June 9, 2024 • 16 mins
Join us on 'Prepare to Win' as David Lowe and Grace Lupoi begin a new series: Answering 10 Toughest Sales Problems! It's going to be great. On this episode, tune in as David and Grace discuss the common objection, "I've got your deal beat!" We know this objection tends to be a half truth. Learn how to overcome this with excellence and secure your deal!
Connect with us at https://preparetowin.com
Call or Text David @ 765-560-7338
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Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
David Lowe (00:00):
I've got your deal beat.
right.
I found a better deal.
If you're in sales, I knowyou've heard it.
You probably hear it every week.
In today's episode, we're goingto show you how to successfully
handle that objection and closeyour sale today.
Hi guys, I'm Grace Lupoi andI'm here with David Lowe, the
(00:28):
Automotive Sales Coach, andtoday we're working through a
new series touching on thesetough situations that sales
consultants face every singleday.
Right, let's talk about that.
Okay, yeah, so well, you knowthis.
Prepare to Win is all aboutgiving you the principles, the
tips that it takes to really winat work, at selling and in life
(00:48):
.
Right To be better today thanyesterday and over these last
times.
I've really enjoyed it,bringing a lot of those
foundational principles,principles that everyone I don't
care if you're in sales or notcan really think.
This will improve my life if Icould live like this.
And, of course, principlesaren't something we made up.
Principles are natural lawsthat always existed, and what we
(01:09):
need to do as people is learnthem and apply them to our life
where it fits at work or whereit fits at home.
So it's been really great tobuild that foundation, and so
we're going to this next fewepisodes about 10 episodes in a
row we're going to kind of takethe direction of saying we know
a lot of you are sendingquestions, asking questions.
(01:31):
Hey, I'm facing this.
What do I do?
Right, there are some toughsituations out there and we're
going to help give you a gameplan.
I've been doing this 38 years.
I'm going to tell you there'snothing new.
Now there's the internet, hasreplaced newspapers, but buyers'
fears are the same, right, thebuyer's four questions they have
to answer before they buy arethe same, and the three fears
(01:54):
they have to overcome are thesame, right, right?
So in sales, we are going toface objections.
An objection is a statement ora reason for not moving forward,
right, it's a negotiating toolor stalling tactic while people
are trying to decide.
They don't want to make a baddecision, right, they don't want
to take advantage.
(02:14):
So we're going to help withthose situations and talk about
specific Today.
We've already set the stage forthat.
I've got your deal beat.
I found a better price, okay.
Is today's world internetdriven?
Sure is.
Are people online searching forprice?
Yep, and do they use the priceof a car they don't want to
(02:38):
negotiate for the price of thecar they do want.
Okay.
So what makes this up?
If you want to successfullyovercome this buyer's fear of
pain to my I found a better dealIf you want to help overcome
that fear and secure that sale,close that deal now in a way
that the buyer feels good, youfeel good and you make a fair
(02:58):
profit, you need a plan, andthat plan begins with
understanding your buyer andbuyers.
Do negotiate with half truth.
Can I tell you something?
I just said I've got your dealbeat.
Last week to a salesperson thisis no joke, and I'll relate the
story to you I was passivelylooking for a new motorhome,
(03:19):
very passively, when I stumbledupon a motorhome I really wanted
at what I thought was anincredible pricing right, and I
used this very thing.
I found one.
By the way, the one that Ifound that I wanted was an
Oregon.
I found four or five more ofthe same model, but none of the
(03:40):
other ones had the interior Iwanted.
So I found one in Pennsylvaniathat wasn't equipped or had the
interior I wanted, but had alower price.
So I sent that advertisement tothe dealer that I wanted to buy
from and said I've got yourdeal beat.
I've got a lower price.
In fact, it's closer to my home.
I probably should just go there.
(04:00):
Now.
Why would I do that?
Why do buyers do that?
To make sure they don't paymore than they have.
To Listen, I want to have awin-win relationship with who I
buy from.
I don't know how they pricethem, I don't know what the good
deal is, it's hard to even know.
Half the stuff is made up, andso you're just trying to figure
(04:20):
out and navigate that, and somost buyers will use a lower
priced car, not even if it's thecar they don't want to talk
about the car they do want.
Does that make sense?
That's what I did.
