February 20, 2025 • 17 mins
In this episode, we walk through a real-life deal and show how to turn a price fight into a value-based conversation. You’ll learn a simple way to move buyers past the money talk and into the benefits they truly want.
Transform your dealership’s performance in 2025—schedule a free call with David or sign up for a trial of the Dealership Playbook at:
https://preparetowin.com/lets-get-back-to-basics/
Connect with us at https://preparetowin.com
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
David Lowe (00:00):
Today's Prepare to Win.
We wanted to answer thequestion how do I get my buyer
to pay more than they said theywant to pay?
How do I move them?
And we had a specific car inmind, an actual deal that went
down, an actual question from asalesperson.
And so me and my manager, wewent in there and we showed them
(00:21):
the pricing, the V Auto and theKBB, and you know we've already
done.
They talked money, money, money, money, money.
What'd they do wrong?
Talk money, right.
What should you be talkingabout here?
Value, value.
Grace Lupoi (00:51):
Value.
Hi guys, I'm Grace LaPloy andI'm here with David Lowe and we
are on Season 2 of Prepare toWin, really excited.
So we had.
Our first season was reallytalking about principles that
drive success, and now Season 2is more so answering the
questions that we get from those.
David Lowe (01:07):
Yeah, yeah, Hello everybody, Welcome back to
season two.
And, by the way, this is brandnew.
We're shooting in front of alive studio audience, Just
joking.
So we have our four-day bootcamp here.
Everybody say hey.
So we've got our four-day bootcamp here.
Great salespeople learning tomaster the sales principles and
the process and the techniquesthat we teach.
(01:28):
It's been a great class and wethought we would start off this
new season with the class andit's really perfect because in
the last season we went over alot of the principles that drive
success.
So you season one.
You know there's natural lawskind of relate to it, and we
talked about how we use those inthe sales process.
This season we're going tofocus on questions coming from
(01:53):
salespeople all over.
We get questions all the time.
Here's the situation what wouldyou do, kind of thing, and so
this season we're going to tryto focus more on that.
Now, by the way, a couple ofthings for our subscribers.
If you're on the DealershipPlaybook, you see there's quick
links to sales tip videos, quicklinks, sales tips.
(02:14):
You should go through those.
There's a ton of answers forthe questions you have in those
sales tips.
There's also a link to thePrepare to Win podcast on that
too, so you can see that Is thatcool, Okay, so let's start with
the question of the day, andthen we'll talk about that.
Grace Lupoi (02:29):
Okay, so we've got a customer and they are buying a
2024 Jeep.
When it was brand new it's ahybrid, by the way when it's
brand new, it's $50,000, and thesales price is $35,000.
It's one year old $35,000 andthe sales price is $35,000.
It's one year old $35,000.
And they're trading in a 2018Jeep with 119,000 miles and the
(02:57):
offer for that is $10,000.
The market says it's worth$10,000.
So the difference is, of course, $25,000.
And this consultant called inand they said their customer was
wanting to give them $20,000.
They were offered $15,000somewhere else.
For their old car, we'reoffering $10,000.
So what do we do and how do wenot lose this deal?
David Lowe (03:16):
How do we close the deal?
You guys got the scenario.
This is real life Buying aone-year-old car that was 50
grand, new, great price at 35grand.
Guy calls on the internet,finds it great price.
I got a trade with 120,000miles, this one's hybrid, this
one's gas.
I want to trade it in.
(03:37):
And then he comes in and theywork a deal and it's 25 grand
plus tax and fees a differenceprice.
And the guy wanted to pay 20and his justification was hey,
another dealer gave me 15 for mycar off a higher priced car,
right?
Isn't it funny?
So people like to use whatevercomparisons they use, not even
(03:59):
Steven, right?
And so what could we have doneto close this deal, right?
So what, I ask?
I ask what did you guys do,right?
And so me and my manager, wewent in there and we showed them
the pricing, the V auto and theKBB, and you know we've already
done.
They talked money, money, money, money, money.
(04:22):
What did they do wrong To ourmoney, right?
What should you be talking abouthere?
Value, value, okay, everybody,take a blank piece of paper real
quick and on it real fast, asfast as you can.
Write three things that youcould say you guys don't.
