For more than 37 years, James A. Ziegler, CSP has researched, studied and trained in the retail Automobile business as surely as if he were studying for a Masters degree in any other profession. He’s the ultimate student of our industry. Ziegler exhibits intellectual dynamics and an incredible ability to perform at levels above the industry.

1. How to Work a Car Deal
Jim Ziegler, CSP, HSG
Page: 20

2. How to Work a Car Deal
Jim Ziegler, CSP, HSG
High Integrity Negotiations
There is never a reason to
lie, cheat, deceive or
misrepresent anything in order
to sell cars

3. How to Work a Car Deal
Jim Ziegler, CSP, HSG
Average people with
great Processes can
yield Incredible Results

4. How to Work a Car Deal
Jim Ziegler, CSP, HSG
84% of Consumers Shop
First Where They Want
to Buy The Car

5. How to Work a Car Deal
Jim Ziegler, CSP, HSG
Full Price is a Fair Price
The Main Reason Your Profits are too Low is
Because You Never Went for it in the First Place
Most Deals that are Blown, are Blown Because
of Inappropriate Behavior of a Sales Person

6. How to Work a Car Deal
Jim Ziegler, CSP, HSG
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Fear of The Money
Lack of Confidence
Over-Qualification of the Customer
Premature Discussion of the Numbers
Allowing the Customer to Start the Deal

7. How to Work a Car Deal
Jim Ziegler, CSP, HSG
Build the Deal Before
Your Start the Figures
Did They Drive the Car?
Did They Drive The Exact Car They’re Buying?
Are All The Decision-Makers Present?
Is The Trade-In Present?
Do They Have Time to Do Business?
Are They Credit-Worthy?
Are They on the Right Car?

8. How to Work a Car Deal
Jim Ziegler, CSP, HSG
Write-em Don’t Fight-em
A Consumer is More Likely to Pay
More for the Car They Want Quicker
than they’ll Pay Less for the Car They
Don’t Want

9. How to Work a Car Deal
Jim Ziegler, CSP, HSG
All Deals Start at the Sales Desk
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The Management Starts the Figures
Make the First Proposal to the Customer
Do NOT Take the First Proposal From the Customer
Every Deal Starts at All the Money, All the Time
“If You Could Own this Car on Your Own
Terms, You’d Own it Now , Wouldn’t You?

10. How to Work a Car Deal
Jim Ziegler, CSP, HSG
I Think You’re Going to Like These Figures!
• The Market Value of the Vehicle You Are
Purchasing is….
• That Includes a Value Option Discount
Package of….
• You’ve Also received a Cash-back Rebate
From the Manufacturer of…
• Leaving you an Adjusted Sale Price of…

11. How to Work a Car Deal
Jim Ziegler, CSP, HSG
Presenting the Trade-In Figures
• Our Professional Buyer has Looked
at Your Trade-in…
• Based on Similar Cars We’ve
Bought and Sold recently…
• Somewhere Between…

12. How to Work a Car Deal
Jim Ziegler, CSP, HSG
We’ll Be Paying Off
Your Old Car Up to….

13. How to Work a Car Deal
Jim Ziegler, CSP, HSG
As You Know, The Banks in this area
including Our Manufacturer
Lending Sources Would Like to See
as Much as 20% Cash Down
Payment for Preferred and
Premium Financial Programs

14. How to Work a Car Deal
Jim Ziegler, CSP, HSG
In Your Case, We’d Like to
Get a Down Payment
Today in the Amount of….

15. How to Work a Car Deal
Jim Ziegler, CSP, HSG
… Which Will Make Your Estimated
Monthly Investment Somewhere
Between _______ and ________
for 48 Months …

16. How to Work a Car Deal
Jim Ziegler, CSP, HSG
Write me that Check and
We’ll Get Everything Started…

17. How to Work a Car Deal
Jim Ziegler, CSP, HSG
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That Payment is too High
I don’t Have that Down Payment
That’s Not Enough for My Trade-In
What’s that Interest rate?
Go See if Your Manager Will Do That?

18. How to Work a Car Deal
Jim Ziegler, CSP, HSG
My Trade-in is Worth $5000 More
Than What You’re Offering Me
“Would Mind Sharing With Me
How You Arrived That Figure?”

19. How to Work a Car Deal
Jim Ziegler, CSP, HSG
That Payment is Too High, I need
My Payments at $400 a Month
“Sir , That is an Accelerated Equity Payment…
The Banks Today Operating With Federal
Bailout Assistance Would Like to See a Greater
Equity Position at a Shorter Term”

20. How to Work a Car Deal
Jim Ziegler, CSP, HSG
• I Haven’t Got That Much Down
Payment…
• I Bought My Last Car With No
Down Payment
• I just Want to Use My Trade
Equity as a Down Payment

21. How to Work a Car Deal
Jim Ziegler, CSP, HSG
Don’t Negotiate on an Uncommitted Figure
“If We Do That, Will You Own
the Car at Those Figures?”

22. How to Work a Car Deal
Jim Ziegler, CSP, HSG
Recap the Deal Before You Negotiate
“Let Me Be Sure I Understand The
Agreement You’re Offering My Dealer?”

23. How to Work a Car Deal
Jim Ziegler, CSP, HSG
James A. Ziegler, CSP, HSG
Ziegler SuperSystems, Inc.
(770) 921-4440
www.ZieglerSuperSystems.com