It was effective and peoplehave been doing that for ages.
People say, well, I can buy thesame one over there, and of
course you pull it up and it'sthe same year, make and model,
(04:42):
but it may be different colorcombinations, maybe different
trim package, maybe even and ofcourse you pull it up and it's
the same year, make and model,but it may be different color
combinations, maybe differenttrim package, maybe even some
different options, maybe thecondition is different.
You know what I mean.
The history is different, thereconditioning is different from
, even from a set of tires ornot, you know, an old set of
tires.
So when people are talkingabout price, our mind has to go
(05:06):
to value, right, we've talkedabout that all the time.
There's price of product andthere's value, and that's a
different subject.
We'll talk about that.
However, as a salesman beprepared for this I've got your
deal beat.
I have to think of what is agreat deal and what makes up a
great deal, right?
So I want to tell you, first ofall, start with some knowledge.
(05:27):
Dealers are using price.
Dishonest newspaperadvertisements are now today's
dishonest internetadvertisements.
Okay, when I was running a VWstore, we'd have people come in
and say I found the same Jettaand for Chicago for this much
right.
Now I always ask myself then,why are you here?
(05:49):
Right, and they're here becausethey want to get it from me.
They don't want to drive toChicago, but they also don't
want to overpay, right?
So they want to use the carthey don't want to buy.
So I got to remind myselfthere's value in the fact that
I'm close to them, that they cansee me.
There's value in that they cansee my car and they know my car.
(06:10):
Right, there's a lot of valuein see my car and they know my
car right.
There's a lot of value in thiswhole thing.
By the way, what happens whenthey get to Chicago and look at
the car, drive the car, what'sthe experience going to be like?
What are the add-ons going tobe like, right?
So, by the way, to explain thatthis dealer in Chicago had an
(06:31):
environmental protection packageyou had to buy to get the car.
So of course, they alwaysadvertise your car is cheaper.
And then you got there and whatdid they do?
Tack that on Now, by the way, Iknow that some of these things
are being regulated by law rightnow, but not all of them.
And I'm telling you somedealers are advertising minus
these environmentals that youhave to take.
There's one big group aroundhere that does that all the time
(06:54):
, right, and there's greatpressure on their sales staff to
sell this stuff.
To add this, and I've actuallyhad managers tell me that I
can't sell the car if I don'tget it.
Now, how do you tell a customeryou can't buy the car for the
price average it's happening atdealerships today, so don't
assume that price they saw isreal.
So, by the way, this motorhomein Pennsylvania was cheaper.
(07:18):
So I said do you have any extrafees?
He said, well, of course wehave the normal setup fees and,
of course, destination gettingit from the factory to us.
So I said, well, okay, how muchare those?
Well, I don't really know whatthey are.
They're not an exact chart,they're not a.
So he went into that dance, Iknow, okay.
So he says we're reallyaggressive, though.
Anyway, he sent me a deal sheetwith the price online and
(07:40):
$7,000 in fees.
Okay, right.
And then over the next few dayshe proceeded to say what if I
can reduce my fee?
Right, and so I was out by then.
My feet Right, and so I was outby then.
Did I trust him anymore?
So I'm just going to say thatmaybe you work at a dealership
that advertises that way.
You're going to have to come upwith a strategy to keep your
(08:01):
integrity and character alive asyou talk to people at a
distance.
When people call in and say Isee your price, is this, what do
you have on it?
Say, yeah, we really have a lowprice and we have this package
that's so valuable that we puton our car.
You have to be prepared to sellthat value.
You don't want to mislead.
Obviously, we would prefer thateverybody was advertising what
(08:25):
they could do more fairly and sothat we have that integrity.
But often when buyers say theyhave their DLB, they don't.
But they don't even know theydon't.
So sometimes I have to point outfolks, if you drive to Chicago,
how many hours is that going totake?
Four hours there, four hoursback?
Are they going to be preparedfor you?
What's the car going to looklike?
(08:46):
What are they going to add toit?
What are they going to give youfor your car?
How add to it whether you're apure car?
How they're going to handle thefinancing?
I really don't know what'sgoing to happen when you get
there, but I do know what'shappening here right now.
Has my team done a good jobright, understanding your goals,
why you're here, what you'relooking for, what you're trying
to come?
