July 14, 2024 • 18 mins
Learn how to overcome the common objection of "I want more for my trade" in sales negotiations. Master the art of selling with these tips!
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Episode Transcript
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David Lowe (00:00):
I gotta have payoff for my trade, right?
I know you're hearing this,maybe even every day.
In today's episode, we're goingto help you overcome this
common objection I want more formy trade.
Stay tuned.
Grace Lupoi (00:24):
Hi guys, welcome.
To Prepare to Win, I'm GraceLupoi and I'm here with David
Lowe, the Automotive Sales Coach, and today we're talking
through.
I just want more for my trade.
It's a pretty common objectionthat we get all the time.
David Lowe (00:34):
Yeah, in fact, this whole series has been really
about the things that everysalesman is asking us, right.
Every salesman and manager isasking us what's the best way to
handle that.
So we call them commonobjections.
And I think when we preparesalespeople, we're preparing you
to win right and to work withexcellence, to become a master
(00:56):
craftsman, and to do that youhave to know what to do, why to
do it, how to do it.
You have to practice so you cando it.
You have to do it right, right,do why to do it, how to do it.
You have to practice so you cando it.
You have to do it right.
It's also our responsibility totell you what if things go wrong
.
Okay, here's the way it'ssupposed to happen, but what
happens when it says road out,detour, right, and that's really
(01:20):
the objections we're talkingabout.
You're driving along, you'rehappy, and then I've got to take
a detour.
How do I get back on track,going?
And so we might call thosedetours objections, and there's
so many common ones.
I've been doing this 38 years.
They haven't changed Right, andwe've been covering them and
(01:40):
going through.
We're not going to give youone-liners.
There's guys out there overcomeevery objection and close every
say Listen, all they're doing,they're making themselves rich,
they're not making you rich,right, and so it's not possible.
But I tell you what is possible.
What's possible is transformingyourself into somebody who's
(02:02):
better, so that you could thinkthrough what's happening here.
Why is it happening?
How do I help my buyer over thesphere and continue to sail
Right?
That's what a master does.
A master doesn't memorize abook of closes.
It's good to practice yourlines, don't get me wrong, but
(02:25):
you have to understand what'shappening so you can apply it to
the person in front of you,because although the common
objections are the same, boy,they can be stated a million
different ways.
Grace Lupoi (02:37):
In fact, let's come up with some.
David Lowe (02:39):
The first one was what I say.
Grace Lupoi (02:40):
I just want pay off , I got to get pay off.
David Lowe (02:43):
Okay, what's another one?
You might have heard Same thingbut different way of saying it.
Grace Lupoi (02:47):
I can't take a loss on my car.
David Lowe (02:48):
I can't take a loss on my car.
They've already taken a loss,right, right.
The other dealer gave me thereyou go, I like this one.
I was online and it saidthey're all the same.
Yeah, I want more from my trade.
But, you're going to hear it inso many different ways.
You might even hear this All Iwant today is to know what my
(03:09):
car is worth.
In other words, they've beenonline for 16 or 20 hours.
They're unhappy with whatthey're seeing, saying what
they're seeing, sorry, and ofcourse they're saying to you
I've seen that stuff and it'snot good enough.
But they don't really use thosewords.
They just say all I'm reallylooking for is what you're going
(03:29):
to give me for my trade right.
What they're really saying is Iwant more than the market will
bear.
I'm looking for somebody to paymore in the market.
So we know that we don'tactually appraise trades.
The market does.
We appraise the condition, butit's the market that values them
.
So you could put it that waytoo the market determines the
(03:52):
dollars.
All we're doing is appraisingthe condition.
Obviously, no two cars are alikeSame year, same make, same
model, same color, sameequipment.
One needs tires, one doesn't.
One was parked, you know, in aparking lot.
It was covered in dings and onewas, you know.
One was garage kept, one wasn't.
(04:13):
One had environmentalprotection on it, so it looks
great One.
The customer decided to wing it, didn't take the protection.
So we know that conditions ofthe actual vehicle are different
, but in terms of the value ofRight.
So the appraisal takes thecondition to make them equal and
(04:36):
then the value is what it is,ok.
So the buyer is going to say Iwant more than market.
Oh, they don't say it that way,they say it this other way.
I don't care what the market is, I want it.
So maybe some do that, maybeyou heard that.
