The 5-second
Sales Challenge

The Customer and the Convertible

Imagine you represent a prestigious European marque. A customer admires your latest model convertible on display at this year's Motor Show. 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)!" warns your competitor, "You'll lose tens of thousands on the re-sale price."  You overhear your competitor's dire warning. What do you do now?

To find out the rest of the story, please click on our new website at Negotiation Beyond Conflict - #1 Sales Test.