the camera closer I'mgoing down this nice smooth
path and here's all these rocksA little bit scary, they're on
the edge and you can see maybeyou can't see there's a ravine
to the right here.
So you don't want to make amistake, right?
And so it's very simple to lookdown at those rocks.
(02:16):
In fact, that's the most humanthing to do, right?
I don't want to hit those rocks.
I don't want to.
You know, wipe out.
And so fear, thinking, feardrives your actions, and you
tend to wipe out, right.
As a matter of fact, maybe someof you, if you follow me on
Facebook, you've seen this videoI shot last year.
(02:37):
I think it might've been on thesame trail where I had wiped
out in this ravine next to thisturtle.
I kind of talked about this verysame thing, but on the mountain
bike trails.
I think it was back in 95, Icame from flatland in Wisconsin,
had a mountain bike.
I ended up in Colorado and whenI was in Colorado I got on the
(02:57):
Colorado Trail and I was ridingBoy, every few feet there was
rocks.
I kept falling down a half hourand I'm like what am I doing
here?
I run into somebody on thetrail and I said to him hey, do
you have any trails withoutrocks around here?
And you know what he said thisis the Rocky Mountains man.
It's full of rocks, all right.
(03:19):
And so he gave me some adviceand some schooling there on
mountain biking.
That fits all of our lives.
And here's what he said Quitlooking down at the rocks.
You have to look through them.
Look 10 feet ahead.
Your bike will go where youreyes go, isn't this true?
When we look down at the rocks,we hit the rocks, the fear
(03:43):
mounts and automatically ouractions and reactions become
weak.
They become born of fear.
And fear also creates results,doesn't it?
Just not the results you want.
So I'm out here in a moment bythe church to say listen, we're
talking about overcomingobjections.
And if you want to overcomeobjections, you have to think
right.
You have to understand whythey're happening.
(04:05):
The buyer's not trying to.
They're not trying to, you'renot trying to mislead you,
they're doing what they need todo.
They think to protectthemselves.
That's why it's so importantthat the second they come in, we
give them a different view ofsalesman.
Remember what was salesman?
You know how can I help you,right?
(04:25):
Yeah, I'm just looking.
Well, I'm just selling.
What are you looking for, right?
And so the typical salesmanjust accentuates this fear.
Right, when we say how can Ihelp you?
And they tell us when we say,rock and roll, I could totally
help you with that, we arebeginning a conversation that
will help put our buyers at easeand we can move through the
(04:47):
process.
See, our thinking is.
We know whatever they're sayingis born of fear.
We're not thrown by it, weexpect it.
Our thinking drives our actions.
Good thinking, good actions.
Okay, so we're talking about,really, the power of vision.
Right, all of this yourthinking drives your actions,
(05:09):
your actions creates yourresults really is about vision.
Remember what Solomon said well,there's no vision, the people
perish.
So the opposite is true.
Where there's vision, peoplecan flourish right, can really
grow.
So we have to have the where amI?
Where am I going?
Why am I going there and how amI going to get there right?
How am I going to get there?
(05:29):
I want to go down this trailtoday and you can see some of
these rocks up here and I'mgoing to tell you something.
I know I'm going to face muchworse than this as I go.
Some of these I will make andsome of those, even with my
right thinking, I can't makeright, but I do know, as I go,
I'm going to focus on my pathand you can see there's a line
there.
I'm going to focus on that pathand I'm not going to look down.
(05:51):
I'm not going to look to theleft or to the right, I'm going
to look straight ahead, right,that's the principle of vision.
That's the principle of focuswithin vision.
Whatever you focus on you, headtowards, okay, so let me give
you some other things about that.
If you don't believe me, let'sjust go back and talk about
goals.
What is goals?
(06:11):
What are goals?
They're division.
Whatever you focus on you, whatHead towards?
That's why setting a goal ispretty important.
Of course you got to set goalswisely, right.
You have to set the right goals.
The goals of making 30 callsmay not be a great goal.
That may be a task.
The goal is to set one or twoappointments that are going to
(06:34):
show every day, no matter whatnumber of calls it takes to get
that.
So setting goals gives you thatvision and keeps you on track.
And as people don't pick up orpeople don't answer or people
say no, that's the rocks in theground, we don't refocus on that
.
We keep moving ahead and pickup the phone again and make the
(06:56):
next call.
Okay, so we're talking aboutvision and how your vision
creates your focus and yourfocus drives your actions and,
ultimately, your life, yourresults.
So I started this episode infront of my motorhome.
Out there in front, like in alittle RV park, if you can call
it that, they have the hookups.
(07:16):
That's 102 inch wide motorhome.
When you're driving down theroad, you can't look like.
If you go through a toll booth,if you go through a
construction, you can't look atthe walls on the side.
You have to look at whereyou're going, pick a point on
the road.
It's so wide you cannot deviatefrom it right.
Same with the mountain biketrail.
Same with your selling careerand your life.
(07:39):
What do you want?
Why do you want it?
How are you going to get it andhow are you going to move
forward towards your goal everysingle day?
How are you going to keep theobstacles every single day?
How are you going to keep theobstacles?
Lost deals, lost customerwhatever that don't have, the
(08:01):
inventory, interest rates,payments how are you going to
keep the obstacles at bay?
Keep those at your feet and notstare at them.
Right, that's what this isabout.
And, by the way, our dealershipplaybook, every video on there
is designed to help you thinkbetter and act better.
