Part of presenting your deal sheet with excellence is including the phrase “Taxes and fees, of course“.
You remember this – it’s part of your Excellence Roadmap training.
It’s part of the Agree Step.
There is a positive psychological impact to including this phrase as a casual, natural part of your deal sheet presentation. It subconsciously signals to your buyer this is a normal, everyday occurrence. Everyone pays taxes. It’s something we all do. It allows your buyer’s subconscious mind to say “yes”.
Too often, sales consultants present taxes and fees as a negative, as optional, as something that can be negotiated. This creates an objection to the taxes and fees in your buyer’s mind. Remember, when you expect a fight, you’re going to get one.
Tips for presenting your deal sheet:
- Start with the right thinking.
- Believe in your numbers.
- Guide buyer’s eyes with your pen.
- Say the ‘good’ numbers, the savings.
- Point to everything else.
Presenting your deal sheet with excellence is so much more than just a presentation. It’s a way to get your buyers to focus on the car, to focus on the excitement of getting the car, to focus on the joy of the purchase.