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Four Questions of the Counter Offer

Some customers you just can’t seem to close. Often, it is because they want things you cannot give them. When a buyer wants something that seems impossible, focus on what you can do for your buyer.

Ask yourself these four questions:

  1. What does the buyer say they want?
  2. Can I give it to them?
  3. What can I give them?
  4. How can I make it work for them?

During Step One of the Sales Process, you focus on building relationship and trust with your buyer. Use this relationship and trust to figure out what you can do to help buyers and meet their needs. Be creative with your solutions.

Present your solutions as a win for your buyer. Let them know how and why the
different vehicle, payment options, lease option, etc. benefits them personally.
(Remember: you learned your buyer’s what, why, and who they are during the
Understand Goals step.)

Think about some of your past, unclosed deals. Ask yourself the four questions.
How would have these questions helped you close the deal?

Good Selling!