Taxes & Fees, Of Course

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.

Good Selling!

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