|The Grant Cardone Method|
Grant Cardone is a sales guru that has a variety a sales training and sales management products that his company sells to the auto industry. The “Cardone” method is a deviation from the basic “foursquare” Write-Up.
Essentially, instead of the salesman presenting the customer with “hit-figures” and then extracting a committed offer. A sales department using the “Cardone Method” will initially present the customer with an offer.
Usually this "Cardone" write-Up is a printed page of “hit figures”. For example, instead of having the salesmen go from “square to “square” the salesman will arrive with a document that will provide the customer with a selection of payments that are based on different terms with different down payments. The basic concept is that the customer will forgo negotiation by selecting a low payment.
Also, because it is a printed worksheet it will look more legitimate than the hand written “foursquare”. Never-the-less, all the same components will be present Trade-in, Month Payment and Down payment.
Many times this method will attempt to commit the customer using an option close. For example, they will present several payments; some lease and some finance, and ask, “Which payment would like to have?”
Keep in mind, some dealers will use this method of without using Cardone’s software or even know who Grant Cardone is. It is simply a way to begin the negotiations.
It does not matter how the dealer chooses to extract your offer. However, your offer must be based on the research and calculations performed in the earlier chapters.
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