1rst Flashcards
I need to think about it
I completely understand, I haven’t given you enough information not to think about it, so what I would like to do is give you a quick 5 minute proposal of all the facts and figures so when you go home tonight, you truly have something to think about. Would that be fair? (Shake hand)
(After giving the 5 minute proposal) hey I really appreciate it thanks for showing me all the numbers but I still need time to think about it
hey I appreciate that I understand, I been doing this a long time, and what I’ve learned is people say I need to think about it, it’s usually 1 of two things; now usually it’s either number one, the car, which I don’t believe it’s the car, you told me you love it, we went on a test drive and had a great time, number 2, I believe is what it would be which would be something’s wrong within the numbers of the deal, so what is it that’s concerning you the most would it be the price, the payement, or the trading value? Which one would it be?
I have a few more cars to look at
Yeah I completely understand, let’s say you already checked out the other three vehicles, and mine, was the last one you were looking at.
What would be the deciding factor in which vehicle you would purchase? Would it be the car itself, regardless of the deal we gave you, or would it be the car the dealership gave you the best deal on? Which one?
«Probably the best deal» (if they say the car, then say if it would cost you 10,000$ more than you would like, it would probably be the deal correct?)
Exactly so it’s not a matter of if you buy, but when you buy. And when you buy it’s when the deal is right, correct?
Awesome, so let me show you a quick 5 minute proposal of all the facts and numbers, and then, it’s completely your decision. Is that fair?
I like the car but the miles are too high
I can understand how It may seem that way, however, if you would’ve purchased a vehicle with lower mileage, you’d have to spend more money.
Look, if you drove both vehicles for a 3 year period, which one would you end up owing more money on?
The one with fewer miles of course, because our vehicle, with a little higher mileage, the biggest part of the depreciation cycle has already been taken into consideration.
So when you look at the bigger picture, you won’t be upside down on our vehicle, but the other one, you most likely will be.
So going with the highly rated vehicle, like ours, with a few more miles, is definitely the smartest way to go if you’re looking to save some big money now, and later.
We’re not buying anything today we’re just looking (after test drive)
Cool you know what, most people aren’t, right?
But the idea of it is, is that your times important to you, would you agree?
So, buying a vehicle is something that’s important to you, because there’s lots of other things you should be doing, other than being at the car lot am I right?
But the facts that you’re here, that just shows that you DO want to purchase something, but you have to find something that you like?
You guys DID just find something you like, so it’s not a matter of if you buy, but when, and the when is when the deal is right, right?
So i know you didn’t come prepared to buy, but guess what, if you find something that you like and there was a deal you couldn’t say no to, then maybe it’d be worth looking at, would you agree?
Look if I could save you some time and money would that offend you in any way?
Awesome then follow me inside!
I want my dad to look at the car before I buy it (never get dad involved)
Totally get it. First of all, look, I’ve been doing this for a long time. We know what your dad’s gonna say, okay? Did he help you with your last cars when you purchase it? Yeah, he did. Cool. That makes sense.
Hey, my dad’s helped me when I bought them. But the fact is, that was then, and this is now all the research that’s on the market right now says a lot easier to make a better decision. Would you agree? So with that being said, you’ve already found a vehicle you love. You know what your dad’s gonna say? He’s gonna say it’s your car and you’re gonna have to be happy with it cause You’re the one paying for it am I right?
So let’s save you some time plus your dad will be proud of you for making a decision on your own. Let’s go and wrap this up. And I apologize. I forgot to ask you. When would you like to set your first payment due towards the beginning of the month, the middle of the month? What’s going to work best for you?
We aren’t interested in driving it until we know the price
I understand, we’re an internet sort so we have to price our vehicles very aggressively I don’t think this particular car has been posted yet, however what I can tell you is, we’re one of the highest rated volume stores in our province and we just couldn’t be there if we priced our vehicles too high.
So I’m 100% confident, based on the information you’re giving me, Andy after a quick spin, not only am I going to give you a price, but I’ll also give you a deal you just can’t refuse. Sound fair?
I need to know what I’m getting for my trade in before I do anything.
I completely understand, getting top dollar for your trade is extremely important to you, but what we do here is actually one step further than that.
Not only do I wanna show you all the numbers on your trade in, but also, I would like to show you all our highs and every other critical area important to your family, like price payments and trade ins.
So why don’t you follow me inside and I’ll guarantee you’re going to be very, very impressed.
It’s getting late, we are going to come back tomorrow.
I completely understand, and honestly, the fact that you’re still here lets me know that getting into a new vehicle, it’s extremely important to you.
Look let me show you this, no body plans on the most ideal time to buy a car, it just happens.
The good news is, we’re already 99% done with the deal and I’m extremely fascinated to get this 1% done.
Let me show you how fast I can get this last part done for you. Would that be fair?
I’m going to have to get back with you.
Hey look, I’ve been doing this for a long time, and when someone says they’re going to get back with me, I never see them again.
Assuming we’re not going to be doing business today, would you mind if I could be direct with you for a second:
Are you no longer interested in the vehicle, or is there something that’s concerning you within the numbers of the vehicle?
Look I’m almost 100% confident you still like the vehicle, I believe it’s probably something within the deal.
Let me ask you, what’s concerning you the most, would it be price, the payment, or the trade in?
I’m not buying yet. This is my first stop.
Hey let me share with you this, what we’ve learned is that a few years ago customers used to have to visit a minimum of 3 dealerships before purchasing a vehicle.
In todays statistics, due to the internet and all the research and technology available on the market, the average customer only visits 1 store before purchasing a vehicle.
So it’s not a matter of if you buy, but when you buy and when you buy is when the deal is right, am I right?