(04:43):
You haven't seen the car, butyou know the descriptions of
what we said.
Three benefits of making thisdeal.
Three things they're gettingfor their money.
Just write three things thatcome to your mind.
Real quick, chris, we shouldplay the Jeopardy music during
this time, during the podcast.
Three things, there's a ton ofthings.
(05:04):
But see, what most people do was, when they're confronted with
price negotiations, they go andtalk simply, what Price?
Now you guys learn from us thatwhenever somebody says the
price is too high, we use theresell re-ask tool, don't we?
Step one, we show them whatEmpathy Good job.
(05:24):
And then we take that empathy,we work from the heart, we go to
their mind, we call that whatLogic.
And then the take that empathy,we work from the heart, we go
to their mind, we call that whatLogic.
And then the third thing we'regoing to do is move from logic
and redirect them back to whatthat whole package, that value.
Once we've done that, wereassure them and we react.
Okay, that's the principle.
Now we've got a story.
How do we put this story intothat?
(05:47):
Five-step resell?
Yeah, does that make sense?
You guys with me?
Okay, but we start within ourmind what is the buyer getting
for his mileage.
Let's just go around the room.
Grace is going to write them upas fast as we can put them.
I know you guys are probablylistening to the podcast online
and I hope that's being abenefit to you.
You can also watch it and seeour smiling faces.
(06:08):
But Grace is putting on theboard right now.
Everybody just go around andwe're going to shout one out Gas
mileage, hybrid to gas.
How much is that going to savethem?
Good Warranty, warranty.
Oh my gosh, what is that worth?
Brand new, almost brand new,light, new Right, good, keep
going.
More technology, more technologyGreat, good, keep going.
(06:28):
I have more technology, moretechnology Great one.
Keep going.
I think you have rebates onhybrids.
What is it Rebate on hybrids?
Okay, so use one though.
But you're right, hybrid,they're picking up a different
technology.
Keep going.
Just the feeling of a new car,feeling of a newer car, the joy
of a newer car.
Keep going.
Safety feature has beenupgraded.
(06:50):
Keep going.
Comfort difference right.
Future maintenance you got abrand new, reconditioned, a
one-year-old car that was justreconditioned here and you're
getting rid of a what Ahigh-mile car that's going to
need a lot of reconditioning,very good.
Keep going.
Sales tax on the trade Verygood.
(07:11):
Future savings Future savingson the car that they're trading
in.
Any reconditioning has to bedone to that right.
$50,000 to $35,000.
They're moving up how manyyears?
Six years, right.
(07:31):
How many miles are they pickingup?
100,000 miles.
It went from 20 to 100,000miles, almost.
Are you guys with us?
What else do they have?
Do they have any other value init?
Is there a lot that we couldsay of what they're getting this
(07:52):
person saving 15 grand off abrand new car.
So if you bought this car,drove it a year and I said I'll
give you 15 grand less for it,but that's what he's doing
Buying it for 15 grand less thanthe new one.
So there's a lot of things.
So here's what we're trying tosay.
When our buyers talk price, whatdo we talk Value?
(08:13):
What are you getting for themoney?
And often salespeople will getstuck at justifying the numbers
instead of reminding what wegave the buyer already.
You follow me, and the best wayto get into this, of course, is
empathy.
Right, what is an empathystatement?
(08:35):
I want to pay 20, not 25 grand,right, what is it Right?
I'm the same way.
Every time I go to buysomething.
I'm at home thinking here'swhat I want to spend, but when I
find what I really want, it'salways normal.
Isn't that normal?
Don't worry about it.
The point of empathy is to takethe pressure off the
(08:57):
negotiations, true or false.
Connect with the heart and thenwe use the logic.
How did we come up with thesenumbers?
Anyway, there's a place to talkabout.
The cool thing is, carlos, wewent out to your car, right?
You and I walked around,scanned it in and it's 120,000
miles.
But boy, it's nice for 120,000miles.
Put that in the computer and,of course, you've got a lot of
(09:20):
equipment.
Put that in the computer.
Every car needs something andyou know the stuff coming up on
your car.
The computer took all that intoaccount.
And, coming up on your car, thecomputer took all that in
account and that's how we cameup with the trade.
Every car being bought sold thetrade for you can trust it.
