Andy Elliot Objections Practice Test

These questions are part of the practice quiz. Start practicing

• The tactic of asking about whether the customer has driven one before is used to
• What is the ultimate goal of objection handling in the Andy Elliott framework?
• How should you handle objections like I need to talk to my spouse?
• What two phrases signal the emphasis on exceptional customer service?
• How do you handle a stall-tactic objection?
• What is the difference between objective criteria and personal preference in objections?
• Why is maintaining control of the process during objections important?
• Why does the dealer justify being slightly higher in price than a competitor?
• Which depreciation concept is used to justify choosing a higher-mileage car?
• After a test drive, what does the salesperson promise to present?
• How should you address objections about location preferences?
• What tactic is described by 'I Don't Want A Car Payment Mine Is Paid Off'?
• Which statement is used to explain the doc fee when negotiating?
• In pricing, what percentage is the vehicle priced relative to market value?
• When a customer asks for a better deal, what does the dealer propose to do?
• What does the five-minute proposal include?
• When told they must go get some food after viewing the numbers, what is the question the salesperson asks to uncover the concern?
• What is a minor points close and when is it used?
• What example is given to show Carfax limitations?
• On a customer's first stop, what does the dealer ask to understand their situation?
• What is a recommended practice to progress an objection conversation toward closure?
• What is a practical example of an assumptive close?
• What percentage of the deal does the salesperson claim is already completed when the customer plans to come back later?
• In the statement about choosing the car you could see yourself owning, what does it imply about price?
• What is the dealership's approach to pricing and inventory?
• What is the document fee amount mentioned?
• What is a compensation plan and when should you present it?
• What is the salesperson's approach when the buyer says 'I'm just looking'?
• In the payoff-for-trade-in discussion, what key distinction is explained between what you owe on the loan and the vehicle's worth?
• When a partner is not present, what did the salesperson suggest?
• What is the first step when an objection is raised in a listing conversation?
• What two qualities does the sales team emphasize about handling customer time?
• How should scripts be used in practice?
• How should testimonials be used when responding to objections about your experience?
• What does the salesperson promise after a quick spin regarding price and deal?
• Which concern is raised regarding the girlfriend?
• When the price is claimed too high, what should you ask?
• Which activity is used to illustrate the idea of trying before buying?
• How can you avoid being perceived as pushy when handling objections?
• What pricing approach is described for 'What’s Your Best Price? (Phone)'?
• How would you handle objections about unfavorable market conditions in a listing presentation?
• What is the impact of keeping momentum in the meeting when objections arise?
• If a customer says they don't see anything they like, what does the dealer suggest?
• What happens to equity if you wait to buy?
• What does the salesperson propose to give you to help you think about it?
• If three vehicles share the same price, which criterion does the seller say matters most for final selection?
• What type of questions should you use to uncover the real concern behind an objection?
• Why does the script recommend diversifying loans with different institutions?
• What is suggested as a way to maximize trade-in value over the phone?
• What potential benefit does the seller highlight for using a cosigner?
• What did the salesperson propose to accommodate buyers waiting for tax time?
• What discount did the general manager apply to the entire lot?
• Why does the salesperson ask what the buyer would change about their current vehicle?
• How should you structure a follow-up after addressing an objection?
• How should you respond to a market-correction timing objection?
• In responding to a concern about not getting the features, which trade-off is highlighted?
• What benefit is highlighted for long-term financing regarding early payoff?
• How should you respond to objections about your experience level?
• Why is it important to separate price objections from value objections?
• How should you respond to objections about neighborhood safety or schools?
• What is the difference between objections based on emotion and those based on facts?
• Which approach best describes structuring a time-bound action plan during an objection?
• Which tactic reduces perceived risk by citing results from similar clients?
• What is the main goal of presenting a value stack in objection handling?
• If you see a vehicle advertised but can't come in today, what does the dealer urge you to do?
• What is the stance on test drives in general?
• If a client says they are not here to buy, what is the recommended response?
• Name a data element you should bring to counter a price objection.
• What incentive does the salesperson offer in addition to price matching?
• How can a market snapshot be used in an objection rebuttal?
• In the 'No Motive' price objection, what pricing question is used to address trust?
• If a customer feels they cannot afford the vehicle, what is the dealer's response?
• How does addressing a minor point early affect the sales process?
• If the customer says it’s getting late and they’ll come back tomorrow, how does the salesperson describe the deal progress?
• How can you use social proof to counter objections?
• What role do testimonials play in overcoming objections?
• If the buyer doesn't want to drive far, what justification is provided for accommodating distant buyers?
• In countering price objections, what is the purpose of citing current comparable sales and days-on-market?
• What is the stated purpose of market-based pricing in the dialogue?
• What best summarizes the dealer's closing proposition?
• What is the proposed focus when a customer asks to see the invoice, given money is a concern?
• What is the recommended approach when a client had a negative prior agent experience?
• What type of data should be used to support pricing decisions when facing objections about value?
• What is the role of market data when countering objections?
• According to the sales approach, what is the deciding factor in choosing a vehicle?
• What does the salesperson say they will show you about your trade-in?
• Which phrase supports that the incentive makes the drive worthwhile?
• Which response is least aligned with Andy Elliott's approach to a commission objection?
• The customer asks for the OTD price. What does OTD stand for?
• Which practice helps shift perceived value when objections arise about price?
• What two questions does the salesman say they have for customers who want to compare pricing with other dealers?