We prepare you for theobstacles so you can think right
.
When you approach the rocks,you don't go.
Oh my God, there's rocks, I'mgoing to fall.
(08:23):
You go yeah, I prepared forthis.
I knew they were coming.
It's a mountain bike trail, forGod's sakes.
When you pick up the phone andyou call the customer and they
say you know we're thinking it'snot the right time, you don't
freak out.
You're prepared for that, I'mprepared for that.
Buyers are afraid.
It's your job to go ahead andovercome those fears and move
them along the sales process.
Those are the obstacles youface every single day and
(08:48):
they're done the same way withright thinking.
Okay, so I want to take you tothis how do you get your right
thinking?
Where does it come from Right?
You got to think right to actright.
It comes from preparation andtraining.
Can I tell you something?
Mind, body, spirit.
Every day.
You have to prepare yourselffor excellence Every day.
(09:09):
People don't like to hear aboutthat.
People like to get up and rushand power slide into work and
just you know work.
And if they sell a car, theythink they're great, if they
don't, they think the businesssucks.
That's not what a master salesprofessional does.
A master sales professionaltakes personal responsibility
for themselves, for theirattitudes and their knowledge
and their skill and theiractions and the results.
(09:29):
So if you want to think right,to act right, if you want to
prepare for those obstacles, ifyou want the fear driven from
your life, in other words, ifyou want to focus on where
you're going and not the rocksat your feet, you need
preparation.
And, by the way, that's whatthe dealership playbook was
designed to do to prepare you.
(09:50):
We tell you what to do to changethe way the buyer thinks about
you, a car salesman, and aboutthe process of buying a car.
We tell you what to do toprepare yourself for the common
objections that buyers will giveyou, that you'll face daily.
We prepare you, and when I saythat we just don't tell you what
(10:12):
to do, we make sure we tell youwhy, how does it work, the
psychology, the humanintelligence behind it, what to
do, why to do it.
Then we show you how to do it,like the best of the best do.
We're studying the best of thebest all the time and we keep
updating our training to fittoday's marketplace.
It's a different marketplacethan it was when I started 35
(10:34):
years ago.
It's an internet-drivenmarketplace.
People have more information.
You need to understand what todo, why to do it, how to do it.
Now it comes down to you.
You have to practice andpractice until you can do it.
That's the skill.
Right Skill is only developedby repetition.
And here's where I think mostmaster salesmen, most salesmen,
(10:54):
are failing today.
Why are they failing?
They're not taking the time tomaster.
We watch, people watch ourvideos all the time.
Oh, I watched it.
So I said let's walk throughthe trial, close.
Which one was that again, yousee, that's the world.
That's the 80% that aren'tgoing or never going to live up
to their potential.
It's the 20% who watch thattrail closely and go, wow, this
(11:17):
is powerful.
I need to look at my notes, Ineed to rewrite my notes, I need
to practice this until I can dothis really well, because when
I do it really well, it's reallygoing to impact my customer and
my career.
That's the thinking right.
So, as a master, today I'mcoming out here to remind you.
(11:37):
Of course, there are obstacles,and you might think it's
inventory, you might think it'sinterest rate, you might think
it's payments, you might thinkit's negative equity, you might
think that, but those havealways I've been doing this over
38 years.
Those have always beensomething that the buyer
complains about and salespeoplethat are untrained focus on.
Today, we want to refocus you.
(11:59):
Get your mind off of theserocks and put your mind on the
trail ahead.
Don't look to the left or tothe right, Don't look at the
obstacles at your feet.
Look directly ahead of you,right?
Okay?
I think that I've got to pointacross to you right today.
There's so much I could tell youabout this.
(12:19):
This principle has been aroundfor thousands of years, that
your thinking drives youractions and results and that
what you focus on, you headtowards.
That's just human intelligence,that's just science.
It's been around and peoplethat have wanted to be better
have understood this, so they'vedecided to capture their mind,
to master their mind.
(12:40):
I'm gonna drive every day goodinto my mind so I can think good
.
If I think good, I can creategood actions and good results.
Now what if I thought,excellent, right, even better,
right the better, I think.
Now we provide this training foryou and I'm hoping that you're
doing it every day, and I know alot of salespeople think it's a
(13:01):
task, but it's not a task thosefive-minute daily emails that
you get.
If you would just commityourself to doing, take notes
and practice it where I'm athere, you don't have to do it
all in one day.
Just do five minutes a day.
You know.
15 minutes focused training aday, five days a week, is 60
hours a year.
We're asking you commit, focus.
(13:29):
What do you want into your life?
Commit to 15 minutes a day oftraining on your career, your
craft, 15 minutes a day, and youwill see your thinking change,
your actions change and yourresults change.
All right.
So that's enough of that.
I just want to take you up here.
I do want to show you whatthese rocks look like and you
can see how ominous they look.
Right, they do look ominous,and guess what?
(13:51):
The closer you look, right.
So instead of looking down,let's go ahead.
I'm having trouble standing onthe trail, so let's look to
where we're going, right, not atthe obstacles at our feet, but
to the trail ahead.
All right, listen, this isDavid Lowe, the automotive sales
coach.
Thank you so much for joiningour podcast and watching our
episode today.
(14:11):
We appreciate you.
There's something you want tohear about?
Let us know.
Would you Like the podcast?
Share it if you can.
And in the coming episodeswe're going to keep going
through these common, thesequestions that every salesman
have, the common objections youface every day.
Good selling.
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