The following is adapted from Frictionless. As car salespeople, we all dread hearing the words, “Sorry, I ended up buying from someone else.” That one sentence from a lost customer means your negotiations failed. Unfortunately, there’s no magic dust to sprinkle over your negotiation table that will make your techniques work every time. But there […]
The following is adapted from Frictionless. Throughout my career as a car salesperson and sales coach, I’d often tell my students, “The number one rule of negotiation is…” By the end of the event there would be five or six number one rules written up on the whiteboard. Eventually, I stopped trying to find that […]
The following is adapted from Frictionless. Every person who walks onto the lot is different, and that’s exactly why car salespeople have to treat them all the same. We can’t prequalify who can handle shortcuts in the sales process and who needs special handling—you simply can’t tell by looking at someone. The only assumptions you […]
(Image Credit: Unsplash / introspectivedsgn) A successful car sales negotiation has only one outcome: you and your customer both walk away happy. Anything less, and you’ve failed as a sales professional because either you lost the sale or you’ve lost a repeat customer. Neither scenario earns you a long, lucrative sales career. Fortunately, there […]
