"I want to wait for the new model year to come out."

This objection sounds definitive, but it's usually rooted in uncertainty rather than a real preference for next year's vehicle. Most customers who say this haven't thought through the actual cost of waiting.

What's Behind This Objection

Customers delay for the new model because:

• They assume new = better
• They've read about upcoming changes and want to see them
• They feel like waiting is the responsible, research-oriented thing to do
• They're using it as a reason to postpone a decision they're not fully ready for

The First Response

"That makes sense. Can I ask — are there specific changes in the new model you're aware of and looking forward to, or is this more of a general feeling that newer is better?"

This question separates customers who have real information from those who are stalling.

If They Have Specific Changes in Mind

"I appreciate that — you've done your research. What changes are you expecting?"

[Let them list them]

Then respond specifically. Sometimes expected changes are minor or already present:

"Actually, the [feature they mentioned] was added to this model year in [month]. This vehicle has it. Let me show you."

Or, if the change is confirmed but minor:

"That's a fair point. What I'd ask you to factor in is the cost of waiting. The new model will come in at a higher price, and you'll spend 4-6 months in your current vehicle or without the vehicle you need. When I do that math for most customers, buying now nets ahead."

The Cost of Waiting Math

This is one of the most underused tools in objection handling:

"Here's the math on waiting. The new model arrives in [month]. That's [X] months away. At your current payment or using equivalent funds, that's roughly [X months × current car cost or opportunity cost]. The new model typically comes in at [Y% higher] than current year due to manufacturing cost increases."

"Plus, first-model-year vehicles often have bugs being worked out. The [current year] has had 12 months of refinement. For most buyers, buying now and refinancing or trading in two years is a better financial path."

If There Are No Confirmed Changes

"Most model years are carryovers with minor updates. I haven't seen anything announced that would make this a significantly different vehicle next year. Would it help to look at what's been published about the next model?"

If you can show there are no major changes coming, the waiting rationale collapses.

The Depreciation Argument

"Here's something worth considering — the vehicle you're looking at today starts depreciating the moment someone drives it off the lot. If you wait six months and buy the new model year, you're paying a higher price for a vehicle that will still lose value at the same rate. The current-year vehicle, meanwhile, has actually already absorbed some of its depreciation, meaning the net cost to own is often lower."

If It's a Stall

If the customer can't name any specific changes they're waiting for and seems generally unsure:

"I want to ask you directly — is this more about the new model specifically, or is there something about this vehicle or this deal that isn't quite right for you yet? Because sometimes 'I'll wait for the new model' is shorthand for something else."

This kind of honest, respectful directness often opens up the real objection.

FAQ

What if the new model genuinely has a major update coming? Be honest: "You're right — [specific change] is confirmed for the next model. Whether that's worth waiting for depends on how much you value it versus the cost of waiting. Let me show you both scenarios."

How do I handle a customer who is very brand and spec savvy? Match their level of knowledge. Pull up the model year specs together, compare them honestly, and let the data guide the conversation.

What incentives might make buying now better? Current model year often has the best incentives because dealers are making room for new inventory. "Manufacturer incentives on this model year are [X] right now. Those typically drop or disappear when the new model arrives."

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Timing objections are winnable when your team knows the right questions. DealSpeak trains your reps to handle new model year hesitation and every other timing objection with confidence. Try it free.