A competing approval is on the table. Take it seriously — and then compare the whole structure.
Often true, and often incomplete. A credit union rate quoted on a different term, a different amount financed, or with conditions attached is not the same deal. The customer is comparing one number out of five.
Never wave it off. Ask the term, the amount, and whether it is a preapproval or a firm offer. Half of these objections resolve themselves once the details are on the table.
Run both side by side: payment, term, total interest, what happens with the trade payoff. Rate is the headline; the structure is the deal, and customers can see it once you put it in a column.
If their offer is genuinely better, use it — the store still delivers the vehicle. Fighting a good bank rate loses the customer over the smallest line item in the transaction.
Dismissing the offer without looking. It reads as protecting reserve, and it hands the customer a reason to distrust everything else you said.
Every rep can recite the answer. Almost none of them can say it cleanly under pressure the first time a customer says it out loud — which is the only version that counts.
Take the drillTake the competing offer seriously and compare the whole structure, not just the rate.
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