Notifications & Messages

Jared Hamilton
From: Jared Hamilton
Hey - It’s time to join the thousands of other dealer professionals on DrivingSales. Create an account so you can get full access to the articles, discussions and people that are shaping the future of the automotive industry.
×
Grant Cardone

Grant Cardone CEO / Author / Entrepreneur

Exclusive Blog Posts

The Most Wonderful Time of Year for Luxury

The Most Wonderful Time of Year for Luxury

It’s that time of year again: lights line the houses, the air is brisk, and luxury manufacturers are trying to make sure their vehicles are the best …

The Recruiter: Episode 4- People Use Google to Find Jobs

The Recruiter: Episode 4- People Use Google to Find Jobs

How to title your help wanted ad so it gets found on the internet. Please use Google in their job search. Use what people call themselves on their resu…

* The Recruiter* Episode 3 Law of Diminishing Return

* The Recruiter* Episode 3 Law of Diminishing Return

When do you hire and how many? what are you basing your decision on? Don't decide by how many desks you have or that's what you normally run with. …

Lenders must lend or drivers won't drive

Lenders must lend or drivers won't drive

In my opinion, sub prime customers are being considered more risky by the lenders that once targeted them. Even traditional co-signers are proving not to b…

4 Reasons to Improve CRM Utilization in 2017

4 Reasons to Improve CRM Utilization in 2017

Yes, dealers are creating a tremendous amount of data. The problem is, most of it is junk. Data is like this 1958 Tops Baseball Card complete set. You have…

TO BE SUCCESSFUL YOU HAVE TO BE TRAINED TO SELL PRODUCTS IN QUANTITIES LARGE ENOUGH AND AT PRICES HIGH ENOUGH.

Price and volume are critical to reaching high levels of success. You can not be good at just one or the other but need both!

This article is about the myths regarding price and later articles will be about increasing volume.

If you were to survey all of the salespeople in the world, you’d find that most of them believe that the number one reason they lose a sale is due to price. This is absolutely not the case and in fact, nothing could be further from the truth.

Price is not only not the buyer’s biggest concern but is at the bottom of the list of reasons why people don’t buy your product. Most sales are loss because you are not on a product that the buyer truly loves or because the buyer lacks confidence in the product solving his/her problems.

Mistakes:
1) Most sales people are not even on the right product.
2) Don’t know what would motivate the buyer to value the product more than the money required to purchase the product.
3) What problem the customer is trying to solve.

It is the unspoken objections, not the obvious and apparent price, payments, terms or budgets objections that stop the sale. 90% of sale is getting the product right not getting the price right. This requires you to know what iit is that the buyer truly values from a point of passion (love) and logic (solving a problem).

Getting the sale is first about getting the buyer to a place where he/she has confidence in you, your company and the product you are presenting. If there is a price difference between you and others, (and their should be), then you have to build value in your product by increasing the confidence the buyer has in making a decision with you.

Reasons People Buy:
1) Love the product to the point that I have to have it now.
2) Need this product now to solve a problem.
3) Confidence that this product will meet their needs
4) Confidence in the representative and choose to buy the product in order to help the person they like and are willing to pay more in order to do so.

To learn more about how to get a higher price for your products you should consider my book, "Sell To Survive", and my audio programs Maximizing Every Opportunity and Rules of Success.

Thanks for reading, see you next week

Grant Cardone
800-368-5771

 Unlock all of the community & features  Join Now