CAR SALES TRAINING: CLOSING AND NEGOTIATING 101 (#3 of a 4 part series)

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Stop Selling, Start Closing. If It Doesn't Challenge You, It Doesn't Change You!

[hyundaireviews]

Old but gold. Some of Andy’s best stuff. IFYKYK

[jeananice]

What happens when the customer says I have another dealership offering me $3k more for my vehicle. BUT your managers don’t want to move an inch?

What type of wording would u use to justify purchasing their next vehicle from you even though you’re giving them less for their vehicle when another dealership is willing to give them more? I’m guessing one route would be why purchasing from your dealership is a better option by going into what your dealership does for your customers and the warranties they provide. But what if the customer just wants the most for their vehicle and not really caring about warranties and things of that nature?

What then would u say to try and persuade the customer to do business with your dealership even though they’re missing out on $3k from another dealership?

[raccoon]

*if a car is just sitting on a lot then WHY DOES IT COST $300 A MONTH TO HOLD IT... bull*

[kepreza]

I work at a Ford dealership, I ran into a situation where we appraised customer's old Ford at $2500, while they are on the phone and other Ford dealership offered $4700. I only thing I can come up with "have they seen your car in person?", but that's creating friction.

How can I go around the obstacle when customer lie about the condition of their car? What if I think their car is 3/10 condition wise, but they believe their car is 8/10?

[StoneColeStunna]

This is one of my biggest struggles. Everybody wants more for their trade. This was awesome!

[matthewjackson]

Seems to me with the time invested already on the haggler customer, you have to make a decision. Either sacrifice some gross to close it out or let him/her walk.

What should you do and when should you do it ? I'm guessing at some point the sales manager will advise you to make a sharp angle close like " Tony, if we got this trade-in value to $7900 could we close this deal out ?"

If that doesn't work then politely walk him, there's no sense giving away the farm. Negotiating with a piker is a losing venture.

I've heard in sales training that you should go for 8 closing attempts before throwing in the towel.

Somebody talk to me, I want to hear your thoughts.

[ashleylemmer]

Great one Andy, this is one of my problem areas.

[erickfernandorubio]

the best way ive seen. Amazing. Thank you Andy