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FC107

The average deal.

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There exists in the universe such a thing as an "average deal." You must believe this, and you must believe that the smart people that own and operate your dealership, can do one of these "average deals."

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Reflection and Discussion:

Have you ever lost a deal by $3,000 dollars? How did you find out about it? Was the source of the information subjective (based on opinions or interpretations), or objective (indisputable fact)?

What's considered a "good gross" at your store (not a whacker, just good)? What's considered an "average gross" at your store? What's considered a "skinny deal" at your store?

What are some things that could be potentially mis-interpreted by customers, leading to the perception of $3,000 dollar difference between you and another store?

How would you go about explaining something like that to a customer?

How do you handle it when a customer comes in waving a competitor's ad - you know, one of the ones you know is basically made up?

Bonus:

What to do when the customer comes in waving a lost leader, impossible deal advertisement (ad), and wants you to match it. 
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