Ok, so you've got to have aplan right now.
Our plan is kind of allencompassing.
We know this is coming.
(04:57):
So in our sales process, on thedealership playbook.
In fact, right now is thecourse up the win-win closing.
And part of win-win closingactually begins early,
developing relationship andtrust by seeking to understand
our right, our buyer's goals.
And then of course there'strying to understand their right
, our buyer's goal, and then ofcourse there's trying to
understand their old car.
(05:18):
We walk around it and do thatsilent appraisal.
There's some out there that saythe silent appraisal is dead.
In fact I don't know.
The guy from V Auto says weshouldn't do, we should do an
active appraisal.
Well, he's not right, he's notwrong either.
The active appraisal is a goodbump, but the silent appraisal.
There's so much more than justwhat he's saying.
So I'd say I'm sorry, dale, butthat's absolutely incorrect.
(05:40):
The salesman walking around thatcar with a buyer not only helps
devalue it in the buyer's mind,it helps the salesman get more
realistic, doesn't it Right?
But more importantly, itconnects the relationship and
trust.
We learn a lot about our buyeraround the trade.
Silent appraisal stillimportant.
Mark my words.
The whole truth is not.
(06:00):
The silent appraisal is not.
So we know that we're going tostart overcoming this early.
And if we're facing it duringthe close, hey, I'm looking at
my numbers and I got to havemore for my trade.
I can't take that kind of loss.
I got to get payoff.
We got to go back and say wasour relationship with trust
there?
(06:20):
Did we connect and lead or thebuyer lead?
Did we do a good, soundappraisal, yes or no?
Does that make sense?
Right?
All that plays into how much ofhow many times I'm going to
hear this objection and howadamant the buyer is going to be
.
So the silent appraisal and thewholesale one right sell or sell
, the welcome and the understandgoals and silent appraisal
(06:43):
works together.
They really work and they willhelp with it, but they won't
overcome it all the time.
So we're still going to doeverything right.
And you're still going to hearoh, I can't take that from my
trade.
You're still going to hear it.
So you need to be prepared,true, right, you have to have a
plan.
Good news is we're going togive you that plan, right, we're
(07:06):
going to give you an overview.
If you're a subscriber on ourDealership Playbook, you already
have access to it.
It's all over.
It's in our 21-Day Fast Start.
It's all over.
It's in our 21-day fast start.
We talk about it.
We talk about it in our win-winclosing.
We talk about it in our coreclasses sell the deal.
We talk about it in all ourquick review.
We talk about it, we talk aboutit.
(07:26):
We talk about it because it'sso important, right?
So there's many ways for you tolearn it and refresh and keep
your knowledge strong.
If you're not a subscriber,we're going to kind of give you
a look into the process ofovercoming this common objection
.
I got to have more for my car,right?
Whatever way they say it, right?
(07:46):
So now, grace, we've sold carstogether.
That's how you got this job.
So those of you who don't knowGrace during college she sold
service and then she sold carsand that's how we connected.
During her years of going tocollege and selling cars in the
summer, we became prettyconnected and I really was drawn
(08:07):
to her hunger.
I need to understand this.
I want to know more Her abilityto hear it, work on it and use
it right away.
That's really what a championdoes.
See, there's information, right,there's even inspiration, but
we want transformation.
(08:27):
That's when the information andinspiration turn into action,
and only you can do that.
So we are trying to do thatwith the information we give.
We're trying to inspire you.
You know you can be better thanyou can Grace.
You demonstrate why you haveyour job so young with
Automotive Sales, because you'remaking such an impact with
today's sales team.
So it's great to have you.
(08:47):
So you've gone through this asa salesman.
I remember one specific dealwas kind of a game changer and I
think it was you called me.
I got a guy coming back thatsays another dealer's given more
for his trade.
Is that right?
Okay, but it was not anintrepid, not an intrepid.
Grace Lupoi (09:08):
Price for 300.
Okay, he was buying price for300.
300.
Okay.
David Lowe (09:12):
All right, yeah, so we had that discussion and this
is cool.
Coaches by the way, managers,if you're on here, this is so
cool.
If you have a playbook, if youhave a game plan, and your team
comes up to you and says, how doI win with this situation, we
say, let's check the playbook,let's look at the game film.
(09:33):
That's all I did.
