“I’ve got a better price.”
“I’ve got your price beat.”
If you’ve heard it once, you’ve heard it a thousand times from your customers. It often seems like everyone who walks on to your lot has found a better price somewhere else.
What do you do?Where does this magical (often mythical) better price come from?
At this point in the sale, you do not know if your buyer is lying to you. You don’t know how other dealerships present their numbers.
So, what do you do? How do you handle the situation?
How you respond is everything.
It determines if you move the sale forward or if you kill the deal.
This is why your training is so important…use your training…use the Re-Sell/Re-Ask step in our Five Steps of Negotiation. It will refocus your buyer’s attention on the car they want to buy. From you. Today.
Watch today’s video for more tips on how to handle a customer telling you they have a better price from somewhere else.