Price or Value

You will either build value or you’ll get stuck on price.

It’s important to separate the transaction (the money part) from the value of owning it.

Transactions & Negotiation should take place inside with a commitment.

When I say don’t talk ‘price’ on the lot, I’m referring to all of these: Price, discounts, trade, payoff, payments, down payment, leasing; anything that affects the transaction.

“But Joe, people ask on the lot.”

Of course – but it doesn’t mean you have to deep dive into any of that.

• “How much is it?” Tell them, “It’s Fifty-Two Five,” & bypass. If pressed, rephrase to the budget responses.
• “What will a lease run on this?” “Let’s find your perfect car, and I’ll get you the exact numbers.” (Bypass or if pressed, rephrase to budget.)
• “If I don’t get enough for mine, I’m not buying.” “I wouldn’t expect you to and I’ll have our appraiser take a look at it as soon as he’s free.” (Bypass or if pressed, rephrase.)

You can answer most questions quickly without discussing specifics. You’ll bypass (change the subject) or rephrase to ‘budget’…or both.

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If you don’t keep transactions out of the discussion on the lot, your sales will be price focused, tough to switch to budget, and you’ll miss easy sales you could have made.

Take the “Price” course on JVTN® to understand bypassing, rephrasing and price, and you’ll see how easy it really is to keep the conversation on the road to the sale.

It’s easy to do & you’ll sell more!

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Sell more cars and develop your skills with Joe Verde’s online training – JVTN®. Get more info or call us at (800) 445-6217.