My coaching over the phone wastaking you to the very things we
trained.
So let's walk through thatlittle, tell that story a little
bit, if you would.
Grace Lupoi (09:47):
Yeah, yeah.
So I love telling the story,because it's one of those things
where you hear it all the timeright, you got to do this, you
got to do this.
Once you do it, though, it justbuilds so much more confidence
and belief in what it is right.
And so I had.
I had done the training and Ihad watched the videos and
talked to my my co-workers onwhat this means when a customer
says, yeah, I need more for my,for my trade.
And in this case he said, yeah,another dealership was giving
me, I think, like five grandmore than what we had given him
(10:10):
for his trade, and so I didn'tknow how to handle it.
I had watched the videos, thereal trade value, walking
through resell, re-ask, and so Icalled you and I said hey, I
got a guy coming in.
I don't know exactly the bestway to go about this.
I'm a little bit confused onhow to do this.
And you said, well, come downto the store and tipton, we'll
practice it and then we'll useyour number.
(10:31):
So I have the deal sheet.
Yeah, so I came down onemorning, you and I practiced it.
You taught me not just the whatbut really the why, right,
which for me is a big thing.
David Lowe (10:40):
I always ask why well, why do we do that?
Grace Lupoi (10:41):
why, and so learning the why and and having
the confidence and practicing itwith you.
I go back to the store and hecomes in and he's an older guy
and I'm like, hey, what's up?
Hey, all right, all right, thisis great.
So we go through it and againyou taught me the big thing,
which is confidence.
Yeah right, my confidence is hisconfidence right and so we, I
do real trade value, I do thefull, the full five steps of
(11:03):
rese reseller.
He doesn't ask a singlequestion again and says, yeah,
that sounds good, you're right.
He signs it, and I remember Idon't hide my face well, right,
and so I'm excited and I leaveand I call you and go oh my gosh
, that freaking worked.
David Lowe (11:17):
Yeah, it freaking worked.
It freaking worked.
That was it.
It freaking worked.
Well, duh right.
This is not a theory, that'sthe really thing.
Grace Lupoi (11:25):
I think that we sometimes think well, this
situation is different, yeahthere's no way it really works
to a T like that, because he'sgot five grand more.
David Lowe (11:36):
Now if you watched the episode we did, I did it
actually on a mountain biketrail.
I talked about looking straightahead.
Don't look at your feet, don'tlook at the rocks on the trail.
When you focus on the rocks,you hit the rocks and it takes
you down.
Can I tell you something Easiersaid than done?
I busted my chain in myderailleur shortly on that trip.
(12:01):
Hitting rocks, there's a lot ofpaths that there's no avoiding
things, and the better you are,the more practice you have right
, the more confident you are andthe more you keep your head up.
So if I'm biking with betterbikers which is most people
they're better mountain bikers.
(12:21):
They can make, they can rideover things that sometimes I
fail to ride over because I'mhalfway over and I'll look down
right, am I really doing thisright?
Does that make sense?
I think that it's really easyfor you guys, as you're learning
this stuff, to look down in themiddle of it.
I just want you to rememberstuff, to look down in the
(12:46):
middle of it.
I just want you to remember gothrough the process with
confidence and if it doesn'twork, we've taught you what to
do next anyway the five rules ofnegotiation.
So what if it doesn't work?
You've got your next steps, butif you don't apply it, it can't
work.
There's no way you can cover.
If I didn't look up, I couldn'teven got a partway over that
trail.
Get as far over the trail asyou can every time and pretty
(13:08):
soon you'll be covering thatwithout a problem, and that's
what you did.
So once you've applied.
So what you're talking about isbuyer says he wants more first
trade.
We have our resale re-ask right.
In this case, that wasn'treally there.
What was there was this guycalls on the phone and says what
they're giving me more?
That's the rock.
(13:29):
So you start looking at therock.
How do I ride over this rock?
And we said the same way.
You do everything else.
You look at where you're going,not at the obstacle, which is
what you did.
So you didn't have to gothrough it, presenting the deal
with confidence, knowing in yourbackhand you had the five steps
of resell, re-ask and the stepsof real trade value.
(13:50):
So let's go over that realtrade value real quick.
And here's the formula.
Somebody wants more for thetrade.
We always use empathy.
I get it, I'm the same way, andthen I'm going to let them know
how foolish they are.
