Let’s be honest. Buying anything is about compromise.
So, how do you get your buyers to compromise?
Most people, your customers included, are looking for the whole package. So, how do you get buyers to justify modifying or changing their criteria when the car on your lot only meets most of the items on their mental checklist?
You have to know your buyer. You have to know:
- What they want.
- Why they want it.
- Who they are.
Tip: This is why mastering the Understand Goals step of your Excellence Roadmap training is so important.
When you master the Understand Goals step, you get to know your buyer. This gives you the opportunity to find something on the lot they can drive home today.