Negotiate as a professional
negotiation can be done in a professional manner that can increase customer satisfaction while helping to protect the interests of both parties.first glance of Let to some of the problems that give a bad name negotiation, then watch the solutions. A lack of training in negotiation in the automotive industry has put sales people at a disadvantage. Usually, a sales person is taught how to negotiate in a method learn-as-you-go. Although all learning must be accomplished by doing some preparation must be done to make the most effective learning experience. All sellers and managers must go through a course on negotiation basic and advanced. Assuming that sales managers can automatically teach your sales people to negotiate professionally is asking for trouble. How do managers learn to negotiate?Sellers should be taught to planned procedures. I like to call these routing procedures. the routing procedures define the responsibilities of each, from the moment a customer is greeted until they are delivered, including the necessary documents and that initiates it. Included in the routing procedures are elements known, black and white items. black and white items are things that should never vary from your dealer. These elements are to be defined by your senior management and may include such things as not quoting discounted price on the lot or never low balling on price.Another source of problems in trading is the misuse of traditional negotiation techniques. The "technique of higher authority" is a technique of always defer to a higher authority for a decision. The technique is a solid negotiation tactic that has been run into the ground by the people in the car. Have your salespeople to run manager more than once or twice in the negotiations is a crime. Do not give the sales person any latitude or capacity decision-making in the negotiations leading to the yo-yo effect that creates mistrust in the sales person and the customer.when was the last time a sales person in your dealership has been taught what to do when a client requests a down payment, less payment, commercial values higher or a lower sales price. most seasoned salespeople in dealerships throughout the country could not verbally and in writing to give you at least three or four steps in each of these objections without having to think or blink . How many objections in negotiation are there? Most objections fall into several categories. Ask your salespeople role played recently on these objections and the potential response to them? Example: "Dear customer, we would be happy to reduce your monthly budget of $ 50 per month Do you want to go 60 months instead of 48, or to $ 1,500 more investment in cash, or look at the car with about $ 50 a month less. equipment, or watch a lease / Smart Buy program? What would be best for you? "Whether you like my words or there are some others that you prefer is not as important as having a way to handle objections and practice them over and over until the sales people know their negotiating skills ."Whoever prepares the most, wins the most. "A large part of trading is knowing when and how to negotiate, and to be prepared for all situations. The tragic death of John Kennedy Jr. could have been avoided with more preparation. Although negotiations can not be life or death for a sales person, it can feel like life or death to a sales person who wants to help his client and does not know how.the following few simple are technical negotiation1. flinch - Always start any proposal or proposal against2. divide the Split - When customers offer to split the difference, give back to split. their new proposal. Example: $ 3.000 $ 1.500 in shared outside offered $ 2.250 your counterproposals 3. Bracket - If your desired gross profit was $ 3,000 and the customer offers you $ 1500, offer back much above your desired profit as they proposed below, for example: $ 4,500 gross would be the same $ 1.500 amount above your desired gross, as they had proposed below. Most likely, they will offer to split the difference and it also lends credence to your offer.4. Give / is - Always try to get something in return for giving something. This will prevent the customer from nibbling and eroding your cash. If you do not use to give / get not only give you everything your gross, but also to create a customer.Everyone negotiates every day. Whether on vehicles, homes, relationships or pay plans etc., everyone negotiates on things sometimes we do not even know we had negotiated. Somehow people walk away to negotiate other things as cars feel extremely positive about the process. Why? I invite you to ask how you feel your dealer trading and what you could do to make it better for the customer, sales person, manager and dealer.
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