“So, what’s your best price on…?”

If you’ve been in car sales for any length of time, you know it’s a question you get asked nearly every single day. How you answer this question often makes the difference between successfully (& profitably) closing the deal or having an angry customer walk off of your lot.

Most sales people make two critical mistakes when attempting to answer this question.

1. They think it's actually a question about the price tag on the car.
2. (Hint: It’s not. It’s actually a question buyers ask to try to hide their 3 biggest fears.)
3. They try to answer the question with some snappy, trendy, one-line response that often ends up derailing the entire sales process.
4. (Hint: The only way to consistently and profitably close deals is to use a sales process based in time-tested principles, not one that relies on flash-in-the-pan fads.)

How do I know this?

I’ve been selling cars and leading teams of car salespeople and managers for over 35 years. I’ve also trained 1,000s of automotive salespeople on how to become highly successful sales professionals.

All successful, results-oriented professional sales and management training programs are founded on timeless, proven principles. Don’t believe me? Look at what Solomon said 3,000 years ago, look at what Stephen Covey has to say. My Excellence Roadmap training system is firmly rooted in these same principles. That’s why it gives my students a Sales Process that works.

Why do buyers ask “What’s your best price”? Why do they tell half-truths? That all ties into every buyer’s 3 fears. You have them. I have them. We all have them. Anytime you buy anything at all, it’s automatic to have these 3 fears:

1. Buying the wrong item. In our case, buying the wrong car.
2. Paying too much.
3. Being pressured or hassled to buy the wrong thing or to pay too much.

Think about all of the objections you hear from buyers. All of these objections are based in these 3 fears, especially the best price question.

The Excellence Roadmap training system teaches how to overcome these fears (objections) in a way that moves the sale powerfully forward and makes your customers (& you) happy.

Right now, I am making my overcoming the Best Price Objection training available to you for free. It is a 30 minute live training that I normally reserve for my dealership customers. Watch the training and you will learn:

•  A way to overcome the Best Price objection by using a simple four-part turnaround that takes just seconds to complete.
• How to reprogram your customer’s mind to focus on value over price.
• What the “Best of the Best” do every day to focus their mind and stay on top of the leaderboard.

Join me for a free 32 minute training session, recorded live, where I go teach you a simple, four step turnaround to get your buyer focused on the car and the process while also addressing their fear of paying too much… All without promising any discounts at all!