What two questions does the salesman say they have for customers who want to compare pricing with other dealers?

What two questions does the salesman say they have for customers who want to compare pricing with other dealers?

• A. Have you sold a vehicle outright on our own lately? And what's more important to you, a little more money for our trade or safety?
• B. Would you like to finance today or lease?
• C. Would you like to test drive again or review financing terms?
• D. Can you provide recent pay stubs?

Answer: (A)

The key idea here is steering price talk toward value and trade-in context rather than price alone. The two questions are designed to do that by prompting the customer to consider the realities of selling privately and then weighing economic value against safety. First, asking if the customer has sold a vehicle outright on their own invites them to reflect on the effort, time, and uncertainty of private sales. It sets up the idea that a dealership might offer convenience, certainty, and potentially a stronger trade-in value, which reframes the price discussion away from a simple number. Second, asking what matters more—getting a bit more money for the trade or prioritizing safety—shifts the conversation from a single price to overall value. It encourages the customer to weigh financial aspects (trade-in value) against tangible benefits (safety features, reliability, peace of mind), making it easier to justify why the dealership’s price might be competitive when those non-price factors are considered. The other options don’t fit this approach because they focus on financing options, test drives, or loan qualification rather than probing how price compares to overall value or trade-in considerations.

The key idea here is steering price talk toward value and trade-in context rather than price alone. The two questions are designed to do that by prompting the customer to consider the realities of selling privately and then weighing economic value against safety.

First, asking if the customer has sold a vehicle outright on their own invites them to reflect on the effort, time, and uncertainty of private sales. It sets up the idea that a dealership might offer convenience, certainty, and potentially a stronger trade-in value, which reframes the price discussion away from a simple number.

Second, asking what matters more—getting a bit more money for the trade or prioritizing safety—shifts the conversation from a single price to overall value. It encourages the customer to weigh financial aspects (trade-in value) against tangible benefits (safety features, reliability, peace of mind), making it easier to justify why the dealership’s price might be competitive when those non-price factors are considered.

The other options don’t fit this approach because they focus on financing options, test drives, or loan qualification rather than probing how price compares to overall value or trade-in considerations.