Mastering the Psychology and Strategy Behind Sales Negotiations

Prepare To Win

Do you find yourself constantly wrestling with price objections in your sales negotiations? Have you ever thought about why they seem to crop up all the time? It's because objections are a feeling, not a fact, and the key to handling them well is understanding that. This episode is all about unpacking the psychology behind objections and providing practical strategies to navigate through them, especially in the car business. We delve into the three primary price objections: the price is too high, the payments are too high, and the trade is too low. And to help us navigate these treacherous waters, we'll be referencing insights from our Dealership Playbook and Automotive Sales Coach Training.
But that's not all! We also discuss the significance of empathy, logic, and value in your sales discussions. These elements not only justify the price to the buyer but also help them see the value of the product. After all, they're at your dealership for a reason - to improve their lives, and it's our job to guide them back to that purpose. Active listening is the cornerstone for achieving this - it’s the key to living and selling with excellence. So, buckle up and get ready to revolutionize your approach to price objections. Whether you're a seasoned sales veteran or a rookie, this episode promises to be an enlightening journey.

Connect with us at https://preparetowin.com
Call or Text David @ 765-560-7338

Chapters

1. Navigating Price Objections in Sales (00:00:00)

2. Empathy, Logic, and Value in Sales (00:08:34)

3. Improving Through Active Listening (00:19:33)