Customers make ridiculous offers; get over it. That's the customer's job. Be glad they are making the ridiculous offer to you and not another sales person at another dealership. When you get a ridiculous offer that means it is time to sell; if you can't defend or justify a price, you can't sell. That's the truth, face it.
Retail automotive sales teams have "jacked" customers around for the last 50 years. Expect the consumer to "jack" you around, now that the playing field has been leveled. The strategy demonstrated in this video is effective at countering the "stupid offer" and justifying your price. One, if not more of these sales strategies must be used in a very non-confrontational manner. Be gentle with your prospect, they have the money. And if you're ever going to become great, you have to use these price justifications EVERY time you engage a customer. You can't "pick your spots". You're either in, or you're out.
If you don't know how to use KBB to help you justify, you can't sell. You can show cars, you can recommend cars, you can make a friend, you can know your product, you can take an "order" for a car, and you sure as hell can give away cars. But you CANNOT SELL CARS!
Key: You have to practice this sales strategy. Keep the KBB website open on your desktop; if it's not open, you're not ready to sell.