Have they done a good jobhelping you find the car?
Have they taken time to showyou the car, how it fits your
(09:09):
lifestyle, offer you a testdrive, even taking you through
service, to show you how we'vegot your back?
All that matters.
And when you add that up, youknow you're getting a great deal
right.
So there is value here that canbe built.
So when somebody says to youI've got your deal beat right,
what do you say?
We always start with empathyright.
(09:31):
Right, I get it, I'm the sameway.
No-transcript, that's the feelfelt found.
We call empathy Right and westart with that empathy,
absorbing it.
Don't attack it right away andthen say you've got my DLB, I've
got your DLB, yeah, but do youreally?
(09:51):
What about the fees?
And now there's this debate,and so I don't want to.
I want this relationship.
They've chosen me or theywouldn't be talking to me.
Maintain the relationship andgive them the logical reason to
say yes to you.
So we just go right into ourfive-step empathy logic redirect
(10:11):
to value, reassure and re-ask,don't we?
And so if you're part of ourtraining system and you're on
our dealership playbook, you'velearned some of it right our
fast start, our internet phonesales, how to handle best price,
win-win closing.
Our training actually teachesthis integrity and character
base turnaround.
(10:31):
But it starts in your mind andit starts with you knowing they
chose you for a reason.
And if that other deal was sogreat, why are they keep?
Why are they talking to you?
Why didn't they just go there?
And I don't want to be thatthat guy says why don't you just
go there then and get it?
If that's such a great, that'sso lazy and so weak, why not
(10:52):
just turn it around right andsay I know a good deal is a lot
more than just price?
And so we know there's tradeand we know there's payment.
We know there's warranty, weknow there's a condition.
We know there's trade and weknow there's payment.
We know there's warranty, weknow there's condition, we know
there's equipment.
We know there's so much thatgoes there's financing, there's
payment.
There's so much that goes intothis package that we want to
(11:12):
redirect people from just onepiece of the pie, which is price
, to what?
The whole package, the wholepackage.
And then when we redirect so Iget it, I'm the same way.
I shop everywhere.
Now the cool thing is about us.
I know that we go online and wedo what you do.
We shop for competitors so wecan price it competitively low,
right up front.
Probably why you called tobegin with.
But it's more than that, isn'tit?
(11:34):
It's not just the pricing, butit's our car, the history and
the condition, the reason thatwe use the car.
That's the redirect.
You got to go back and give thema reason to feel comfortable
saying yes to you while creatingdoubt on that other deal.
Does that make sense?
Yeah, all right.
Let me give you one otherscenario.
And you're in the dealershipand you put down a deal sheet
(11:58):
and the customer says oh, I gota better deal than that.
Most salesmen will say well, isit on the same car?
What's the customer going tosay?
No, your car is better, that'swhy I'm here.
They always say yes and now yougo oh, they got the same car,
so don't say that.
Or they might say you got adeal sheet, you got it in
writing.
And now this battle begins.
You got to stick to thetraining and use your five-step
(12:21):
resell re-ask.
You've got to let the buyercomfortably out of their
half-truth, their lie.
You've got to let them out, andthe only way to do it is right.
I know I'm the same way.
I shop around.
There's a lot of pricing outthere and a lot of people do the
pricing a lot of different ways.
You know what I found as youtake a look at our pricing.
I know we price themcompetitively low, right up
(12:42):
front.
We shop the competition andwhat's more than that.
Not only that, but you'regetting the whole package.
I mean, I got your back afterthe sale, but let's walk through
the car and the benefits ofthis car.
I'll show you how this is thewhole financial package I'm
offering is gonna be better,right?
That's the confidence that youhave.
I really believe that greatsalesmanship is great
(13:05):
conversation.
It's not a bag of tricks.
It's not a battle.
It's not a head on head.
Does that make sense?
Don't?
They may think they do, butthey don't have all the
(13:25):
information or they're probablytelling a half truth just to
make sure they're getting thebest deal.
Start with the right thinking.
They chose you.
They'd like to buy a car fromyou, but don't bank on that.
Earn the right to ask themthrough your empathy and your
logic, and you're redirectingthe value and, of course,
reassuring them and, lastly,asking them to buy again.
(13:48):
Does that make sense?