Listen to how clever this is, Iget it.
I'm the same way.
And then I'm going to let themknow how foolish they are.
Listen how clever this is, Iget it.
I'm the same way.
I always want more from my carthan the market says it's worth.
There's that four grand, isn'tit?
(14:10):
I want more than what I do.
Everybody does, and it's okay,it's normal, yeah.
So I'm kind of flipping thescript right.
Instead of I should feel bad,I'm not giving them enough, you
should feel bad, you're asking,but don't feel bad because we
all do.
That's the psychology.
And, by the way, in our quickreview course we break down the
(14:34):
steps of our sale and the toolsthat we use, almost everything
that we teach.
We give you a short four orfive minute psychology, human
intelligence.
Here's what we're doing andhere's why we're doing it right.
Here's why it works.
I think it's really important.
If you want to be a mastersalesman, if you just want to
sell a couple of cars, heck, themarket will take care of that
for you.
If you want to just make somemoney, the market will take care
(14:55):
of that.
If you want to build a careerthat you can count on and maybe
even advance your career, becomea master.
Who came up with the number?
The cool thing is, you and Iwalked around your car together,
didn't we?
The car is gorgeous.
I put all that in us.
Everything we say there isdesigned to keep that
(15:17):
relationship tight, whileletting them know the market
decides.
If you don't know that logicstatement, get online, open it
up and practice it.
It's so powerful and insidethat logic is real trade value.
And Grace, you're getting morethan you thought.
You're not just getting themarket value, don't forget.
You got this discount as well.
(15:38):
You add those together.
That's like a blue book, bluebook trade.
There's a tax savings thatsaves you a lot.
Oh, and, by the way, you don'thave to touch your car.
You and I walked around yourcar.
Hey, just get a car ready, anice one like yours, for the lot
costs us two to four cents amile, plus the tires you talked
about and brakes.
You're looking at two, three,maybe even $4,000 in normal
(16:00):
recondition.
That's money you keep, moneyyou save.
You add all that up.
You're killing it on your trade.
That's part of what we callreal trade value.
Now, the cool thing is you hadthat in your back pocket if you
needed it.
That's like a get out of jailfree card.
Well, I'm dead serious.
If you don't need it, you don'tplay it.
(16:22):
Why would you use it if youdon't need it?
But knowing you have it createsan incredible amount of
confidence to go ahead andpresent your deal and ask for
action, doesn't it All right?
So today's episode, we want totalk about something I know
you're facing and I think thetypical salesman said I want
(16:43):
more, four grand more for mytrade.
Oh my God.
Well, I don't decide to trade.
Let me go talk to my manager.
Oh my God, it's costing you somuch money.
Stop it.
Come up with a plan.
Hold on those cars, makeyourself some money by
understanding human intelligence, why people do what they do and
use the simple.
(17:03):
It's a roadmap.
It's simple Our Resell, reaskroadmap.
Along with that real trade.
There's simple steps.
Anybody can master them.
Anybody can master them.
All it takes is a little timeand energy.
Are you willing to invest sometime and energy to close more
deals for more money?
In a way, the customer saysthank you, yes or no.
(17:24):
Now that's up to you.
I've done it throughout mycareer and it's paid off and
countless others that go throughthis training have committed
themselves and it's paying off.
But that's up to you.
Everybody's got to make theirdecision.
You can just keep winging itand make what you make, or you
can become a master.
To become a master, you takepersonal responsibility for
yourself, all right.
So today's episode all aboutthis common objection I want
(17:48):
more for my trade and instead ofgetting up and running to your
manager, you have a plan.
We're giving you a plan thattalks about you know this
empathy and this logic thatreally says you're getting more
than you think.
Right?
And of course, as soon as we'redone with that, we close with
confidence, and the way we dothat is we take them off the
(18:08):
trade and back to the car,reassure them it's a great deal
and re-ask them without giving apenny.
That's the key.
If you can't do that, go onlinepreparetowin.
com or automotivesalescoach.
com.
Find out how simple it is tobecome a partner with us and
have access to these powerfulnegotiated and closing tools.
(18:28):
They will make you so muchmoney and more than that.
Even more importantly, it'llhelp you live really with that
joy, peace and confidence, thatsatisfaction that can only come
from the pursuit of your bestself.
Cool, like us.
You have a question, put it outthere.
