Car salesman

The price is too high

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Apr 19, 2025
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by: Greg

Perhaps I could add a bit more to this question.

Before I sell anything I have to know what the person in from of me WANTS.

In selling a car, the question I would ask is something like ...
"What do you want in a car"
And if you only get one answer from them, just say..
"And ?"
You'll end up with a list of things they want.

If you listen very carefully you'll find they have priorities in these things they want.
At this point you'll have some idea if you can meet their needs.

If you can't you can gracefully send them in another direction.

Assuming you can meet their needs you then apply another question to the MOST IMPORTANT WANT they have.

That question is something like ...
"And when you have [WANT] what will that do for you or what will that give you?"

You would then repeat this for their other WANTS.

Once agin you need to LISTEN CAREFULLY because you'll likely find a theme that repeats.

That theme that repeats is their Dominant Buying Motive.[DBM]

You then talk about how what you are offering satisfies their wants and keep referring to their DBM.
Sep 10, 2017
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by: Greg

Hi Carsalesman,

suggest you read this page on my website

https://www.sellingandpersuasiontechniques.com/language-of-persuasion.html

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