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I think the real key to a one price strategy (or any reduced negotiation strategy for that matter) is to head off a negotiation before it even starts. You have to explain the store's philosophy to the customer before they say, "but, can you do any better". You have to explain how and why you priced this vehicle the way you did and justify the asking price (preferably using documentation).That takes training, experience, and a shift in the dealership's culture - things that are difficult to accomplish in a week's time.
I think the real key to a one price strategy (or any reduced negotiation strategy for that matter) is to head off a negotiation before it even starts. You have to explain the store's philosophy to the customer before they say, "but, can you do any better". You have to explain how and why you priced this vehicle the way you did and justify the asking price (preferably using documentation).
That takes training, experience, and a shift in the dealership's culture - things that are difficult to accomplish in a week's time.