We'd love to do an episodeaddressing these questions as
(18:50):
they come in and good selling.
I gotta have payoff for my trade, right?
I know you're hearing this,maybe even every day.
In today's episode, we're goingto help you overcome this
common objection I want more formy trade.
Stay tuned.
Grace Lupoi (00:24):
Hi guys, welcome.
To Prepare to Win, I'm GraceLupoi and I'm here with David
Lowe, the Automotive Sales Coach, and today we're talking
through.
I just want more for my trade.
It's a pretty common objectionthat we get all the time.
David Lowe (00:34):
Yeah, in fact, this whole series has been really
about the things that everysalesman is asking us, right.
Every salesman and manager isasking us what's the best way to
handle that.
So we call them commonobjections.
And I think when we preparesalespeople, we're preparing you
to win right and to work withexcellence, to become a master
(00:56):
craftsman, and to do that youhave to know what to do, why to
do it, how to do it.
You have to practice so you cando it.
You have to do it right, right,do why to do it, how to do it.
You have to practice so you cando it.
You have to do it right.
It's also our responsibility totell you what if things go wrong
.
Okay, here's the way it'ssupposed to happen, but what
happens when it says road out,detour, right, and that's really
(01:20):
the objections we're talkingabout.
You're driving along, you'rehappy, and then I've got to take
a detour.
How do I get back on track,going?
And so we might call thosedetours objections, and there's
so many common ones.
I've been doing this 38 years.
They haven't changed Right, andwe've been covering them and
(01:40):
going through.
We're not going to give youone-liners.
There's guys out there overcomeevery objection and close every
say Listen, all they're doing,they're making themselves rich,
they're not making you rich,right, and so it's not possible.
But I tell you what is possible.
What's possible is transformingyourself into somebody who's
(02:02):
better, so that you could thinkthrough what's happening here.
Why is it happening?
How do I help my buyer over thesphere and continue to sail
Right?
That's what a master does.
A master doesn't memorize abook of closes.
It's good to practice yourlines, don't get me wrong, but
(02:25):
you have to understand what'shappening so you can apply it to
the person in front of you,because although the common
objections are the same, boy,they can be stated a million
different ways.
Grace Lupoi (02:37):
In fact, let's come up with some.
David Lowe (02:39):
The first one was what I say.
Grace Lupoi (02:40):
I just want pay off , I got to get pay off.
David Lowe (02:43):
Okay, what's another one?
You might have heard Same thingbut different way of saying it.
Grace Lupoi (02:47):
I can't take a loss on my car.
David Lowe (02:48):
I can't take a loss on my car.
They've already taken a loss,right, right.
The other dealer gave me thereyou go, I like this one.
I was online and it saidthey're all the same.
Yeah, I want more from my trade.
But, you're going to hear it inso many different ways.
You might even hear this All Iwant today is to know what my
(03:09):
car is worth.
In other words, they've beenonline for 16 or 20 hours.
They're unhappy with whatthey're seeing, saying what
they're seeing, sorry, and ofcourse they're saying to you
I've seen that stuff and it'snot good enough.
But they don't really use thosewords.
They just say all I'm reallylooking for is what you're going
(03:29):
to give me for my trade right.
What they're really saying is Iwant more than the market will
bear.
I'm looking for somebody to paymore in the market.
So we know that we don'tactually appraise trades.
The market does.
We appraise the condition, butit's the market that values them
.
So you could put it that waytoo the market determines the
(03:52):
dollars.
All we're doing is appraisingthe condition.
Obviously, no two cars are alikeSame year, same make, same
model, same color, sameequipment.
One needs tires, one doesn't.
One was parked, you know, in aparking lot.
It was covered in dings and onewas, you know.
One was garage kept, one wasn't.
(04:13):
One had environmentalprotection on it, so it looks
great One.
The customer decided to wing it, didn't take the protection.
So we know that conditions ofthe actual vehicle are different
, but in terms of the value ofRight.
So the appraisal takes thecondition to make them equal and
(04:36):
then the value is what it is,ok.
So the buyer is going to say Iwant more than market.
Oh, they don't say it that way,they say it this other way.
I don't care what the market is, I want it.
So maybe some do that, maybeyou heard that.
Ok, so you've got to have aplan right now.
Our plan is kind of allencompassing.
We know this is coming.