And we did the same thing withyour new Jeep, did the same
thing.
Put that in the computer.
And, by the way, that's why youcalled me from down south,
(09:40):
didn't it?
You came 50 miles because wehad a one-year-old car at a
great price.
True, true logic.
I got information to back me up, but logic won't close this.
I want to pay 20 grand.
You follow me.
(10:01):
It's not that he doesn't see thenumbers, it's just he doesn't
feel like it's his best deal.
Why?
Somebody poisoned the well andtold him we'll give you 15 grand
for your car Off of what I'llgive.
Give you 15 grand for your carOff of what I'll give you 100
grand for your car.
I mean, what does that evenmean?
Give me an apples to applescomparison.
And if that was so great, whyis he here now?
You understand the 15 off of.
(10:24):
I could sell you mine for 40,$15,000 for yours if it makes
you feel better, but it's stillwhat?
$25,000.
Yes or no?
Okay, you guys get that, okay.
So now that I've got the empathyand the logic, now can I go to
all this?
We have real trade value, notjust getting the 10.
We gave you that marketdiscount up front of $2,000 on
(10:47):
our used car.
That's like what Twelve grandKelly Blue Book or Blue Book
Value, true?
And then, of course, you add inthe what savings, tax savings,
and you don't have to doanything to your old Jeep
Reconditioning savings.
You're saving a fortune.
So you're getting a lot morefor your trade than you think.
Plus, let's take a look at whatyou guys follow me.
(11:10):
Could we go and flip the paperover, guys, and start writing
out this value?
See, today's prepare to win ispreparing us to think through
situations before you get tothem, right?
So if you feel like you'regoing to have a price problem
with your customer or adifference problem they've
indicated, I want you knowwhatever Before you leave your
(11:31):
manager, maybe take your dealsheet and flip it over and make
a list of everything thatthey're getting for their money.
Make sense.
I'll take you all the way backto 1980.
1988, when I started running myfirst dealership.
No computers, imagine that.
(11:51):
No cell phones.
We had blank sheets and thesalesman had to write it out.
You know, christopher Wilson,buying this car, trading this
car, had to write it in my hand,and then you had to.
For me, I wouldn't work yourdeal until you wrote.
You know, 1988 Escort LX,tinted windows, rear defroster,
(12:14):
cassette player.
You had to list everything or Iwouldn't work your deal.
What were we doing then?
Putting the value in up front.
Here's what you're getting.
What For your money?
Does that make sense?
Okay, and then, of course, onceI go through these, how much is
this going to save you?
Do you think A thousand?
Could you ask him, instead ofsaying you're getting better gas
(12:37):
amounts, could you say, hey,let's talk about all the things
you're getting, because I thinkthis deal packs a punch.
It's a great deal for you.
Could I take my time with thatredirect in value?
Of course, this is notsomething.
I've got these things.
If you're going to put 20,000miles a year on, how much is
that going to save us annually?
Let's quickly calculate it out.
(12:57):
That makes up that differenceright there, true or false?
How about the warranty.
Just one repair would coverthat right.
This is joy, safety, comfort, afuture sales tax.
We talked about savings.
Now, are you guys with me?
This is man.
That's why this is a brilliantdeal.
What is that called?
(13:17):
Are you sure?
And then what I say?
So let's do it.
Give me your signature, let meget it cleaned and filled up for
you.
Okay, what is my re-asking?
Without dropping one cent, sayI'm confident.
Good deal, good deal.
And I just went through andexplained to you why I thought
(13:40):
it was.
What Good deal.
Now there's a couple of closesin here.
I don't know if we have time todo today A couple of closes
that we might point out.
And how many years are theymoving up?
What's the cost per year?
25 grand divided by six.
How much is that per year?
Four grand, 44.
(14:02):
To drive a car a year, whatwould it cost to lease a car
like this?
Six or 700 hours a month?
The normal cost is seven toeight grand a year to drive a
car like this, six or sevenhundred dollars a month.
The normal cost is seven toeight grand a year to drive a
car and this person's moving upsix years for what it's called a
cost per year close.
How about a cost per mile?
Close, they're moving up ahundred thousand miles.
What is each mile worth?
According to how much do Iwrite a check for every month
(14:26):
when you drive your car?
