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.

Sign up for my objection handling course "Close Sales Like a Believer
The Objection Handling Blueprint - Stop Selling Start Believing.
"  here: 
https://salescoachinglab.com/courses/basic-objection-handling
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.


Download a FREE Ebook:  
10 Sales Lessons you Can Learn From Standup Comedians
What Top Comedians Like Anthony Jeselnik Can Teach us About Becoming More Effective Sales People
https://salescoachinglab.com/f/comedy?preview=on


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

Transcript

Copy Transcript Copied

0:00

Have you ever had a sales call that felt like a horror movie? Everything is going fine until suddenly the customer hits you with an objection. It's too expensive. I need to think about it. Let me check with my goldfish first. And just like that, bam, it's over. They're gone and you're left wondering what just happened.

John Kaufman 0:16

Well, here's the thing objections aren't Rejections, they're just speed bumps and today I'm going to teach you a four step method to handle any sales objection Without sounding like a desperate telemarketer by the end of this video You'll have a simple system that keeps you in control of the conversation and actually makes people want to buy from you before we get into the four step method, let me tell you a quick story. Years ago, I was terrible at handling objections. I'd either panic and start offering discounts, or I'd go into full on objection handling panic mode, rapidly slamming my customer with every rebuttal that I know. Neither strategy worked for me, and they probably don't work for you either. Then I figured out something that changed the game for me forever. Most objections aren't rejections, they're opportunities to reach understanding. See, when somebody says it's too expensive, they don't necessarily mean that they can't afford it. What they might mean is that they don't see the value yet. And once I learned how to respond the right way, my close rate skyrocketed. And that's why I created the CAR method. It's a simple, repeatable process that works for any objection.

1:26

Clarify the objection. Answer their concern, ask for the sale, and finally repeat if needed. one, clarify the objection. Have you ever had somebody say that it's too expensive and you immediately think, well crap, I guess I lost that one., price objections aren't always about the money. It could mean I don't trust that this will work for me. I'm not sure that this is the right time, or I have no idea how to justify this to my boss.

John Kaufman 1:53

So instead of assuming that it's an objection, let's ask a clarifying question instead. When you say it's expensive, do you mean the upfront cost or the long term value? Is it a budget issue, or are you just unsure if this is going to work for you? The goal here is to dig deeper and find the real concern, because you can't handle an objection if you don't actually know what it is. Step two is you answer the objection with confidence. Alright, now that you've clarified, it's time to answer the real concern.

2:31

Most people panic and start dropping their price. Don't do that. Instead, you need to reframe the objection and show value. For example, if they say it's too expensive, you can reply, I hear you, budget is important, but let's talk about what this is actually costing you if you don't solve your problem. How much is that costing you every month? When you look at it that way, does it feel like a smart investment instead? Another example, if they say now is not the right time. You can reply. Hey, I totally get that timing is everything But let's take a look at the bigger picture for a second. What happens if you wait six months? Will this problem go away on its own or will it still be there?

John Kaufman 3:18

Next, you need to reframe the objection and show value. When you do that, you're not fighting them. You're guiding them towards the right decision that's in their own best interest. Step three, ask for the sale. Don't chicken out. Here's where 90 percent of salespeople fail. They handle the objection, and then there's just awkward silence. Never do that. Always guide the conversation back to a decision. For example, Does that answer your concern? Awesome. Should we go with the standard plan or the premium? Or, well, that makes sense, so let's get started today, or would Tuesday work better for you?

3:57

Always ask again. Because if you don't ask, you'll never close. And then step four, See, not every objection gets resolved on the first try, and that's okay. If they throw out another concern, 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 stopping them from saying yes.

John Kaufman 4:36

Now you have a system that works for any objection. So next time a customer pushes back, don't panic. Just follow CAR. Clarify, answer, ask, and repeat if needed. And to go even deeper into objection handling, check out my course, Closed Sales Like a Believer. The link is in the description right down there. It'll give you step by step frameworks for handling every major objection, like a pro. What is the number one objection that you struggle with? Drop it in the comments. I'll reply personally and maybe even make a follow up video to help out. Until next time, keep selling guys. See you soon.