How Wade handled ‘price’ and held gross!

“Thank you, Joe! I have so much more confidence after attending your Closing & Negotiation Workshop!

You just know when a customer is going to be tough, and it usually starts right after the greeting – when they bombard you with price related questions. I counted 4 times that I bypassed those, just so I could get to the demo.

I did a great job investigating, building value and getting those ‘yeses’ on their hot button features, then closed them with your assumptive sold line close and using what you taught. I handled their objections about 3 x and went through the action closes to build more value, transitioned to the office, and then the fun began.

Thanks to what I learned, and from my manager practicing with us on presenting the numbers, I was armed with so many ways to get this deal done.

I presented a full sticker deal, and focused on the negotiation on budget just like you said. They kept bringing up price and were pulling up similar cars at other dealerships on their phone while we were in the negotiations, but I never gave up.

Then I refocused to down payments multiple times, followed the steps we covered in the workshop and set up my manager for a smooth T.O.

We got the deal, only gave up $200 off the price and they left happy!

Not all deals are this tough, but it sure makes you feel good when you have the tools to close the tough ones and create a win-win negotiation with all of your customers.”

-Wade Fulp, Salesperson, PA