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Working Your Deal

To sell more cars, just eliminate price as an issue. It’s one of the easiest things you can do to not only sell more, but to hold more gross.

Since price comes up early on, learn to turn their price objections into budget concerns.

Why? Especially now with inflation gone wild, budget is definitely the deciding factor on whether they’ll buy or not for most people.

Starting Your Negotiation

When you write up a deal, do not start at 108, 96 or 84 months with $0 down. If you do, you just killed gross and will lose sales.

Start with shorter terms, like 48 or 54 and higher payments.

Do the same with 30% down. Once you explain the benefits of more down & shorter terms, you’ll be surprised at how often people put way more down and how many people choose shorter terms.

Of course you can go longer terms with less down, and when you do, it will be the 2nd or 3rd pass, not your first pass in the negotiation.

When they see payments at 48 with 30% down, they’ll always ‘feel’ much better when you offer 60 or 72 with less down on your next pass in the negotiation.

Now you’re not negotiating price, just down & term, and price is still at full sticker+.

Don’t just watch JVTN®, ‘take’ my courses like they matter – these skills control your income.


Learn to set goals in sales is so important…Download this ebook by Joe Verde, the leader in car sales training, “Get Everything You Want In Sales” today and learn how to control your own destiny.