It does so.
We know all buyers don't.
They don't want to pay morethan they have to.
I mean, who does?
I don't, I'm not mad at themand um, I don't want to pay more
than I have to.
And the case of a car I in carsevery day, but motorhomes I'm
not in every day.
And I think your buyers likebeing in a motorhome.
They buy a car every two, threeyears.
(14:10):
They don't know about the newpricing models.
They just don't know.
And if you go online, I wasshopping, looking at used cars
and I clicked on one used carand it says says does not
include our nine 50 fee, right.
So another one I shopped on it,clicked and said with your
$2,000 trade, they'readvertising the car after right.
(14:32):
So you have to be careful thatyou don't get sucked up into the
price.
You keep focused on the factthat they probably saw that too,
but they want to use what theyhave to make sure they've got
their very best deal from you.
Maintain your character,maintain your integrity and
resell, re-ask.
Now.
If you don't know how to dothat, join us.
(14:53):
Go to prepare2wincom and learnabout.
So this is a Prepare to Winpodcast.
We also have a training websitecalled prepare2wincom and it
takes you to our whole suite oftraining.
You'll see a way that you canbecome a partner with us.
There's some free trainingmodules on there If you want to
see.
Hey, what does this train looklike?
(15:14):
I know we have a closing bundlethat they can sign up for.
You can sign up for right nowand begin that training.
If you like it, we'd love totalk to you or your dealership
about how affordable and howeffective our partnerships can
be.
We're so glad that you'rejoining us for this podcast and
we want to challenge you to bebetter today than yesterday.
That's what it's about, rightit is?
(15:35):
And when it means being bettertoday than yesterday, it means
being prepared, and if you'regoing to face something like I
got your deal beat, you have tobe mentally prepared and you
have to practice that turnaroundto make sure you can take care
of it right Now.
Hey, in the coming episodeswe're going to talk about stuff
like all I need is a value on mytrade, right?
(15:56):
We're going to talk stuff likeI'm trying to trade down and
lower my payment.
We're going to talk about thetough situations you face and
give you a strategy to face itwith excellence.
Okay, all right.
So do us a favor, like thisepisode, if you would our
podcast and listen.
If you've got a tough questionyou want to know how to handle
(16:16):
it, send it in to us and we'lldo an episode on it.
We'll teach you exactly what todo to overcome it with
excellence.
Okay, good selling.
I've got your deal beat.
right.
I found a better deal.
If you're in sales, I knowyou've heard it.
You probably hear it every week.
In today's episode, we're goingto show you how to successfully
handle that objection and closeyour sale today.
Hi guys, I'm Grace Lupoi andI'm here with David Lowe, the
(00:28):
Automotive Sales Coach, andtoday we're working through a
new series touching on thesetough situations that sales
consultants face every singleday.
Right, let's talk about that.
Okay, yeah, so well, you knowthis.
Prepare to Win is all aboutgiving you the principles, the
tips that it takes to really winat work, at selling and in life
(00:48):
.
Right To be better today thanyesterday and over these last
times.
I've really enjoyed it,bringing a lot of those
foundational principles,principles that everyone I don't
care if you're in sales or notcan really think.
This will improve my life if Icould live like this.
And, of course, principlesaren't something we made up.
Principles are natural lawsthat always existed, and what we
(01:09):
need to do as people is learnthem and apply them to our life
where it fits at work or whereit fits at home.
So it's been really great tobuild that foundation, and so
we're going to this next fewepisodes about 10 episodes in a
row we're going to kind of takethe direction of saying we know
a lot of you are sendingquestions, asking questions.
(01:31):
Hey, I'm facing this.
What do I do?
Right, there are some toughsituations out there and we're
going to help give you a gameplan.
I've been doing this 38 years.
I'm going to tell you there'snothing new.
Now there's the internet, hasreplaced newspapers, but buyers'
fears are the same, right, thebuyer's four questions they have
to answer before they buy arethe same, and the three fears
(01:54):
they have to overcome are thesame, right, right?
So in sales, we are going toface objections.
An objection is a statement ora reason for not moving forward,
right, it's a negotiating toolor stalling tactic while people
are trying to decide.
They don't want to make a baddecision, right, they don't want
to take advantage.