Exactly so let me show you a quick 5 minute proposal of all the facts and figures and then, it’s completely your decision, is that fair?
My bank offers a better rate
Hey look, 99% of my customers who have great credit, just like you, they don’t like to put all their eggs in one basket.
It’s always good to diversify your loans with different institutions. It looks way better on your credit, and the slight difference in payment, is nearly nothing.
If you could get the best credit possible would it be worth the slight difference?
Sure! Don’t put all your eggs in one basket, use us!
I think we’re gonna hold off purchasing a car right now
Same answer as «we’re not looking to buy today
I don’t wanna settle without getting all the features that I want.
I completely understand, however moneys important to you am I right?
If there’s 2000 dollars in your bank account right now or a sunroof, 99% of my customers, they’d choose the money, and you would too am I right or right?
If they say they’d rather have the sunroof, say that honestly, my mother had a sunroof on her old vehicle and since the summers in Canada were so short, we’d barely use it. Imagine all the other items you could buy with 3 grand, does that make sense?
Exactly, so this still gets you the vehicle that you love, and it also saves you a ton of money, does that make sense?
I think the price is too high
When you say the price is too high, would you mind being more specific, why the price is too high?
Ok, I understand, and I apologize, you see I didn’t completely explain our pricing policy up front.
Look we’ve learned 90% of our costumers want their best price up front, and the other 10%, they want to haggle.
But it’s 2024, it’s the age of transparency, we want to take care of our customers, the way they’ve asked us to.
If I were to mark this car up 3 grand, just to mark it down 3 grand, even though you felt like you won, would that be trustworthy? Absolutely not
See we’re looking for a further relationship than just today. I don’t wanna just help you this vehicle, I wanna help you for every vehicle you get for the rest of your life.
So with that being said, have I offended you in any way, In any way at all by giving you my best price up front?
Thank you so much for your business, sign here and let me help you get your car cleaned up!
I Was Only Interested In The Car
You Just Sold (Phone)
I understand. And the fact is, when we
put these cars on the front line, they sell
very fast.
The car you’re calling about actually had
some scratches on the rear door panel. If
it was still available, I would have told you
it’s probably not your sharpest pick. But
let me ask you this, if i could show you
a newer vehicle, with lower miles, that
is actually in a better price range, would
that upset you at all?
Great! So you’re pretty much open, you
just want to find something similar and
get a great deal. Am I right?
I have hundereds just like that one. I’ll
walk through them with you and in the
end it’s completely your decision. Is that
fair?
I Don’t Want To Drive That Far (Phone)
understand.
When I hear you say you don’t want to drive that far, what I’m hearing is that your time is very valuable to you. Am I right?
If your time is valuable, you need to deal with a professional that respects your time and understands how valuable time works.
Look, 90% of my customers live one to five hours away. Do you know what that means?It means I have to be extremely good at respecting people’s time, aswell as fast at
my job.
Look, you could go to your local store five minutes away, but we all know you can’t find the perfect vehicle in your own neighborhood.
And I guarantee this…if I had this car cleaned up, gassed up, and ready to rock and roll when you got here, it’d be a better car buying experience, a faster car buying experience…plus, the car you want to buy instead of settling for a vehicle closer to you that ends up costing you more time in the long run.
Wouldn’t you agree?
I Never Buy On My First Stop
I understand.
Would you agree, times have changed?
Do you remember when to learn something you had to go to a library and find the exact book for the exact piece of information you wanted and now, you’re just two clicks away from knowing?
The fact is, things have changed. In the
past, you not buying at your first stop
was completely normal. Just like how the
world has changed, we’ve changed. We
found a better way to do it.
Look, you’re here, I’m here, the car’s here.
So, it’s not a matter of if you’re going to
buy, but when, and when is when the
deal is right. Am I right?
Exactly! So let me show you a quick, five
minute proposal, and in the end, it’s completely your decision. Is that fair?
We Don’t Need To Test Drive This Vehicle
I understand.
A test drive doesn’t need to be long, but
it’s always necessary. Even if it’s just going
down the service road, turning around,
and coming straight back.
Every vehicle drives differently. We take a
lot of pride in servicing our vehicles, and
that will be seen and felt when you drive it!
Does that sound fair?
I Need To Sleep On It
I understand.
I have been doing this a long time. When
somebody tells me they need to sleep on
it, what I’ve learned, it’s either one of two
things.
Number one…you’re no longer interested
in the vehicle. But I know you said you’re
very happy with this vehicle so I don’t
believe that’s the case.
So it leads me to believe it must be number two. Something is wrong within the
numbers of the deal.
What is it that’s concerning you the most?
The price, the payment, or the trade?
I’m Just Going To Wait To Sell My Car
Outright To Get More Money For It
I understand.
I have two questions for you. Number
one, have you sold a vehicle outright on
your own lately? And number two, what’s
more important to you? A little bit more
money for your trade or your safety?
What I mean is, would you be comfortable with a stranger driving you and your vehicle around? 90% of people want to drive a vehicle before they buy it. It’s just a little bit scary, right? You can’t put a price on safety, but if you could, it would have to be at least $_____. Am I right?
What’s Your Best Price? (Phone)
I’m so glad you asked that!
Our store does what is called market
based pricing. Research shows, 90% of
our customers don’t want to haggle over
price and would like to get the best price
upfront.
That’s why we actually use very
expensive, but accurate tools that find
vehicles, like ours, in the marketplace
right now, and then those tools actually
price our vehicles for us to ensure we’re
always priced below market.
According to the stats on this vehicle
we’re priced 85% to market, meaning
were actually priced 15% below fair mar-
ket value.
Not only are we great at price, we are also
high in all the critical areas important to
you and your family, like price, payments
and trade-ins? By the way, will you be
trading in a vehicle with us today?