“What’s your best price on that red one?”
Customers ask questions like this on the lot and on the phone every day. It’s almost always asked before they’ve driven the car, or even know if they’re really interested in it.
It’s not technically an objection, but the question comes from fear. It’s designed to put you on the defensive so it’s useful to approach it like an objection.
Salespeople have shared a million variations on an old theme to address this question. It usually sounds something like, “the price doesn’t matter if you don’t want the car” or “it’s already priced to sell”, or “we price our cars, not our customers.”
Common Responses Create Resistance
These answers may be accurate, but they don’t move your sale forward. In fact, they often build a wall between you and the buyer and derail your process. There is a way to artfully address this common question so that your customer feels heard and understood.
The best price objection is one of the most common objections, and you need to prepare yourself to confidently and positively overcome it. Handling this question professionally, whether it comes on the lot or the phone, sets you apart from your competition and opens the door for a First Pencil Close.
One of the principles in all our training is that your thinking creates your actions. How you think about price and how you think about value will impact your entire career in sales.
David Lowe recently spoke on these topics and delivered hard-hitting, actionable training on a simple framework you can use to overcome all objections – including “What’s Your Best Price”.
From “just looking” to “Yes! I will buy this car today.”
The video shows how you can address your buyer’s fear and move your sales process forward.
Our training uses a proven process to move your buyer comfortably from “just looking” to “Yes! I will buy this car today.” Only then does it benefit your buyer to talk about price…
The free thirty minute live training shows how this same model applies to all objections you may face in the course of a selling a car today.