Karl is one of our veteran salespeople. He has a customer that has two trades. He comes to me, lays down the ground work for his deal. Here is what I have, 08 Altima
coupe with 49865 miles on it, BIG dent on the driver’s door, cracked
windshield, broken lens in the rear light on the driver’s side, needs four
tires, other than that a nice car. The second vehicle is not here, the
description, 06 Chevrolet Equinox AWD, leather, roof, alloys, burgundy in
color, 90,000 miles. My customers owe 16,800 on the Altima, 9125 on the
Equinox. They absolutely want this Blue, 38,750 dollar Pathfinder. They can put
down 2,000 dollars, they said they want to be no HIGHER than 480.00 per month.
They are currently paying 869.00 a month for both vehicles. What do you
think? We are going to deliver this car. Introduce me. I explain, that I
will put together some numbers, while they are test driving their new
Pathfinder. I tell them, I will put together a comparison, the new vehicle
vs. the two vehicles that they currently own. The response  from the
customers, thank you.

Now, I took a sheet of paper, drew a line from top to bottom, left side of the paper, heading current vehicles, payments 869 per month. Insurance, 2 vehicles,
130 per month/1560 per yr. total 869 + 130=999  per month. PLUS any
repairs that need to be done now. Right side of the sheet of paper, heading,
Your new 2011 Pathfinder. 2000 down, trade values, 5000 for the Equinox,
11,500 for the Altima. BOTH need repairs, 48,54,60,66,72 month payments.
Congratulations!!!

 OUTCOME: CUSTOMERS took the 72 month payment, it took them 2 minutes to decide. They thanked us and said it was the easiest car deal they ever did.

TO CLOSE THE DEAL: Do not justify what you cannot do. We never justified the 480 payment. We justified what they are paying now, plus repairs needed. This is a
great close.

FINANCE MINDS: Yes, customer put down 2000 dollars, 2000 rebate was applied to the deal, MSRP was 38790. We did get 46755 financed on the deal.