Lesson Elements
- 26 Interactive Modules
- Downloadable Workbook
- Key Lesson Takeaways
- Checklist Of Action Items
- 10 Quizzes | Knowledge Checks
- Resources | Glossary
- Certification
You Will Learn How To:
- Summarize the difference between closing and negotiating.
- Discuss the idea of a “fair deal”.
- Explain what you did to prepare your customer to be closed during the sales process.
- Describe what makes up the value of the car deal you are offering.
- Identify the primary goal when negotiating the figures in a car deal.
- Discuss why it’s important to isolate the problem figure on the worksheet.
- Summarize how you will respond to customers who challenge the trade value or the price of the vehicle.
- Explain how you will respond to an unreasonable counteroffer.
- Describe how to present a counteroffer to your customer.
- Discuss how you will respond to customers who question the figures in the monthly payment scenarios.
Negotiating & Closing
- Negotiating Vs. Closing
- What’s A Fair Deal?
- You Prepared Your Customer To Be Closed
- It’s Not Always About The Price
- Don’t Start Discounting
- Negotiation Starts At The Beginning
- Isolate The Problem Figure
- I Want More For My Trade
- The Trade Value Is The Only Problem
- Move Incrementally On The Trade Value
- The Price Is Too High
- Where Did They Get The Lower Price?
- The Other Vehicle Is Thousands Cheaper
- Handling An Undoable Counteroffer
- Move Incrementally On The Vehicle Price
- Your Customer Won’t Budge
- The Selling Price Counteroffer
- Monthly Payment Scenarios Problems
- Dealing With The “I’m Not Interested” Or “No” Customer
- I’ve Got Great News!
- Is It Time For A Turn Over?
- The Turn Over To Finance
- Explore The Lesson: The Turnover To Finance
