As the economy took a turn for the worst, discounting became prevalent. OEMs were offering discounts and rebates, and dealers were slicing prices even further to make a sale. Some believe customers have become to expect discounting and won’t buy without, but sales trainer Don Cooper argues that with the right sales techniques and customer service experience, dealers can charge full price.
Cooper will show dealers how to make a sale, while also brining in optimal profit during his Profit Xcelerator session “Breaking the Discount Habit.” The session will show dealers how to outsell low-price competitors, what to do when a prospect pressures a salesperson into a discount, what people mean when they say price is important and the biggest secret your prospect doesn’t want you to know.
To prep dealers for his session, Cooper has offered a quick sales tip in this video. To attend “Breaking the Discount Habit,” register for ProfitX here. The Powersports Business conference and expo will be held Sept. 25-27 at the Red Rock Casino Resort & Spa in Las Vegas.