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Joe, I respectfully disagree with the statement that "Customers WANT to Negotiate", at least to the degree that happens in most car sales today. I think they want to make sure they're getting a fair deal. That can occur with greatly reduced negotiation (reduced conflict) and strong documentation of the dealership's price position in the market.I completely agree that this shift must be embraced from the top down. Price can't stand alone for the strategy to work optimally. If I left the impression that I believed that, it most certainly wasn't my intent.I'm also not saying that this is the ONLY strategy that can work given today's conditions (but it's the best I've seen). I AM saying that every dealership that recognizes that conditions have changed, should review the strategy they use to see if it is the best one available for TODAY,
Joe, I respectfully disagree with the statement that "Customers WANT to Negotiate", at least to the degree that happens in most car sales today. I think they want to make sure they're getting a fair deal. That can occur with greatly reduced negotiation (reduced conflict) and strong documentation of the dealership's price position in the market.
I completely agree that this shift must be embraced from the top down. Price can't stand alone for the strategy to work optimally. If I left the impression that I believed that, it most certainly wasn't my intent.
I'm also not saying that this is the ONLY strategy that can work given today's conditions (but it's the best I've seen). I AM saying that every dealership that recognizes that conditions have changed, should review the strategy they use to see if it is the best one available for TODAY,