Sixty-five cents a mile is theIRS reimbursement for mileage.
The lease is 25 cents a miledepreciation only 65 cents a
mile depreciation gas and upkeepright.
So somewhere in the middle isthe real cost.
Let's say it's 40 or 45 cents.
They're paying 25 cents.
(14:48):
100,000 miles for 25000.
So there's a cost per year anda cost per mile close here too,
isn't there?
Now, personally, I don't want toshoot all my bullets all at
once.
I'm going to use the resellre-ask and probably do this.
Does that make sense?
And if they say no again, thenthe five steps of negotiation
(15:09):
kick in, don't they?
All right, let me see what Ican Keep in mind.
Look at something you know thatyou're driving 25 grand.
Let's look at this cost peryear because I think you're
stealing this.
Follow me, can I try that again?
Now I don't have to do allthose up front.
So 25, two, just get anotherfour grand.
(15:30):
All right, let me see If I canget you.
Save you 100 or two.
You do that right Now.
I go into my what.
Oh no, I want five grand.
How close to this?
25?
Can I tell them you'll go, youguys follow me.
But can I use more story?
Can I use my cost per year asI'm soliciting influence and all
?
Can I use more story?
Can I use my cost per year asI'm soliciting an influencer?
(15:51):
Can I use my cost per mile?
Sales is about a few things.
I would say.
Sales is about confidence, it'sabout consistency, working that
process and at the end, it'sabout creativity.
How do I show them this worksfor you?
Does that make sense?
Today's Prepare to Win, wewanted to answer the question
(16:12):
how do I get my buyer to paymore than they said they want to
pay?
How do I move them?
And we had a specific car inmind, an actual deal that went
down, an actual question from asalesperson.
Does everybody have the pathnow?
Are you prepared to win?
When your buyer says I ain'tpaying that much, I want to pay
(16:32):
less, can you go ahead and takevalue and put that into your
five steps of resell, re-ask,empathy, logic, redirect, use it
to reassure and reclose?
You see how it fits.
Isn't that kind of cool.
I just wanted to find thecomments on that.
Were you good I?
Grace Lupoi (16:51):
think so, we're good.
David Lowe (16:52):
Rock and roll.
So this is a different flavorfor Prepare to Win.
This year.
Last year, all about principles.
This year we want to try toconnect those to your questions.
If you liked this, go ahead,and if you liked,
Today's Prepare to Win.
We wanted to answer thequestion how do I get my buyer
to pay more than they said theywant to pay?
How do I move them?
And we had a specific car inmind, an actual deal that went
down, an actual question from asalesperson.
And so me and my manager, wewent in there and we showed them
(00:21):
the pricing, the V Auto and theKBB, and you know we've already
done.
They talked money, money, money, money, money.
What'd they do wrong?
Talk money, right.
What should you be talkingabout here?
Value, value.
Grace Lupoi (00:51):
Value.
Hi guys, I'm Grace LaPloy andI'm here with David Lowe and we
are on Season 2 of Prepare toWin, really excited.
So we had.
Our first season was reallytalking about principles that
drive success, and now Season 2is more so answering the
questions that we get from those.
David Lowe (01:07):
Yeah, yeah, Hello everybody, Welcome back to
season two.
And, by the way, this is brandnew.
We're shooting in front of alive studio audience, Just
joking.
So we have our four-day bootcamp here.
Everybody say hey.
So we've got our four-day bootcamp here.
Great salespeople learning tomaster the sales principles and
the process and the techniquesthat we teach.
(01:28):
It's been a great class and wethought we would start off this
new season with the class andit's really perfect because in
the last season we went over alot of the principles that drive
success.
So you season one.
You know there's natural lawskind of relate to it, and we
talked about how we use those inthe sales process.
This season we're going tofocus on questions coming from
(01:53):
salespeople all over.
We get questions all the time.
Here's the situation what wouldyou do, kind of thing, and so
this season we're going to tryto focus more on that.
Now, by the way, a couple ofthings for our subscribers.
If you're on the DealershipPlaybook, you see there's quick
links to sales tip videos, quicklinks, sales tips.
(02:14):
You should go through those.
There's a ton of answers forthe questions you have in those
sales tips.
