I have trained this for years to salespeople new in the business as well as veterans and it is a great tool to bypass objections and help when a Manager or fellow salesperson takes a tun on a customer. Now before we go to far, this also is a way to make sure your process is streamlined and you don't have a rogue salesperson on you hands...you know the guy the manager asks " did you ask them about money down?" oh yeah boss they said no money down" then you go in and say we need $3000.00 down to make this work, and they say oh, ok no problem!???

You can you use correct me if i'm wrong as a great intro so the customer can save face, instead of saying well you told me this or that and causing the custmer to become defensive.

For example: on the trade walk you can ask the customer " How much have you spent in the last 12 month to maintain or improve the value of your vehicle?  Usually the customer responds with a list of stuff...oh i have done this and this, this and that!...the salesperson can respond with so a dollar figure of what $1000.00 to $1200.00?? "oh yeah at least" say's the customer! (now if the customer says, i have not spent a dime, then you can also use that when they are not happy with the trade allowance figure) It's like playing chess, Knowing what your going to do before your opponent makes his next move!

So when you have come to the payment close in your deal, and the customer is currently paying $400.00 per month and they would like to be $415-420 now and you have a payment of 479.00 and the customer replies...oh i can't do that payment that's too high, you can respond with " Correct me if i'm wrong, but YOU said that you have spent $1200.00 in the last year to maintain your car that is 4 years old and out of warranty right? "yes" says the customer, well you have basically paid $500.00 per month for the last 12 months, right? (they told you, so usually they will look at it in a different light) This works quite alot, IF you do it consistently...that is the key, it works far better than "are you sure we cant' get you to pay a liitle more for something new?"

Now i know this is not ground breaking stuff, but the point i am trying to make is that A really great salesperson is thinking way ahead of the deal, and knows what he is going to say and do an hour into a deal by setting himself up to bypass or address and objection and makes the customer feel like they are dealing with a PRO!

Examples:

"Correct me if i am wrong" you said your wife did not need to be here to make the decision? Do we need to go see her to give her blessing? (this helps them save face)

"Correct me if i am wrong" you said you have not spent a dime on your vehicle in the last year or so, That's a pretty good figure for a vehicle that we are going to have to recondition to 100%

If you find this valuable, pass it along, if not i welcome tid bits i can share with my guys...We create our own Economy in this business so we don't have to live in the one that was created in the news and T.V. stations! 

 HAVE A GREAT DAY!... AND SELL A BUNCH!!