Mike Melton role-plays a tire store sales call to show how poor negotiation costs money. When a customer pushes back on a $987 price, the employee drops it to $900. Do that ten times a day and you lose $870 daily, or hundreds of thousands a year.
I'm about to expose the tire industry and exactly how all you owners are losing money.
So we're going to call and I'm.
Going to give them an objection, see how you handle it. And I'm going to show you exactly, exactly where you're losing money with all your salespeople. Hey, Billy, I'm looking for some tires.
Hang on just a second.
All right, now remember, build a relationship. Get the customer name very first thing. Always get a customer's name and then let them know. Let them know your name. You have to make it about relationships. Why do people buy from people? Because they know you, they like you. Once they know you, they like you, they'll buy from you.
It's a 275, 65, 20.
Now, will he come down on the price? That's gonna be my objection. Can I get a better deal?
What you got all terr?
Now, he still hasn't got my name. Please, people, please get your customers names. I know a lot of y' all gonna say, oh, that ain't important this night. Yeah, it is important. It's really important. Will he come down on the price for me?
So I would probably go high country at two pranks. It's a 50,000 mile tire. And how many we looking for?
I'm looking for a set of four.
Put on out the door. If you pay in cash, you're right around 987.
All right, 987. All right.
Can I get a better deal? All right, we're at 997. Let's see how much it goes down.
And get you out the door right around 900 on the tires.
All right, so from 987 to 900, right? Hello.
Can you hear me now?
You said it was 987.
Now we can get them for 900.
Yep.
All right, when can you have them?
I can have them here in the morning.
All right. All right, I'll call you back. Thank you.
Let me know.
All right, so we went from 987 to $900, so that's $87. All right, thank you. Say you do that 10 times a day, that's $870 you leaving on the damn back burner. What are y' all doing? Pay to train your guys or you're losing thousands of dollars. Not only thousands, it could be hundreds of thousands depending on how many tires you're doing.