There's also a link to thePrepare to Win podcast on that
too, so you can see that Is thatcool, Okay, so let's start with
the question of the day, andthen we'll talk about that.
Grace Lupoi (02:29):
Okay, so we've got a customer and they are buying a
2024 Jeep.
When it was brand new it's ahybrid, by the way when it's
brand new, it's $50,000, and thesales price is $35,000.
It's one year old $35,000 andthe sales price is $35,000.
It's one year old $35,000.
And they're trading in a 2018Jeep with 119,000 miles and the
(02:57):
offer for that is $10,000.
The market says it's worth$10,000.
So the difference is, of course, $25,000.
And this consultant called inand they said their customer was
wanting to give them $20,000.
They were offered $15,000somewhere else.
For their old car, we'reoffering $10,000.
So what do we do and how do wenot lose this deal?
David Lowe (03:16):
How do we close the deal?
You guys got the scenario.
This is real life Buying aone-year-old car that was 50
grand, new, great price at 35grand.
Guy calls on the internet,finds it great price.
I got a trade with 120,000miles, this one's hybrid, this
one's gas.
I want to trade it in.
(03:37):
And then he comes in and theywork a deal and it's 25 grand
plus tax and fees a differenceprice.
And the guy wanted to pay 20and his justification was hey,
another dealer gave me 15 for mycar off a higher priced car,
right?
Isn't it funny?
So people like to use whatevercomparisons they use, not even
(03:59):
Steven, right?
And so what could we have doneto close this deal, right?
So what, I ask?
I ask what did you guys do,right?
And so me and my manager, wewent in there and we showed them
the pricing, the V auto and theKBB, and you know we've already
done.
They talked money, money, money, money, money.
(04:22):
What did they do wrong To ourmoney, right?
What should you be talking abouthere?
Value, value, okay, everybody,take a blank piece of paper real
quick and on it real fast, asfast as you can.
Write three things that youcould say you guys don't.
(04:43):
You haven't seen the car, butyou know the descriptions of
what we said.
Three benefits of making thisdeal.
Three things they're gettingfor their money.
Just write three things thatcome to your mind.
Real quick, chris, we shouldplay the Jeopardy music during
this time, during the podcast.
Three things, there's a ton ofthings.
(05:04):
But see, what most people do was, when they're confronted with
price negotiations, they go andtalk simply, what Price?
Now you guys learn from us thatwhenever somebody says the
price is too high, we use theresell re-ask tool, don't we?
Step one, we show them whatEmpathy Good job.
(05:24):
And then we take that empathy,we work from the heart, we go to
their mind, we call that whatLogic.
And then the take that empathy,we work from the heart, we go
to their mind, we call that whatLogic.
And then the third thing we'regoing to do is move from logic
and redirect them back to whatthat whole package, that value.
Once we've done that, wereassure them and we react.
Okay, that's the principle.
Now we've got a story.
How do we put this story intothat?
(05:47):
Five-step resell?
Yeah, does that make sense?
You guys with me?
Okay, but we start within ourmind what is the buyer getting
for his mileage.
Let's just go around the room.
Grace is going to write them upas fast as we can put them.
I know you guys are probablylistening to the podcast online
and I hope that's being abenefit to you.
You can also watch it and seeour smiling faces.
(06:08):
But Grace is putting on theboard right now.
Everybody just go around andwe're going to shout one out Gas
mileage, hybrid to gas.
How much is that going to savethem?
Good Warranty, warranty.
Oh my gosh, what is that worth?
Brand new, almost brand new,light, new Right, good, keep
going.
More technology, more technologyGreat, good, keep going.
(06:28):
I have more technology, moretechnology Great one.
Keep going.
I think you have rebates onhybrids.
What is it Rebate on hybrids?
Okay, so use one though.
But you're right, hybrid,they're picking up a different
technology.
Keep going.
Just the feeling of a new car,feeling of a newer car, the joy
of a newer car.
Keep going.
Safety feature has beenupgraded.
(06:50):
Keep going.
Comfort difference right.
Future maintenance you got abrand new, reconditioned, a
one-year-old car that was justreconditioned here and you're
getting rid of a what Ahigh-mile car that's going to
need a lot of reconditioning,very good.
Keep going.
Sales tax on the trade Verygood.
