Discover how to effectively handle the classic customer question: 'What’s your best price?' with practical strategies that shift the focus from pricing to vehicle suitability. Learn about getting the numbers right, optimizing trade-in values, and the surprising tactic of speeding customers up to actually slow down their decision-making. Ideal for sales teams wanting to enhance their skills, this discussion provides actionable insights to motivate and elevate sales conversations in the motor trade.
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volunteer_activism ADVICE
Focus on Fit First
Make sure the car is right for the customer before discussing the price.
Focus on the customer's needs first.
volunteer_activism ADVICE
Numbers are Easy
Reassure the customer about your pricing by highlighting it as your easiest task and emphasizing how rarely deals fall through due to numbers.
Stress that no price is good if the car doesn't fit their needs, then offer to show them the car.
volunteer_activism ADVICE
Best Price is Out-of-Pocket
Frame "best price" as the amount leaving their pocket, linking it to trade-in value and monthly payments.
Assume they have a trade and want financing, as this is statistically likely.
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Welcome to the next instalment of our very popular ‘Meet & Greet’ series, and this time we look at ‘What’s your best price?’
A lot of sales managers are using this mini-series to play in their sales meetings, helping to motivate and build the knowledge of their teams.
Let's look at three ideas to help you handle this objection: getting the numbers right, customer’s trade-in and speed them up to slow them down.
Here are the highlights:
{01:17} Paint the picture
{01:40} How do you currently deal with it?
{02:10} Getting the numbers right
{04:32} Trade-in
{06:35} Speed up to slow down
{08:17} The Farmer
About Symco Training:
Symco Training was founded in 2000 by Simon Bowkett and it was his belief that the business had to offer its clients something different. That difference was clear to Simon from his days in the dealership when he experienced many sales trainers who had all the answers, but were unable, unwilling or both to actually show the delegate how they could be implemented. It remains the ethos of the business today. You see, Symco only employ trainers that are committed to delivering not only in spiring and insightful training, but are equally as happy to demonstrate these skills and techniques with real customers in your own showroom. We believe in order for sales training to be effective and in Simon’s words ‘real world’, it needs to be tried and tested in the only place it matters the showroom floor. There is no room for theory when your goals are for your team to sell more cars, hours or parts and retain more profit. In dealerships around the world the focus applied by many of the sales executives is to try and sell a deal. Symco specialise in getting your teams to focus on selling themselves, the product and then supporting this with the deal.
Selling In The Motor Trade