• After hearing 'we are not buying today, we are just looking', what does the salesperson offer to present?
• Which analogy is used to justify trying the vehicle before purchasing?
• What is the value of a structured follow-up?
• What level of service does the dealer claim to provide?
• How can risk reversal help overcome objections?
• The customer wants to wait to sell outright. Which two questions does the salesperson say they have for the customer?
• With a tight schedule, what question does the dealer ask about a trade-in?
• Which statement best describes the sales rep's view of customers who are not ready to buy?
• What is a Boomerang-style objection reply?
• When a seller says let's wait to see what the market does, what is a constructive reply?
• What question is used when all three vehicles are the same price to determine which car matters most?
• How many lenders does the dealership work with?
• What does the phrase 'top dollar for our trade in' refer to?
• How can objections derail a meeting, and how do you prevent it?
• What does the response 'I don't like the Carfax' imply about Carfax?
• What should you do after overcoming an objection to maintain progress?
• When budget objections arise, what approach is recommended?
• What argument is used to discourage waiting to purchase a vehicle?
• What percentage of customers finance with the dealership?
• If a customer says they won't buy for three months, what option is suggested?
• In response to 'I don't want to pay that interest rate', what does the salesperson say is the only way to fix the rate?
• When there is no money down, what option is proposed by the salesperson?
• When a customer says the price is too high, what is the suggested first step?
• What is a trial close and how does it help with objections?
• What is the salesperson's stated long-term goal with customers?
• How does the message describe the level of service?
• What should you do if a client thinks the process is too paperwork-heavy?
• The travel coupon is added to which part of the deal?
• How should you handle a price objection that centers on market value rather than your listing's worth?
• What is a value proposition in real estate objections?
• Name two objection-handling frameworks commonly taught in Andy Elliott training.
• Which practice most clearly demonstrates progress after addressing an objection?
• What incentive is associated with the Be Flexible Coupon offered to the customer?
• What role do scripts play in Andy Elliott's objection practice?
• According to the sales approach, how many stores does the average customer visit before purchasing today?
• What is a closing ratio and why is it important in objection handling?
• When a customer says they will get back to you, what question does the salesperson ask to uncover concerns?
• What is the expected reaction of a customer's dad to buying the car?
• How should you respond to a price objection without data?
• According to 'What’s My Interest Rate?', what primarily determines the interest rate?
• Why is it important to paraphrase an objection before answering?
• What is the purpose of the proposed 5-minute proposal discussed when the customer wants to think about it?
• When evaluating a deal, which cost does the dialogue say is more important: purchase price or ownership cost?
• What ensures customers don’t have to worry about payment amounts being too high?
• What does the dealer say about some of their best vehicles not being on the front lot?
• Provide a brief example of Feel-Felt-Found applied to a price objection.
• Which statement best explains why there is no problem with financing for a longer term while keeping payments lower?
• What is the final step in the recommended objection-handling structure?
• What does the salesperson promise to show to justify that the store pays top dollar for trade-ins?
• In evaluating several vehicles, what is identified as the key factor to determine when to buy?
• Which principle is emphasized when addressing a price concern about value?
• What is an assumptive close in objections?
• When a market-based rationale is presented to justify waiting, what should accompany it?
• What tactic is used to move a buyer who isn't ready to purchase at the first stop?
• What is the described as the general negotiation tactic across these scenarios?
• What is the approximate value of the Be Flexible Coupon used to reach an exact vehicle for customers?
• In negotiation, how should objections be handled to keep terms fair?
• What does it mean to isolate an objection and why is it helpful?
• In objections, what describes anchoring?
• What should you base terms on to keep negotiations fair?
• What is the salesperson’s main point about the 'best deal' vs cost of ownership?
• The travel coupon is added to the top dollar for the trade-in. Where does it apply?
• How can you address a client who objects to your marketing plan due to skepticism about results?
• What is the recommended structure for an objection-handling conversation?
• Which step best keeps progress after addressing an objection?
• What does the dealer promise about the buying process?
• What does the response say about building credit with a cosigner?
• What argument is used to explain why chasing a bigger discount now may not be ideal?
• What does the script say about the length of a test drive?
• In a choice between two cars, if you drive them for three years, which car would you end up owing more money on?
• What is recommended when a client thinks the process is heavy with paperwork?
• What is the two-question rule in discovery during objections?
• When addressing objections, what should you do to demonstrate how the plan mitigates risk?
• If a buyer says they were only interested in the car you just sold, what is the suggested approach?
• How does the dealership present pricing to customers?
• If the customer is worried about payment increasing, what is the suggested benefit related to major repairs vs buying new?
• What role do case studies and testimonials play in objections about marketing plan effectiveness?
• Which statement about the Feel-Felt-Found framework is accurate?
• What is a best practice after hearing an objection to ensure understanding?
• How do you handle objections about timing of a sale with a plan?
• What privilege does the salesperson request?
• In the 'sleep on it' response, what does the salesperson identify as the likely cause of hesitation?
• Not sure about purchasing this brand, what does the dealer ask to understand needs?
• What pricing philosophy is emphasized regarding transparency?
• Which measure reflects how effectively you convert conversations into signed agreements?
• What statement signals the customer isn't fully convinced about the nearest dealer?
• What is the expected action when a customer claims the trade-in could be worth more, according to the sales approach?
• Which approach isolates the root objection most effectively?
• What is recommended when a buyer says the price is out of their budget?