(02:14):
So we're going to help withthose situations and talk about
specific Today.
We've already set the stage forthat.
I've got your deal beat.
I found a better price, okay.
Is today's world internetdriven?
Sure is.
Are people online searching forprice?
Yep, and do they use the priceof a car they don't want to
(02:38):
negotiate for the price of thecar they do want.
Okay.
So what makes this up?
If you want to successfullyovercome this buyer's fear of
pain to my I found a better dealIf you want to help overcome
that fear and secure that sale,close that deal now in a way
that the buyer feels good, youfeel good and you make a fair
(02:58):
profit, you need a plan, andthat plan begins with
understanding your buyer andbuyers.
Do negotiate with half truth.
Can I tell you something?
I just said I've got your dealbeat.
Last week to a salesperson thisis no joke, and I'll relate the
story to you I was passivelylooking for a new motorhome,
(03:19):
very passively, when I stumbledupon a motorhome I really wanted
at what I thought was anincredible pricing right, and I
used this very thing.
I found one.
By the way, the one that Ifound that I wanted was an
Oregon.
I found four or five more ofthe same model, but none of the
(03:40):
other ones had the interior Iwanted.
So I found one in Pennsylvaniathat wasn't equipped or had the
interior I wanted, but had alower price.
So I sent that advertisement tothe dealer that I wanted to buy
from and said I've got yourdeal beat.
I've got a lower price.
In fact, it's closer to my home.
I probably should just go there.
(04:00):
Now.
Why would I do that?
Why do buyers do that?
To make sure they don't paymore than they have.
To Listen, I want to have awin-win relationship with who I
buy from.
I don't know how they pricethem, I don't know what the good
deal is, it's hard to even know.
Half the stuff is made up, andso you're just trying to figure
(04:20):
out and navigate that, and somost buyers will use a lower
priced car, not even if it's thecar they don't want to talk
about the car they do want.
Does that make sense?
That's what I did.
It was effective and peoplehave been doing that for ages.
People say, well, I can buy thesame one over there, and of
course you pull it up and it'sthe same year, make and model,
(04:42):
but it may be different colorcombinations, maybe different
trim package, maybe even and ofcourse you pull it up and it's
the same year, make and model,but it may be different color
combinations, maybe differenttrim package, maybe even some
different options, maybe thecondition is different.
You know what I mean.
The history is different, thereconditioning is different from
, even from a set of tires ornot, you know, an old set of
tires.
So when people are talkingabout price, our mind has to go
(05:06):
to value, right, we've talkedabout that all the time.
There's price of product andthere's value, and that's a
different subject.
We'll talk about that.
However, as a salesman beprepared for this I've got your
deal beat.
I have to think of what is agreat deal and what makes up a
great deal, right?
So I want to tell you, first ofall, start with some knowledge.
(05:27):
Dealers are using price.
Dishonest newspaperadvertisements are now today's
dishonest internetadvertisements.
Okay, when I was running a VWstore, we'd have people come in
and say I found the same Jettaand for Chicago for this much
right.
Now I always ask myself then,why are you here?
(05:49):
Right, and they're here becausethey want to get it from me.
They don't want to drive toChicago, but they also don't
want to overpay, right?
So they want to use the carthey don't want to buy.
So I got to remind myselfthere's value in the fact that
I'm close to them, that they cansee me.
There's value in that they cansee my car and they know my car.
(06:10):
Right, there's a lot of valuein see my car and they know my
car right.
There's a lot of value in thiswhole thing.
By the way, what happens whenthey get to Chicago and look at
the car, drive the car, what'sthe experience going to be like?
What are the add-ons going tobe like, right?
So, by the way, to explain thatthis dealer in Chicago had an
(06:31):
environmental protection packageyou had to buy to get the car.
So of course, they alwaysadvertise your car is cheaper.
And then you got there and whatdid they do?
Tack that on Now, by the way, Iknow that some of these things
are being regulated by law rightnow, but not all of them.
And I'm telling you somedealers are advertising minus
these environmentals that youhave to take.
There's one big group aroundhere that does that all the time
(06:54):
, right, and there's greatpressure on their sales staff to
sell this stuff.
To add this, and I've actuallyhad managers tell me that I
can't sell the car if I don'tget it.
