Instructor: Also Gomez

Sponsor: The Institute

Course Title: Objection Overruled!

Course Description: 

You’ve explained the repair. The estimate’s fair. The car needs work. And then—boom: “Let me think about it.” “I’ll call you back.” “That’s too much.” Sound familiar?

Objection Overruled is a high-impact workshop designed to arm your team with the tools, language, and mindset to handle objections like pros—without being pushy or defensive. We'll dig into why customers hesitate, what they're really saying, and how to respond in a way that builds trust and closes the sale.

You’ll learn how to:

• Identify the true objection hiding behind the words
• Use empathy, not pressure, to move the conversation forward
• Handle common objections like price, time, or “I need to talk to my spouse”
• Reframe the value of the repair so customers want to say yes
• Avoid the defensive back-and-forth—and stay in control of the call

This isn’t about canned responses. It’s about real conversations that connect, convert, and keep customers coming back.

 What You’ll Walk Away With:

• A battle-tested objection handling framework you can plug into any estimate
• Specific word tracks for the 5 most common customer pushbacks
• Roleplay-ready objection scenarios for training and coaching
• Confidence boosters to help advisors stay calm, clear, and in control
• A quick-reference “Objection Toolbox” to keep at the counter