Luxury Car
Negotiation Exercise

Test your skills on this quick negotiation exercise. Successful selling requires the discovery and delivery of needs... you'll soon see why the first of our exercises has enormous implications for everyone in business today. Can you solve the challenge of...

The Customer and the Convertible

Imagine you represent a prestigious European car manufacturer at the Motor Show. A customer admires your latest model convertible on display. It's beautiful... he opens the door, smells the leather, slides onto the driver's seat. Gripping the padded steering wheel, his eyes wander over the sumptuous dashboard, the curves of the design, and he begins to imagine driving his new car. Selling the numerous benefits of this fine motor vehicle you offer a glossy brochure, your business card and bid him farewell. "He'll be back," you smile to yourself.

Continuing his tour of the Motor Show he's greeted by a 50's-something manager of a competitive brand. Knowledgable and well-experienced in the motor trade, the manager asks about the appeal of other cars. "Well," says the buyer pointing your way, "the convertible looks good."

"Don't buy (your brand)!" you hear your competitor tell your hot prospect, "You'll lose tens of thousands on the re-sale price."

What do you tell the customer to sell the car? Tell us... and then we'll send you our smart answer.

If seasoned pro's with 20+ years in sales can't overcome this one objection to selling a $90,000 motor car, what does this tell you about others who are meant to influence, persuade and negotiate favourable outcomes for your company? It's time to contact us.