FIND IT HARD SAYING NO TO DISCOUNTS? TRY THIS INSTEAD.
Add value to the job, instead of discounting.
Negotiation is a funny game. But remember, don't get emotional about it, we all love a good deal and to know we're getting the most for our money.
So instead of getting defensive, try high impact but low-cost ways to give your customers that feeling of a good deal.
Saying something like "I can't give a discount but what I can do is __________ on your vehicle as part of the deal"
- Machine polishing light bush scratches
- Stone chip touch up
- Headlamp polishing
- Tail lamp polishing
- A free small pot of touch up paint
Fact: Numbers that end in a 0 or 5 seem too rounded and open for negotiation rather than numbers that are less rounded.
For example, £125.00 for a bumper scuff is too rounded but £126.77 seems more firm and calculated, reducing the chance of a customer trying to knock the price.
Use SMART Estimator app to show the price is calculated, systematic and firm rather than something plucked from thin air.