When it comes to objections, retailers focus on staying one step ahead—listening to the customer and looking for solutions to any potential pitfalls or problems.

When it comes to objections, retailers focus on staying one step ahead—listening to the customer and looking for solutions to any potential pitfalls or problems.

Kicker KX8001 800-Watt Mono Amplifier Submitted by: Kimberly Trainer, Car-Tunes Inc., Greenville, Miss. Main Selling Features: “This product has strong wattage output, a wireless controller and an excellent warranty.” Primary Objection: Price. How to Overcome: “We explain all the extras—more wattage, wireless controller included and a double warranty. For the price difference, it makes for an easy sale.”

Audio Dynamics ADCS622 6.5-Inch Components Submitted by: Justice Berry, Limitless Innovative Solutions Audio, Spring Hill, Kan. Main Selling Features: “The Audio Dynamics 6.5-inch component set is the perfect balance of affordability and performance. The set features a blended wool pulp cone midrange that achieves a realistic tone reproduction, paired with a silk dome tweeter that is capable of competing with speakers that are far greater in cost. Packaged with the tweeter and midrange is a high-end crossover that Audio Dynamics also pairs with its next two tiers of speaker set above the 2200 Series.” Primary Objection: Labor cost to install. How to Overcome: “At this point, we would have questioned our client to the point of overcoming their objections.”

Viper DS4 Digital Remote Start System With Bluetooth Submitted by: Dave Clews, 12 Volt Dave’s Audio, Pottsville, Pa. Main Selling Features: “The brand name Viper is what sells this product.” Primary Objection: Price, learning curve and additional parts required. How to Overcome: “We explain to customers how today’s vehicles have much more complex operating systems, and how well-planned the product has been engineered. We also show them how our staff has been well-trained to work with today’s technology.”

Pioneer DMH1500NEX Video Deck With CarPlay and Android Auto Submitted by: Jeff West, Benchmark Audio Inc., Springfield, Ill. Main Selling Features: “Customers enjoy being able to use navigation apps on their Apple or Android devices, while displaying them on this unit’s video screen.” Primary Objection: Missing features. How to Overcome: “Some consumer still want to play CDs or DVDs. This unit doesn’t have that option. We then recommend the next model, which offers CD/DVD playback capabilities.”

Alpine iLX-W650 7-Inch CarPlay/Android Auto Head Unit Submitted by: Seann Ernest, Certified Autosound & Security, Chilliwack, British Columbia, Canada Main Selling Features: “This radio has a very clean and elegant appearance. The radio gives you the ability to access some helpful apps from your phone like Google Maps, Waze, Spotify and many others. The radio has Bluetooth calling and audio streaming, so you can listen to music and make calls without having you phone connected. The radio layout also makes it very easy to operate.” Primary Objection: Missing features. How to Overcome: “I will show them another product that has the missing features they are looking for and explain the differences between the two products to make sure they’re purchasing the product they want.”

Pioneer AVH-W4500NEX Wireless Double-DIN Receiver Submitted by: George Smith, Mobileworks-Tintworks, Santa Maria, Calif. Main Selling Features: “This product is all about safety and convenience. We have seen some people who have rented cars, seen the technology and now they want it in their car. This product offers a more enjoyable drive.” Primary Objection: Price. How to Overcome: “We start at wireless units. If the customer is a price shopper, we can always step down to another unit, which will save them money. The customer has to decide which radio he or she most values.”

Thinkware F800PRO HD Dash Cam Submitted by: Keith McCumber, SoundsGood Auto Services, Coquitlam, British Columbia Main Selling Features: “This camera records things in the rain—it rains a lot here—and in the dark better than any other dash cam that I’ve ever seen.” Primary Objection: Price. How to Overcome: “We will point out to the client that the worst thing about recording something that’s important to them is being unable to make out what’s been recorded because of rain or low light. This product solves that problem.”

JL Audio VX800/8i Multi-Channel Amplifier With DSP Main Selling Features: “Car manufacturers spend millions of dollars making their cars sound the way they do, and the customer will still find it unsatisfactory. Now we can tune the customer’s new speakers while taking into account the environment of the interior of their vehicle.” Primary Objection: Price and labor cost to install. How to Overcome: “I talk to them about the equipment we use such as the RTA, measurement mic and O-Scope. I let them know we time align each speaker to specifically deliver the sound to them at the same time, creating a better listening environment.”

Helix DSP ULTRA Submitted by: Anthony Carranza, Audio Systems, Moreno Valley, Calif. Main Selling Features: “We show the customer that we care about their concern. We are attentive and listen to why they have come to us, and we listen to them explain what the problem is.” Primary Objection: Price. How to Overcome: “We demonstrate the product to the client. When they hear the difference the DSP makes, they want it.”

Sony XAV-AX5000 CarPlay / Android Auto Main Selling Features: “When using CarPlay or Android Auto, the customer is able to have the features of a higher-end navigation unit at a much lower price. Plus, they are also able to have interaction with their phone without having to actually pick up the phone.” Primary Objection: Labor cost to install. How to Overcome: “We offer a lifetime guarantee on our work, and explain the whole install process to our customers, making them more comfortable spending a little more money to have the install done correctly.”