(04:57):
So in our sales process, on thedealership playbook.
In fact, right now is thecourse up the win-win closing.
And part of win-win closingactually begins early,
developing relationship andtrust by seeking to understand
our right, our buyer's goals.
And then of course there'strying to understand their right
, our buyer's goal, and then ofcourse there's trying to
understand their old car.
(05:18):
We walk around it and do thatsilent appraisal.
There's some out there that saythe silent appraisal is dead.
In fact I don't know.
The guy from V Auto says weshouldn't do, we should do an
active appraisal.
Well, he's not right, he's notwrong either.
The active appraisal is a goodbump, but the silent appraisal.
There's so much more than justwhat he's saying.
So I'd say I'm sorry, dale, butthat's absolutely incorrect.
(05:40):
The salesman walking around thatcar with a buyer not only helps
devalue it in the buyer's mind,it helps the salesman get more
realistic, doesn't it Right?
But more importantly, itconnects the relationship and
trust.
We learn a lot about our buyeraround the trade.
Silent appraisal stillimportant.
Mark my words.
The whole truth is not.
(06:00):
The silent appraisal is not.
So we know that we're going tostart overcoming this early.
And if we're facing it duringthe close, hey, I'm looking at
my numbers and I got to havemore for my trade.
I can't take that kind of loss.
I got to get payoff.
We got to go back and say wasour relationship with trust
there?
(06:20):
Did we connect and lead or thebuyer lead?
Did we do a good, soundappraisal, yes or no?
Does that make sense?
Right?
All that plays into how much ofhow many times I'm going to
hear this objection and howadamant the buyer is going to be
.
So the silent appraisal and thewholesale one right sell or sell
, the welcome and the understandgoals and silent appraisal
(06:43):
works together.
They really work and they willhelp with it, but they won't
overcome it all the time.
So we're still going to doeverything right.
And you're still going to hearoh, I can't take that from my
trade.
You're still going to hear it.
So you need to be prepared,true, right, you have to have a
plan.
Good news is we're going togive you that plan, right, we're
(07:06):
going to give you an overview.
If you're a subscriber on ourDealership Playbook, you already
have access to it.
It's all over.
It's in our 21-Day Fast Start.
It's all over.
It's in our 21-day fast start.
We talk about it.
We talk about it in our win-winclosing.
We talk about it in our coreclasses sell the deal.
We talk about it in all ourquick review.
We talk about it, we talk aboutit.
(07:26):
We talk about it because it'sso important, right?
So there's many ways for you tolearn it and refresh and keep
your knowledge strong.
If you're not a subscriber,we're going to kind of give you
a look into the process ofovercoming this common objection
.
I got to have more for my car,right?
Whatever way they say it, right?
(07:46):
So now, grace, we've sold carstogether.
That's how you got this job.
So those of you who don't knowGrace during college she sold
service and then she sold carsand that's how we connected.
During her years of going tocollege and selling cars in the
summer, we became prettyconnected and I really was drawn
(08:07):
to her hunger.
I need to understand this.
I want to know more Her abilityto hear it, work on it and use
it right away.
That's really what a championdoes.
See, there's information, right,there's even inspiration, but
we want transformation.
(08:27):
That's when the information andinspiration turn into action,
and only you can do that.
So we are trying to do thatwith the information we give.
We're trying to inspire you.
You know you can be better thanyou can Grace.
You demonstrate why you haveyour job so young with
Automotive Sales, because you'remaking such an impact with
today's sales team.
So it's great to have you.
(08:47):
So you've gone through this asa salesman.
I remember one specific dealwas kind of a game changer and I
think it was you called me.
I got a guy coming back thatsays another dealer's given more
for his trade.
Is that right?
Okay, but it was not anintrepid, not an intrepid.
Grace Lupoi (09:08):
Price for 300.
Okay, he was buying price for300.
300.
Okay.
David Lowe (09:12):
All right, yeah, so we had that discussion and this
is cool.
Coaches by the way, managers,if you're on here, this is so
cool.
If you have a playbook, if youhave a game plan, and your team
comes up to you and says, how doI win with this situation, we
say, let's check the playbook,let's look at the game film.
(09:33):
That's all I did.
My coaching over the phone wastaking you to the very things we
trained.
So let's walk through thatlittle, tell that story a little
bit, if you would.
