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Comment by Jason Manning on September 6, 2011 at 4:59pm

We still need to turn deals to managers.  A second voice and fresh face works wonders.  Especially when the customer knows they just went up the ladder another notch.  All good stuff here.

 

Just Do It Right (with Sales Training),

Jason Manning

 

Comment by Mark Tewart on September 6, 2011 at 4:16am
Thanks for all the great comments and kind words. Best wishes to everyone and great selling!
Comment by Frank on September 5, 2011 at 10:14pm
That was a great video.
Comment by Gillon S. Johannson on September 5, 2011 at 1:15pm

Great stuff Mark, all usable...I call the below my "No Country for Old Men Close."

Though I'm no longer involved in the negotiating process much these days, once in a while, I'll get thrown into the tail end of a deal.  Things have taken a turn for the worse, and for whatever reason, the customer is intent on leaving without their new car.

It always seems like a tough one, and frequently, I won't know too much about what's been going on, or how it got to this stage. One thing's for sure however,,,I have a vested interest in the outcome, and the sales person is pretty interested in how I do. I have a pretty standard M.O. for this one: Be honest, very honest.

 

I usually tell the customer how we feel about them leaving to think about it. "We hate it when this happens!  This just never seems to work in our favor. I don't know much about what has been going on out here, but I do know one thing for sure Ms. Customer. We couldn't have gotten this far if at some point you had not agreed that if the deal was right you would own the vehicle...Right?" (well yes, but we just want to think about it over night, we always do.) "I understand, and it so frequently comes down to this moment, but you know what? No matter how many times you go home to think about it, it's always going to come down to this moment. The moment where you are finally going to have to say yes. This is that moment. You have spent a lot of time getting to this very moment. The time to think about it is past...You have spent three weeks traveling to get to this time, three weeks, and now it's here...And you have to call it...It's either yes or no, and you have to say. You're ready to walk out the door, and you know what? We have never let anyone walk out the door if there was a lower price we could go to. You've done a great job. We have no lower price to go to.  You have gotten yourself a great deal. You'll never find a lower price anywhere. I know that you know we are offering you a great deal. We do have a deal now don't we?" Stick out your hand and shut up...Shut up. Hold out your hand and shut up even if it takes five minutes.  They will shake your hand.

 

Of course this is far oversimplified, but this is how I do it, and when done with total sincerity, it works every time...almost.

Comment by Ralph Paglia on September 5, 2011 at 2:05am
For many of us who have been selling cars for over 20 years, we may have variations on what Mark Tewart teaches in this clip, but regardless of style and tactics, this is VERY GOOD GUIDANCE for anyone selling cars for a living!  Whether you are a rookie or a veteran, I highly recommend taking 9 minutes to go through this clip with Mark and reapply these tried and proven sales tactics.

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