When Negotiating You Need The $650 Method!!!

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Comment by Dave Benson on April 19, 2017 at 12:06am

Thanks for the comment Justin Bulla.

I never advocate lying to the customer. Most smart dealerships wont just have one price on a trade in, instead call at least 2 or 3 wholesalers. 

I do however think that you should never give the customer what is given to you by the wholesaler or buyer.

Let me give you the example...

I make 3 calls and get $7,000, $7,500 and $8,000. Obviously I then have the highest to work with. 

I would then go back to the customer and say I have $6,000, $6,500 and $6,650. That leaves me with negotiation room as well as gross profit in the trade in. 

Why if we got $8,000 would we give them $8,000? Are we running a not for profit?

Hope this clarifies.

Great questions!

Comment by Chris Dimitris on April 13, 2017 at 12:31pm

Excellent video tip!

Comment by Justin Bulla on April 13, 2017 at 9:36am

When you talk about packaging it by saying three buyers, are you casually suggesting lying to the customer or do you hope that your highest buyer puts it at a $650 point?  Is telling a story about having made three phone calls without actually doing so something you are advocating?  What if the highest buyer doesn't put it at $**650

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