Grace Lupoi (09:47):
Yeah, yeah.
So I love telling the story,because it's one of those things
where you hear it all the timeright, you got to do this, you
got to do this.
Once you do it, though, it justbuilds so much more confidence
and belief in what it is right.
And so I had.
I had done the training and Ihad watched the videos and
talked to my my co-workers onwhat this means when a customer
says, yeah, I need more for my,for my trade.
And in this case he said, yeah,another dealership was giving
me, I think, like five grandmore than what we had given him
(10:10):
for his trade, and so I didn'tknow how to handle it.
I had watched the videos, thereal trade value, walking
through resell, re-ask, and so Icalled you and I said hey, I
got a guy coming in.
I don't know exactly the bestway to go about this.
I'm a little bit confused onhow to do this.
And you said, well, come downto the store and tipton, we'll
practice it and then we'll useyour number.
(10:31):
So I have the deal sheet.
Yeah, so I came down onemorning, you and I practiced it.
You taught me not just the whatbut really the why, right,
which for me is a big thing.
David Lowe (10:40):
I always ask why well, why do we do that?
Grace Lupoi (10:41):
why, and so learning the why and and having
the confidence and practicing itwith you.
I go back to the store and hecomes in and he's an older guy
and I'm like, hey, what's up?
Hey, all right, all right, thisis great.
So we go through it and againyou taught me the big thing,
which is confidence.
Yeah right, my confidence is hisconfidence right and so we, I
do real trade value, I do thefull, the full five steps of
(11:03):
rese reseller.
He doesn't ask a singlequestion again and says, yeah,
that sounds good, you're right.
He signs it, and I remember Idon't hide my face well, right,
and so I'm excited and I leaveand I call you and go oh my gosh
, that freaking worked.
David Lowe (11:17):
Yeah, it freaking worked.
It freaking worked.
That was it.
It freaking worked.
Well, duh right.
This is not a theory, that'sthe really thing.
Grace Lupoi (11:25):
I think that we sometimes think well, this
situation is different, yeahthere's no way it really works
to a T like that, because he'sgot five grand more.
David Lowe (11:36):
Now if you watched the episode we did, I did it
actually on a mountain biketrail.
I talked about looking straightahead.
Don't look at your feet, don'tlook at the rocks on the trail.
When you focus on the rocks,you hit the rocks and it takes
you down.
Can I tell you something Easiersaid than done?
I busted my chain in myderailleur shortly on that trip.
(12:01):
Hitting rocks, there's a lot ofpaths that there's no avoiding
things, and the better you are,the more practice you have right
, the more confident you are andthe more you keep your head up.
So if I'm biking with betterbikers which is most people
they're better mountain bikers.
(12:21):
They can make, they can rideover things that sometimes I
fail to ride over because I'mhalfway over and I'll look down
right, am I really doing thisright?
Does that make sense?
I think that it's really easyfor you guys, as you're learning
this stuff, to look down in themiddle of it.
I just want you to rememberstuff, to look down in the
(12:46):
middle of it.
I just want you to remember gothrough the process with
confidence and if it doesn'twork, we've taught you what to
do next anyway the five rules ofnegotiation.
So what if it doesn't work?
You've got your next steps, butif you don't apply it, it can't
work.
There's no way you can cover.
If I didn't look up, I couldn'teven got a partway over that
trail.
Get as far over the trail asyou can every time and pretty
(13:08):
soon you'll be covering thatwithout a problem, and that's
what you did.
So once you've applied.
So what you're talking about isbuyer says he wants more first
trade.
We have our resale re-ask right.
In this case, that wasn'treally there.
What was there was this guycalls on the phone and says what
they're giving me more?
That's the rock.
(13:29):
So you start looking at therock.
How do I ride over this rock?
And we said the same way.
You do everything else.
You look at where you're going,not at the obstacle, which is
what you did.
So you didn't have to gothrough it, presenting the deal
with confidence, knowing in yourbackhand you had the five steps
of resell, re-ask and the stepsof real trade value.
(13:50):
So let's go over that realtrade value real quick.
And here's the formula.
Somebody wants more for thetrade.
We always use empathy.
I get it, I'm the same way, andthen I'm going to let them know
how foolish they are.
Listen to how clever this is, Iget it.
I'm the same way.
And then I'm going to let themknow how foolish they are.
