Can You Handle the BEST Price Question?
As I travel the country training automotive sales professionals on the proper techniques for handling phone shoppers, I am often asked the price question. “Jerry, how do you handle the customer who just wants the best price over the phone?”
Well, that’s a great question and I address it in this article.
I’ll start off by saying that the price question is one of the most feared question in the business and is often fresh on the minds of sales people. It is not the customer they fear, they fear having to go ask the manager for a price. Most managers don’t like to give pricing over the phone and will inform sales people to just try and make the appointment.