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Every customer wants the Best Price. Give it to them, but “DO IT RIGHT”
If there were a prize for the most asked question in car sales, “What’s your Best Price?” would get it hands down. How you handle this question will determine IF you sell the vehicle and IF you maintain any gross profit.
There are three points during your selling steps where you will and do hear this question. The following are some of the best word tracks you can use.
Point 1
When the customer says,
“What’s your best price, bottom line?” during your vehicle presentation, try one of these.
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Mr. George, I’ll be more then glad to give you the best price, but I have to make sure that we pick the right vehicle for you. OK?
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Mrs. Allen, my job at the dealership is to help you find a vehicle you really want, and then I’ll give you the best price. OK?
- Ms. Lee, we can be flexible with our prices, but I have to make sure this is the vehicle you really want. OK?
(Always proceed with your presentation, demo etc…)
Point 2
When the customer says,
“What’s your best price, bottom line?” during or after your demo drive, try one of these.
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Sure Ms. Lee, when we get back to the dealership, I’ll go and get you the best price. OK?
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OK! Mr. Gregg, follow me, and we’ll go and get you the best price.
- Great! Mr. Smith. So you liked the ride and all the features of the vehicle? OK then. Follow me, and I will get you the best price, bottom line.
(Always proceed with selling the dealership, asking for the order, the worksheet, etc…)
Point 3
When the customer asks the world famous question in your office, at the start of your negotiations, just tell them:
- Great! No problem, I’ll get for you the best price right now. (Proceed with asking for the order, the worksheet and then negotiate.)
Always ask yourself, why is this customer buying from my dealership?
Darin’s Wrap Up
It all boils down to timing and wording. I know not every deal is or will be a high grosser, but if you hold on until the timing is right, you will be able to increase your average gross by $500. Practice your timing; when and what you say, and how you say it. Have fun and keep your eye on the ball.
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