How to work a car deal 07 24-13
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Transcript of How to work a car deal 07 24-13
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How to Work a Car Deal Jim Ziegler, CSP, HSG
Jim Ziegler
Ziegler SuperSystems, Inc.
July 24, 2013
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How to Work a Car Deal Jim Ziegler, CSP, HSG
Jim Ziegler
Ziegler SuperSystems, Inc.
July 24, 2013
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How to Work a Car Deal Jim Ziegler, CSP, HSG
High Integrity Negotiations
There is never a reason to lie, cheat, deceive or misrepresent
anything in order to sell cars
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How to Work a Car Deal Jim Ziegler, CSP, HSG
Average people with great Processes can yield Incredible Results
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How to Work a Car Deal Jim Ziegler, CSP, HSG
84% of Consumers Shop First Where They Want to Buy The Car
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How to Work a Car Deal Jim Ziegler, CSP, HSG
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
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How to Work a Car Deal Jim Ziegler, CSP, HSG
• Fear of The Money • Lack of Confidence • Over-Qualification of the Customer • Premature Discussion of the Numbers • Allowing the Customer to Start the Deal
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How to Work a Car Deal Jim Ziegler, CSP, HSG
Build the Deal Before Your Start the Figures Did 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?
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How to Work a Car Deal Jim Ziegler, CSP, HSG
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
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How to Work a Car Deal Jim Ziegler, CSP, HSG
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?
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How to Work a Car Deal Jim Ziegler, CSP, HSG
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…
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How to Work a Car Deal Jim Ziegler, CSP, HSG
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…
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How to Work a Car Deal Jim Ziegler, CSP, HSG
We’ll Be Paying Off Your Old Car Up to….
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How to Work a Car Deal Jim Ziegler, CSP, HSG
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
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How to Work a Car Deal Jim Ziegler, CSP, HSG
In Your Case, We’d Like to Get a Down Payment Today in the Amount of….
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How to Work a Car Deal Jim Ziegler, CSP, HSG
… Which Will Make Your Estimated Monthly Investment Somewhere Between _______ and ________ for 48 Months …
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How to Work a Car Deal Jim Ziegler, CSP, HSG
Write me that Check and We’ll Get Everything Started…
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How to Work a Car Deal Jim Ziegler, CSP, HSG
• 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?
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How to Work a Car Deal Jim Ziegler, CSP, HSG
My Trade-in is Worth $5000 More Than What You’re Offering Me
“Would Mind Sharing With Me How You Arrived That Figure?”
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How to Work a Car Deal Jim Ziegler, CSP, HSG
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”
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How to Work a Car Deal Jim Ziegler, CSP, HSG
• 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
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How to Work a Car Deal Jim Ziegler, CSP, HSG
Don’t Negotiate on an Uncommitted Figure
“If We Do That, Will You Own the Car at Those Figures?”
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How to Work a Car Deal Jim Ziegler, CSP, HSG
“Let Me Be Sure I Understand The Agreement You’re Offering My Dealer?”
Recap the Deal Before You Negotiate
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How to Work a Car Deal Jim Ziegler, CSP, HSG
James A. Ziegler, CSP, HSG Ziegler SuperSystems, Inc. (770) 921-4440 www.ZieglerSuperSystems.com