Negotiations

Boost your skills in presenting, negotiating, and closing deals with confidence. Gain practical strategies for success in any negotiation scenario.

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Course curriculum

1. When Does Negotiations Begin
2. When Does Negotiations End
3. Common Misconception About Negotiations
4. The Difference Between Negotiations and Closing
1. Why Customers Fear Negotiations
2. Why Salespeople Fear Negotiations
3. Why Managers Fear Negotiations
4. What We Do That Ignites Fear in the Customer
5. Is Fear of Negotiations Inevitable
1. Selling the Product
2. Selling Yourself
3. Selling the Dealership
4. The Negative Effects of Not Fulfilling the 3 Prerequisites
5. The Positive Effects of Fulfilling the 3 Prerequisites
1. Have You Earned the Right to Ask for Full List
2. Why We Fear Full List
3. When is Full List a Fair Price
4. Is Full List Possible with Every Customer
5. Selling the "$30,000" Car
1. What We Need to Know Entering Negotiations
2. What We Do Not Need to Know Entering Negotiations
3. The 2 Choices Every Salesperson Must Make
4. Controlling Your Mindset
5. The True Goal of the Qualification Step
1. What is the Pendulum Effect
2. The Before & After Effect of Price & Payment
3. The 2 Types of Objections
4. What Causes Each Type of Objection
1. The Mechanical Presentation
2. The Psychological Presentation
3. Changing the Perception of the Numbers
4. The Subtle Assumptive Close
5. The 7 Most Important Effective Words to Close the Deal
1. What is a Plateau Number
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2. 2nd Pencil Example Using the Plateau Number Strategy
3. Positive Effects of This Strategy
4. The Travesty of Wasted Gross
1. What are Credible Discounts
2. Who Qualifies for Credible Discounts
3. The Dangerous "Crutch" of Lowering the Price
4. Customer's Perception of Price Lowering
1. (EMI) Early Manager Introduction
2. When to T.O. the Customer
3. Effective T.O. Thought Tracks
4. Buying Yourself Some Time
5. Stay or Leave. What is the Correct Strategy
1. What is the Customer Really Saying
2. The "Old Style" Approach
3. Using Empathy to Create a Captive Audience
4. The Art of Storytelling
5. Do You Have a Logical Reason to Re-Close the Customer
6. Most Common Mistake Salespeople Make
7. The DLA Response To: The Payment is Too High
1. How to Respond with a Credible Solution
2. The Wrong Way to Ask for Down Payment
3. The Right Way to Ask for Down Payment
1. Avoid Taking the Bait
2. Standing Up for Your Price, Your Dealership, and for Yourself
3. The Power of Certainty
1. The 2 Types of Trade Objections
2. Valid vs. Invalid Trade Figures
3. The "Old" Approach
4. The "As-Is" vs. "Frontline Ready" Technique
5. The "Value" Close
6. The Dangers of Kelley Blue Book
1. The "Old" Approach
2. To Give or Not to Give a Copy of the Worksheet
3. The Objection Conversion
4. Identifying the True Objection
5. Tangible vs. Intangible Objections
6. Is it OK to Let the Customer Go Home and Think About it
1. The Danger of Separation
2. The Danger of Idle Time
3. The Art of "Small Talk"
4. The "Phone" Cure

About this course

$79.00 / month
75 lessons

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Negotiations

Course curriculum

Chapter 1 - What is Negotiations

Chapter 2 - Fearing Negotiations

Chapter 3 - Three Prerequisites to Negotiations

Chapter 4 - Full List or Bust

Chapter 5 - The Dangers of Knowing Too Much

Chapter 6 - The Pendulum Effect

Chapter 7 - Presenting the Numbers

Chapter 8 - Understanding the Plateau Number Strategy

Chapter 9 - Credible Discounts

Chapter 10 - Effective "TO" Strategies

Chapter 11 - Objection - The Monthly Payment is Too High

Chapter 12 - Objection - I Don't Have the Full Down Payment

Chapter 13 - Objection - I Can Get This Car Cheaper Down the Street

Chapter 14 - Objection - I Want More for My Trade-In

Chapter 15 - Objection - I Want to Go Home and Think About it

Chapter 16 - The #1 Issue Salespeople Face During Negotiations

About this course

Discover your potential, starting today