(07:11):
Future savings Future savingson the car that they're trading
in.
Any reconditioning has to bedone to that right.
$50,000 to $35,000.
They're moving up how manyyears?
Six years, right.
(07:31):
How many miles are they pickingup?
100,000 miles.
It went from 20 to 100,000miles, almost.
Are you guys with us?
What else do they have?
Do they have any other value init?
Is there a lot that we couldsay of what they're getting this
(07:52):
person saving 15 grand off abrand new car.
So if you bought this car,drove it a year and I said I'll
give you 15 grand less for it,but that's what he's doing
Buying it for 15 grand less thanthe new one.
So there's a lot of things.
So here's what we're trying tosay.
When our buyers talk price, whatdo we talk Value?
(08:13):
What are you getting for themoney?
And often salespeople will getstuck at justifying the numbers
instead of reminding what wegave the buyer already.
You follow me, and the best wayto get into this, of course, is
empathy.
Right, what is an empathystatement?
(08:35):
I want to pay 20, not 25 grand,right, what is it Right?
I'm the same way.
Every time I go to buysomething.
I'm at home thinking here'swhat I want to spend, but when I
find what I really want, it'salways normal.
Isn't that normal?
Don't worry about it.
The point of empathy is to takethe pressure off the
(08:57):
negotiations, true or false.
Connect with the heart and thenwe use the logic.
How did we come up with thesenumbers?
Anyway, there's a place to talkabout.
The cool thing is, carlos, wewent out to your car, right?
You and I walked around,scanned it in and it's 120,000
miles.
But boy, it's nice for 120,000miles.
Put that in the computer and,of course, you've got a lot of
(09:20):
equipment.
Put that in the computer.
Every car needs something andyou know the stuff coming up on
your car.
The computer took all that intoaccount.
And, coming up on your car, thecomputer took all that in
account and that's how we cameup with the trade.
Every car being bought sold thetrade for you can trust it.
And we did the same thing withyour new Jeep, did the same
thing.
Put that in the computer.
And, by the way, that's why youcalled me from down south,
(09:40):
didn't it?
You came 50 miles because wehad a one-year-old car at a
great price.
True, true logic.
I got information to back me up, but logic won't close this.
I want to pay 20 grand.
You follow me.
(10:01):
It's not that he doesn't see thenumbers, it's just he doesn't
feel like it's his best deal.
Why?
Somebody poisoned the well andtold him we'll give you 15 grand
for your car Off of what I'llgive.
Give you 15 grand for your carOff of what I'll give you 100
grand for your car.
I mean, what does that evenmean?
Give me an apples to applescomparison.
And if that was so great, whyis he here now?
You understand the 15 off of.
(10:24):
I could sell you mine for 40,$15,000 for yours if it makes
you feel better, but it's stillwhat?
$25,000.
Yes or no?
Okay, you guys get that, okay.
So now that I've got the empathyand the logic, now can I go to
all this?
We have real trade value, notjust getting the 10.
We gave you that marketdiscount up front of $2,000 on
(10:47):
our used car.
That's like what Twelve grandKelly Blue Book or Blue Book
Value, true?
And then, of course, you add inthe what savings, tax savings,
and you don't have to doanything to your old Jeep
Reconditioning savings.
You're saving a fortune.
So you're getting a lot morefor your trade than you think.
Plus, let's take a look at whatyou guys follow me.
(11:10):
Could we go and flip the paperover, guys, and start writing
out this value?
See, today's prepare to win ispreparing us to think through
situations before you get tothem, right?
So if you feel like you'regoing to have a price problem
with your customer or adifference problem they've
indicated, I want you knowwhatever Before you leave your
(11:31):
manager, maybe take your dealsheet and flip it over and make
a list of everything thatthey're getting for their money.
Make sense.
I'll take you all the way backto 1980.
1988, when I started running myfirst dealership.
No computers, imagine that.
(11:51):
No cell phones.
We had blank sheets and thesalesman had to write it out.
You know, christopher Wilson,buying this car, trading this
car, had to write it in my hand,and then you had to.
For me, I wouldn't work yourdeal until you wrote.
You know, 1988 Escort LX,tinted windows, rear defroster,
(12:14):
cassette player.
You had to list everything or Iwouldn't work your deal.
What were we doing then?
