Will Value Pricing Work? You Bet!!

Now that we are into Value Pricing don’t gamble on price to close your sale! You WILL lose. Most salespeople don’t sell value today. They are focused on price because the factory has focused on price, discounts, rebates, interest rates and gas deals and yadda yadda…….

Your customers want a great price no doubt about it, but they aren’t buying a price. They aren’t driving a price to work or their price to the lake or to the school to pick up the kids. Your clients are buying a vehicle they want and need to meet their lifestyle. So? Get off your butt and start selling again. Get off the price focus—that train has left the station.

All Cars Cost Money
Your customers have lots of vehicles to choose from in each vehicle segment, don’t they? The one thing in common to all these vehicles? Your customer has to pay for them. They have to part with their hard-earned cash so…. they want as much car or truck for their money as they can get.

Therefore, price is only one component of the equation when it comes to buying. The Value component is the most important. There are lots of choices in their marketplace and your vehicle has to be presented as good value or they don’t buy it and you lose!

Value Selling is the Key to Sales Success
I bet you can increase your sales this week and for the rest of your sales career significantly if you will just start selling value. Be confident about what you are selling for the right money—the standard features, the quality of the vehicle, the options that will meet their needs and wants. Be excited about the fact that you are selling more car for less money this year than last year. This is your value story. It makes your price right! You will sell more car and trucks!
About the Price.

I believe that value is what sells cars and trucks NOT just price. But you must have your sales process in gear to sell value and your price. If you are going to succeed with trade-ins you have to know how to present the appraisal numbers and not blow your client out. Serving up your numbers better be done right or you lose again. Contact me if you want specific coaching on value pricing. Time to focus on these areas now and you will make great money my friend. And you will deserve it.

Do Not Rely on Luck to Sell Cars
In car and truck sales is there any such thing as luck? It all depends on the roll of the dice? The luck of the Irish? You lucky stiff… I never win anything…

Everywhere car salespeople seem to have different views of luck or good fortune. I believe in timing and I also believe certain things seem to happen and we can't explain why.
Well, I have seen people have good fortune without a lot of work because their daddy’s rich or they married well.

I also believe in preparation, effort and persistence. Isn't it is amazing how many sales consultants who:

• work hard;


• follow-up diligently;


• learn their profession;


• commit to their goals; and


• have a purpose for their money often have more than their share of good luck?

There is a great old saying that: luck is nothing more than preparation meeting opportunity.

Keys to Increasing Sales

1. Come in earlier than most salespeople on your staff. You will get more details done and be ready when a prospect comes on the lot.


2. Get more cell and work phone numbers. You will increase your follow-up contacts for more be-back appointments.


3. Keep your sales edge sharp. Read and study my Professional Development books and notes at least 10 minutes a day.


4. Commit yourself to an earnings goal for each week! Divide your income goal by the average commission to determine your sales. Don’t select a sales goal first. It is the cash that make the goal motivating to you!


5. SELL VALUE. You will convert more walk-ins into sales if your sales presentation is about the outstanding value your vehicle represents in the marketplace. Don’t take a short cut here or you will shorten up your deliveries.


6. Follow-up your walk-outs. Get organized to follow-up showroom walk-outs and your closing ratio improves dramatically. Be-backs close at 50%. Check out www.Trackstar.ca

Dealers are moving to Trackstar, the reason? They say, “the other systems are complicated, cumbersome and don’t deliver what they promise”. Check the system information out-- view this short video.