Andy Elliot Objections Practice Test 2026 - Free Objection Handling Practice Questions and Study Guide

Think about the total cost of ownership, not just the sticker price. The salesperson is arguing that what it costs to own the item over time—maintenance, repairs, fuel or energy, depreciation, financing charges, insurance, and taxes—matters more than the initial purchase price. A deal that looks cheap upfront can end up more expensive over the years if it has high upkeep costs, frequent repairs, or poor resale value. Conversely, a higher upfront price can be a better deal if it brings lower ongoing costs, greater reliability, better fuel efficiency, or stronger resale value. So the main point is to evaluate the overall ownership costs to determine the true value of the deal. The other ideas focus only on the upfront price or on a single factor like the down payment, which misses how much owning the item will actually cost you over time.