Now, how do you tell a customeryou can't buy the car for the
price average it's happening atdealerships today, so don't
assume that price they saw isreal.
So, by the way, this motorhomein Pennsylvania was cheaper.
(07:18):
So I said do you have any extrafees?
He said, well, of course wehave the normal setup fees and,
of course, destination gettingit from the factory to us.
So I said, well, okay, how muchare those?
Well, I don't really know whatthey are.
They're not an exact chart,they're not a.
So he went into that dance, Iknow, okay.
So he says we're reallyaggressive, though.
Anyway, he sent me a deal sheetwith the price online and
(07:40):
$7,000 in fees.
Okay, right.
And then over the next few dayshe proceeded to say what if I
can reduce my fee?
Right, and so I was out by then.
My feet Right, and so I was outby then.
Did I trust him anymore?
So I'm just going to say thatmaybe you work at a dealership
that advertises that way.
You're going to have to come upwith a strategy to keep your
(08:01):
integrity and character alive asyou talk to people at a
distance.
When people call in and say Isee your price, is this, what do
you have on it?
Say, yeah, we really have a lowprice and we have this package
that's so valuable that we puton our car.
You have to be prepared to sellthat value.
You don't want to mislead.
Obviously, we would prefer thateverybody was advertising what
(08:25):
they could do more fairly and sothat we have that integrity.
But often when buyers say theyhave their DLB, they don't.
But they don't even know theydon't.
So sometimes I have to point outfolks, if you drive to Chicago,
how many hours is that going totake?
Four hours there, four hoursback?
Are they going to be preparedfor you?
What's the car going to looklike?
(08:46):
What are they going to add toit?
What are they going to give youfor your car?
How add to it whether you're apure car?
How they're going to handle thefinancing?
I really don't know what'sgoing to happen when you get
there, but I do know what'shappening here right now.
Has my team done a good jobright, understanding your goals,
why you're here, what you'relooking for, what you're trying
to come?
Have they done a good jobhelping you find the car?
Have they taken time to showyou the car, how it fits your
(09:09):
lifestyle, offer you a testdrive, even taking you through
service, to show you how we'vegot your back?
All that matters.
And when you add that up, youknow you're getting a great deal
right.
So there is value here that canbe built.
So when somebody says to youI've got your deal beat right,
what do you say?
We always start with empathyright.
(09:31):
Right, I get it, I'm the sameway.
No-transcript, that's the feelfelt found.
We call empathy Right and westart with that empathy,
absorbing it.
Don't attack it right away andthen say you've got my DLB, I've
got your DLB, yeah, but do youreally?
(09:51):
What about the fees?
And now there's this debate,and so I don't want to.
I want this relationship.
They've chosen me or theywouldn't be talking to me.
Maintain the relationship andgive them the logical reason to
say yes to you.
So we just go right into ourfive-step empathy logic redirect
(10:11):
to value, reassure and re-ask,don't we?
And so if you're part of ourtraining system and you're on
our dealership playbook, you'velearned some of it right our
fast start, our internet phonesales, how to handle best price,
win-win closing.
Our training actually teachesthis integrity and character
base turnaround.
(10:31):
But it starts in your mind andit starts with you knowing they
chose you for a reason.
And if that other deal was sogreat, why are they keep?
Why are they talking to you?
Why didn't they just go there?
And I don't want to be thatthat guy says why don't you just
go there then and get it?
If that's such a great, that'sso lazy and so weak, why not
(10:52):
just turn it around right andsay I know a good deal is a lot
more than just price?
And so we know there's tradeand we know there's payment.
We know there's warranty, weknow there's a condition.
We know there's trade and weknow there's payment.
We know there's warranty, weknow there's condition, we know
there's equipment.
We know there's so much thatgoes there's financing, there's
payment.
There's so much that goes intothis package that we want to
(11:12):
redirect people from just onepiece of the pie, which is price
, to what?
The whole package, the wholepackage.
And then when we redirect so Iget it, I'm the same way.
I shop everywhere.
Now the cool thing is about us.
I know that we go online and wedo what you do.
We shop for competitors so wecan price it competitively low,
right up front.
Probably why you called tobegin with.
But it's more than that, isn'tit?
(11:34):
It's not just the pricing, butit's our car, the history and
the condition, the reason thatwe use the car.