Listen how clever this is, Iget it.
I'm the same way.
I always want more from my carthan the market says it's worth.
There's that four grand, isn'tit?
(14:10):
I want more than what I do.
Everybody does, and it's okay,it's normal, yeah.
So I'm kind of flipping thescript right.
Instead of I should feel bad,I'm not giving them enough, you
should feel bad, you're asking,but don't feel bad because we
all do.
That's the psychology.
And, by the way, in our quickreview course we break down the
(14:34):
steps of our sale and the toolsthat we use, almost everything
that we teach.
We give you a short four orfive minute psychology, human
intelligence.
Here's what we're doing andhere's why we're doing it right.
Here's why it works.
I think it's really important.
If you want to be a mastersalesman, if you just want to
sell a couple of cars, heck, themarket will take care of that
for you.
If you want to just make somemoney, the market will take care
(14:55):
of that.
If you want to build a careerthat you can count on and maybe
even advance your career, becomea master.
Who came up with the number?
The cool thing is, you and Iwalked around your car together,
didn't we?
The car is gorgeous.
I put all that in us.
Everything we say there isdesigned to keep that
(15:17):
relationship tight, whileletting them know the market
decides.
If you don't know that logicstatement, get online, open it
up and practice it.
It's so powerful and insidethat logic is real trade value.
And Grace, you're getting morethan you thought.
You're not just getting themarket value, don't forget.
You got this discount as well.
(15:38):
You add those together.
That's like a blue book, bluebook trade.
There's a tax savings thatsaves you a lot.
Oh, and, by the way, you don'thave to touch your car.
You and I walked around yourcar.
Hey, just get a car ready, anice one like yours, for the lot
costs us two to four cents amile, plus the tires you talked
about and brakes.
You're looking at two, three,maybe even $4,000 in normal
(16:00):
recondition.
That's money you keep, moneyyou save.
You add all that up.
You're killing it on your trade.
That's part of what we callreal trade value.
Now, the cool thing is you hadthat in your back pocket if you
needed it.
That's like a get out of jailfree card.
Well, I'm dead serious.
If you don't need it, you don'tplay it.
(16:22):
Why would you use it if youdon't need it?
But knowing you have it createsan incredible amount of
confidence to go ahead andpresent your deal and ask for
action, doesn't it All right?
So today's episode, we want totalk about something I know
you're facing and I think thetypical salesman said I want
(16:43):
more, four grand more for mytrade.
Oh my God.
Well, I don't decide to trade.
Let me go talk to my manager.
Oh my God, it's costing you somuch money.
Stop it.
Come up with a plan.
Hold on those cars, makeyourself some money by
understanding human intelligence, why people do what they do and
use the simple.
(17:03):
It's a roadmap.
It's simple Our Resell, reaskroadmap.
Along with that real trade.
There's simple steps.
Anybody can master them.
Anybody can master them.
All it takes is a little timeand energy.
Are you willing to invest sometime and energy to close more
deals for more money?
In a way, the customer saysthank you, yes or no.
(17:24):
Now that's up to you.
I've done it throughout mycareer and it's paid off and
countless others that go throughthis training have committed
themselves and it's paying off.
But that's up to you.
Everybody's got to make theirdecision.
You can just keep winging itand make what you make, or you
can become a master.
To become a master, you takepersonal responsibility for
yourself, all right.
So today's episode all aboutthis common objection I want
(17:48):
more for my trade and instead ofgetting up and running to your
manager, you have a plan.
We're giving you a plan thattalks about you know this
empathy and this logic thatreally says you're getting more
than you think.
Right?
And of course, as soon as we'redone with that, we close with
confidence, and the way we dothat is we take them off the
(18:08):
trade and back to the car,reassure them it's a great deal
and re-ask them without giving apenny.
That's the key.
If you can't do that, go onlinepreparetowin.
com or automotivesalescoach.
com.
Find out how simple it is tobecome a partner with us and
have access to these powerfulnegotiated and closing tools.
(18:28):
They will make you so muchmoney and more than that.
Even more importantly, it'llhelp you live really with that
joy, peace and confidence, thatsatisfaction that can only come
from the pursuit of your bestself.
Cool, like us.
You have a question, put it outthere.
We'd love to do an episodeaddressing these questions as
(18:50):
they come in and good selling.
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