Vous êtes au milieu d’une négociation d’entente automobile. Comment gérez-vous un client qui demande des services gratuits supplémentaires ?

Listen more than you talk is still an undervalued skill. As sales representatives we are tempted to jump when clients use certain words/phrases and we tend to rush to offer solutions. Instead let clients lay out their pain points and ask qualifying/open ended questions to gather more information before making recommendations.

Concentrate on the main topic: Negotiating the deal and showing value in your proposal. Be upfront and honest. Evaluate services customer is asking and disclose cost of those services. Explain why could it work or why could it not work. DO NOT GIVE FALSE PROMISES TO CUSTOMER. Be Honest - Only way you can win in the long game.

It depends on how far along in the deal we are. As a first step I'm going to give a yes and my matching price point of what I'm able to do. Yes, I can give you this extra item, at this additional price. My deal is what I offered and anything extra comes with a price. Secondly, I want to consider the value of what they're asking for. Could it be rolled in to the loan? I've seen extraordinary deals in the car business and I'll know what I'm able to do. Have I seen it done before? Ultimately, I want my customer happy and any response I give will be in the context of the rapport I've built which will allow me to remain light and playful.

Although you may not always be able to completely satisfy a clients needs and wants, I feel like if you are not willing to properly listen it can take away from the experience and make the client feel as though they are being taken advantage of. Especially if they are shut down immediately. They need to see you work for them!

Yes , agree with it with available resources that is included in the offer, mutual agreement and communication is normal part of the deal . Give free except the car 🚗 😉.

When a potential client requests additional free services during a negotiation, I always assess the value of what they're asking for. After determining the monetary impact—whether it affects me personally or the company—I make sure to get a firm verbal commitment that they will sign the agreement once I agree to their request. This ensures that the deal is closed without further negotiations or additional requests.

Throughout dealerships I have worked for , you would always notice a difference between stores on how they take care of their clients. With certain stores I would have the backing to support my client after a delivery whether it be a repair , or small diagnostic which I always appreciated. It is obviously not the most profitable way of business in the short term but it does feel great when you can stand with someone that just had a great experience with you and not spoil all the hard work you’ve just done. People don’t purchase vehicles every single day and sometimes I feel like that is forgotten!

Everyday people that are broke and living less than check to check should be entitled to free services of that make or model , rich people don’t concern them selves with thought and sacrifices as poor folks do .. when selling an item you need to be clear in all areas to put that customer first as if it was you . Getting the best deal For a customer is a sale and a home run when it’s honest and being a human we should relate tho this severely and cars today are not worth the home loan to buy much less to keep up . Either way the customer always gets robbed so in reality what can you do to give them the best deal For their money and if you can’t then don’t bother you’re not honest if it’s just a sale .

Your upfront contract is crucial. You have to get that out early in the sales process Or, you can waste valuable time if their looking for a lifetime of free oil chages. Be transparent and honest. That builds trust and rapport.

You must! Tell them the price is based on the service you provide, vehicle quality and dependability and the profit you need to make to properly pay your staff and provide the after sales support, warranty and service they need. People understand that conversation. You can even add, if I changed the price I would only be impacting the future service and support our firm represents.

People walk away from deals, so should you at times. Once they see things are not going to change, then they will rethink their position. Try saying, Hey the car is open and take some time to check everything out, I will be back in a few minutes. Walk away. Watch the reaction.