Putting the value in up front.
Here's what you're getting.
What For your money?
Does that make sense?
Okay, and then, of course, onceI go through these, how much is
this going to save you?
Do you think A thousand?
Could you ask him, instead ofsaying you're getting better gas
(12:37):
amounts, could you say, hey,let's talk about all the things
you're getting, because I thinkthis deal packs a punch.
It's a great deal for you.
Could I take my time with thatredirect in value?
Of course, this is notsomething.
I've got these things.
If you're going to put 20,000miles a year on, how much is
that going to save us annually?
Let's quickly calculate it out.
(12:57):
That makes up that differenceright there, true or false?
How about the warranty.
Just one repair would coverthat right.
This is joy, safety, comfort, afuture sales tax.
We talked about savings.
Now, are you guys with me?
This is man.
That's why this is a brilliantdeal.
What is that called?
(13:17):
Are you sure?
And then what I say?
So let's do it.
Give me your signature, let meget it cleaned and filled up for
you.
Okay, what is my re-asking?
Without dropping one cent, sayI'm confident.
Good deal, good deal.
And I just went through andexplained to you why I thought
(13:40):
it was.
What Good deal.
Now there's a couple of closesin here.
I don't know if we have time todo today A couple of closes
that we might point out.
And how many years are theymoving up?
What's the cost per year?
25 grand divided by six.
How much is that per year?
Four grand, 44.
(14:02):
To drive a car a year, whatwould it cost to lease a car
like this?
Six or 700 hours a month?
The normal cost is seven toeight grand a year to drive a
car like this, six or sevenhundred dollars a month.
The normal cost is seven toeight grand a year to drive a
car and this person's moving upsix years for what it's called a
cost per year close.
How about a cost per mile?
Close, they're moving up ahundred thousand miles.
What is each mile worth?
According to how much do Iwrite a check for every month
(14:26):
when you drive your car?
Sixty-five cents a mile is theIRS reimbursement for mileage.
The lease is 25 cents a miledepreciation only 65 cents a
mile depreciation gas and upkeepright.
So somewhere in the middle isthe real cost.
Let's say it's 40 or 45 cents.
They're paying 25 cents.
(14:48):
100,000 miles for 25000.
So there's a cost per year anda cost per mile close here too,
isn't there?
Now, personally, I don't want toshoot all my bullets all at
once.
I'm going to use the resellre-ask and probably do this.
Does that make sense?
And if they say no again, thenthe five steps of negotiation
(15:09):
kick in, don't they?
All right, let me see what Ican Keep in mind.
Look at something you know thatyou're driving 25 grand.
Let's look at this cost peryear because I think you're
stealing this.
Follow me, can I try that again?
Now I don't have to do allthose up front.
So 25, two, just get anotherfour grand.
(15:30):
All right, let me see If I canget you.
Save you 100 or two.
You do that right Now.
I go into my what.
Oh no, I want five grand.
How close to this?
25?
Can I tell them you'll go, youguys follow me.
But can I use more story?
Can I use my cost per year asI'm soliciting influence and all
?
Can I use more story?
Can I use my cost per year asI'm soliciting an influencer?
(15:51):
Can I use my cost per mile?
Sales is about a few things.
I would say.
Sales is about confidence, it'sabout consistency, working that
process and at the end, it'sabout creativity.
How do I show them this worksfor you?
Does that make sense?
Today's Prepare to Win, wewanted to answer the question
(16:12):
how do I get my buyer to paymore than they said they want to
pay?
How do I move them?
And we had a specific car inmind, an actual deal that went
down, an actual question from asalesperson.
Does everybody have the pathnow?
Are you prepared to win?
When your buyer says I ain'tpaying that much, I want to pay
(16:32):
less, can you go ahead and takevalue and put that into your
five steps of resell, re-ask,empathy, logic, redirect, use it
to reassure and reclose?
You see how it fits.
Isn't that kind of cool.
I just wanted to find thecomments on that.
Were you good I?
Grace Lupoi (16:51):
think so, we're good.
David Lowe (16:52):
Rock and roll.
So this is a different flavorfor Prepare to Win.
This year.
Last year, all about principles.
This year we want to try toconnect those to your questions.
If you liked this, go ahead,and if you liked,
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