Learn To Negotiate

I would never try to summarize ‘negotiation’ in here, it’s way too big. That’s why we have advanced courses on closing and setting up more successful negotiations on JVTN®.

Big Tip: The key to a successful negotiation depends on what you did on the lot – not what you do in your office.

To Set Up A Successful Negotiation…

Typical questions early on from customers evolve into price: How much is it? Negotiable? How much down? Payments? Etc.

When you talk about any of this on the lot, every negotiation becomes tougher, and your chances of a delivery drop like a rock.

Worse … even when customers don’t bring up price, most salespeople do: What did you want to spend? What payments are you thinking? How much down? Trade? Etc.

Most of us were taught to ask those questions to land them on the right priced car. Two problems: 1) It’s hardly ever the perfect car for them and people pay more for the right car than for the wrong car, and 2) You just started the negotiation.

And the losses keep piling up…

When it doesn’t sound like they can afford the perfect car, salespeople either try to switch them, or they just fast forward, skip critical steps (which makes the sale even tougher) and try

to write it up asap, so they can either sell it or get another ‘up’.

If you’ve taken the “PRICE” course on JVTN®, you understand the $#s they give you on the lot, are their lowest ‘hope we can do this’ numbers. What they’re willing to do overall (price, trade

value, down & payments) is thousands of dollars higher, and you see it happen on almost every deal – they bump and bump.

Talking about the $#s on the lot started your negotiation at rock bottom and now to even get close to their ‘willing to’ $#s, you’ll have to bump them the ‘thousands’ they would have started

with. To save face with you, too many will never go up to their highest $#s, and they leave instead.

Negotiation: It’s almost always about budget. If you bypass price on the lot when you work the deal, your challenge is to stick with ‘budget’ as the focus. Remember, no matter what the price is, if they can’t afford the payment, they won’t buy.

Other than disclosure, keep price out of your negotiations, and always move the discussion back to budget.

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Sell more cars with Joe Verde’s sales book, “Earn Over $100,000 Selling Cars – Every Year” for a free PDF or to order a soft cover book.