Price Conditioning - Educating the Prospect

This video demonstrates how to honestly and credibly "price educate" your prospect. It requires you possess a professional evidence manual, an evidence manual that contains the latest quarterly financial statements from the publicly held retail automotive companies, copies of articles naming the "cheapest" cities in which to buy a car, and a copy of Wal-Mart's financial statement. This "price conditioning" should be done early in the sales process; an ideal time is during your fact-finding session. A great presentation, coupled with third party proof statements will help the prospect see you as a credible professional, not a stereotypical car salesman. The better you educate your prospect regarding the profits automobile dealers make, the more likelihood you'll create a delivery at an acceptable profit.

Category:

Education

Tags:

• redzone
• steve
• richards
• automotive
• sales
• strategies
• modern
• car
• training