That's the redirect.
You got to go back and give thema reason to feel comfortable
saying yes to you while creatingdoubt on that other deal.
Does that make sense?
Yeah, all right.
Let me give you one otherscenario.
And you're in the dealershipand you put down a deal sheet
(11:58):
and the customer says oh, I gota better deal than that.
Most salesmen will say well, isit on the same car?
What's the customer going tosay?
No, your car is better, that'swhy I'm here.
They always say yes and now yougo oh, they got the same car,
so don't say that.
Or they might say you got adeal sheet, you got it in
writing.
And now this battle begins.
You got to stick to thetraining and use your five-step
(12:21):
resell re-ask.
You've got to let the buyercomfortably out of their
half-truth, their lie.
You've got to let them out, andthe only way to do it is right.
I know I'm the same way.
I shop around.
There's a lot of pricing outthere and a lot of people do the
pricing a lot of different ways.
You know what I found as youtake a look at our pricing.
I know we price themcompetitively low, right up
(12:42):
front.
We shop the competition andwhat's more than that.
Not only that, but you'regetting the whole package.
I mean, I got your back afterthe sale, but let's walk through
the car and the benefits ofthis car.
I'll show you how this is thewhole financial package I'm
offering is gonna be better,right?
That's the confidence that youhave.
I really believe that greatsalesmanship is great
(13:05):
conversation.
It's not a bag of tricks.
It's not a battle.
It's not a head on head.
Does that make sense?
Don't?
They may think they do, butthey don't have all the
(13:25):
information or they're probablytelling a half truth just to
make sure they're getting thebest deal.
Start with the right thinking.
They chose you.
They'd like to buy a car fromyou, but don't bank on that.
Earn the right to ask themthrough your empathy and your
logic, and you're redirectingthe value and, of course,
reassuring them and, lastly,asking them to buy again.
(13:48):
Does that make sense?
It does so.
We know all buyers don't.
They don't want to pay morethan they have to.
I mean, who does?
I don't, I'm not mad at themand um, I don't want to pay more
than I have to.
And the case of a car I in carsevery day, but motorhomes I'm
not in every day.
And I think your buyers likebeing in a motorhome.
They buy a car every two, threeyears.
(14:10):
They don't know about the newpricing models.
They just don't know.
And if you go online, I wasshopping, looking at used cars
and I clicked on one used carand it says says does not
include our nine 50 fee, right.
So another one I shopped on it,clicked and said with your
$2,000 trade, they'readvertising the car after right.
(14:32):
So you have to be careful thatyou don't get sucked up into the
price.
You keep focused on the factthat they probably saw that too,
but they want to use what theyhave to make sure they've got
their very best deal from you.
Maintain your character,maintain your integrity and
resell, re-ask.
Now.
If you don't know how to dothat, join us.
(14:53):
Go to prepare2wincom and learnabout.
So this is a Prepare to Winpodcast.
We also have a training websitecalled prepare2wincom and it
takes you to our whole suite oftraining.
You'll see a way that you canbecome a partner with us.
There's some free trainingmodules on there If you want to
see.
Hey, what does this train looklike?
(15:14):
I know we have a closing bundlethat they can sign up for.
You can sign up for right nowand begin that training.
If you like it, we'd love totalk to you or your dealership
about how affordable and howeffective our partnerships can
be.
We're so glad that you'rejoining us for this podcast and
we want to challenge you to bebetter today than yesterday.
That's what it's about, rightit is?
(15:35):
And when it means being bettertoday than yesterday, it means
being prepared, and if you'regoing to face something like I
got your deal beat, you have tobe mentally prepared and you
have to practice that turnaroundto make sure you can take care
of it right Now.
Hey, in the coming episodeswe're going to talk about stuff
like all I need is a value on mytrade, right?
(15:56):
We're going to talk stuff likeI'm trying to trade down and
lower my payment.
We're going to talk about thetough situations you face and
give you a strategy to face itwith excellence.
Okay, all right.
So do us a favor, like thisepisode, if you would our
podcast and listen.
If you've got a tough questionyou want to know how to handle
(16:16):
it, send it in to us and we'lldo an episode on it.
We'll teach you exactly what todo to overcome it with
excellence.
Okay, good selling.
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