When you negotiate, you have to have a plan – a process. You know your buyer will say things like…”I want more for my trade.””I can’t afford that payment.””I can get a better price somewhere else.” Don’t fall...
Today’s Sales Tip is about a frequently forgotten key to negotiating that costs you $1,000s of dollars a year. So, what is this often forgotten key to negotiation? Start every deal at your full sale price.Never pre-discount your first pencil. Another way to say...
During your Sales Process, especially during negotiation, remember the car is the star. Sell the features, advantages, and benefits. Most importantly, sell what these things mean to your buyer. Too often, we get stuck on price (or payment) and think the whole deal is...
I know most of you can’t stand dealer trades, and they are part of our business. Do you know, we often create the dealer trades we claim to hate? How? By starting the sale wrong and asking the wrong questions. By following the Sales Process in the Excellence...
There is power in trust and relationship. To stand out to your customers, you have to connect with them. There is power in establishing a common bond with your buyers.(This works for both the seller and the buyer.) In your Excellence Roadmap training, Sale One, Sell...
Why is important to know your customer’s why? The why is the fuel that drives actions. The why is the motivation. Their why is everything. The why drives your buyer’s actions. When you find our their why, it also gives you insight into the who (family,...
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