Jim Ziegler – How To Work A Car Deal

How to Work a Car DealJim Ziegler, CSP, HSG

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High Integrity Negotiations

There is never a reason to lie, cheat, deceive or

misrepresent anything in order to sell cars

Average people with great Processes can yield Incredible Results


84% of Consumers Shop First Where They Want to Buy The Car


Full Price is a Fair Price

The Main Reason Your Profits are too Low is Because You Never Went for it in the First Place

Most Deals that are Blown, are Blown Because of Inappropriate Behavior of a Sales Person


• Fear of The Money• Lack of Confidence• Over-Qualification of the Customer• Premature Discussion of the Numbers• Allowing the Customer to Start the Deal


Build the Deal Before Your Start the FiguresDid They Drive the Car? Did They Drive The Exact Car They’re Buying?Are All The Decision-Makers Present?Is The Trade-In Present?Do They Have Time to Do Business?Are They Credit-Worthy?Are They on the Right Car?


Write-em Don’t Fight-em

A Consumer is More Likely to Pay More for the Car They Want Quicker than they’ll Pay Less for the Car They Don’t Want


All Deals Start at the Sales Desk

• The Management Starts the Figures• Make the First Proposal to the Customer• Do NOT Take the First Proposal From the Customer• Every Deal Starts at All the Money, All the Time• “If You Could Own this Car on Your Own

Terms, You’d Own it Now , Wouldn’t You?


I Think You’re Going to Like These Figures!

• The Market Value of the Vehicle You Are Purchasing is….

• That Includes a Value Option Discount Package of….

• You’ve Also received a Cash-back Rebate From the Manufacturer of…

• Leaving you an Adjusted Sale Price of…


Presenting the Trade-In Figures

• Our Professional Buyer has Looked at Your Trade-in…

• Based on Similar Cars We’ve Bought and Sold recently…

• Somewhere Between…


We’ll Be Paying Off Your Old Car Up to….


As You Know, The Banks in this area including Our Manufacturer Lending Sources Would Like to See as Much as 20% Cash Down Payment for Preferred and Premium Financial Programs


In Your Case, We’d Like to Get a Down Payment Today in the Amount of….


… Which Will Make Your Estimated Monthly Investment Somewhere Between _______ and ________ for 48 Months …


Write me that Check and We’ll Get Everything Started…


• That Payment is too High• I don’t Have that Down Payment• That’s Not Enough for My Trade-In• What’s that Interest rate?• Go See if Your Manager Will Do That?


My Trade-in is Worth $5000 More Than What You’re Offering Me

“Would Mind Sharing With Me How You Arrived That Figure?”


That Payment is Too High, I need My Payments at $400 a Month

“Sir , That is an Accelerated Equity Payment… The Banks Today Operating With Federal Bailout Assistance Would Like to See a Greater Equity Position at a Shorter Term”


• I Haven’t Got That Much Down Payment…

• I Bought My Last Car With No Down Payment

• I just Want to Use My Trade Equity as a Down Payment


Don’t Negotiate on an Uncommitted Figure

“If We Do That, Will You Own the Car at Those Figures?”


“Let Me Be Sure I Understand The Agreement You’re Offering My Dealer?”

Recap the Deal Before You Negotiate


James A. Ziegler, CSP, HSGZiegler SuperSystems, Inc.(770) 921-4440www.ZieglerSuperSystems.com


http://www.zieglersupersystems.com/

Jim Ziegler – How To Work A Car Deal

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Transcript of Jim Ziegler – How To Work A Car Deal