Digging into your responses, I can see that my references to "Old School" strategies and tactics my have stuck a chord with you. You're promoting a process developed almost 50 years ago. When you say that the customer hasn't changed, I agree that you are at least partially correct. But the amount of information they are armed with has substantially changed the playing field.
I'm not talking about merely overcoming price objections as we've done for the past 50 years, I'm talking about eliminating them before they even begin. This truly different mindset is the "moment of zen" and it's part of what elevates it beyond an "overcoming the price objection" tactic into a new strategy.
That said, much of the "Old School" is still applicable today. I have an appreciation for many of the sales tactics that have worked for years and can appreciate that many still work today. But when you come out with "whoring-out your cars on-line to get them through the door, then you don't have a very good process", I have to think that you don't have the best understanding of what a true Market-Based Pricing Strategy entails. I'd be happy to discuss it with you at length.
Give me a call! (but most importantly, have a great weekend!)
Wrong again, Ed -- I did say "Whoring." I did not equate whoring with market-based pricing. You assume too much! You've consistently missed my points and you've done it again. I've been an AVID AAX dealer for years -- I pioneered the movement for my group -- NO ONE understands everything involved more than me. I preach it. I live it. I love it.
Can you argue that whoring your cars is a bad move? Geez, I hope not. It seems to me you're kinda arguing with yourself here -- 'cuz you're still not quite getting what I'm saying. The "whoring" comment, in context, made a comment about pricing at the expense of process -- which is a valid point.
Same thing with getting all down-n-dirty with the "price objections" terminology. I used it as an example, a genre, or "thread starter," if you will. Anybody who's been in the game longer than 2 years knows that there's nothing "merely" about that topic. But this is a targeted audience right? Do we have to use crayons to write it out? Like we're talking to customers?
I've apologized twice now for being completely off-topic, and you keep proving it.
So we agree that right-pricing is important for a myriad of reasons. But if this is moment of zen for this crowd, wow...