James Huett's 5 Free Closing Scripts

They're comparing you to something. Another quote, a listing online, or what their buddy says he paid. Sometimes they're just checking if there's room. You can't fix "too high" until you know what it's measured against.

Go to value, not discount. "Forget my number for a second. What matters most to you in this car?" Then show how this one hits those points. If the price still doesn't work, ask straight: "What number would you need to see to move forward?" Take that to your manager and bring back a real answer. No theater.

Don't trash the other dealer or tell the customer "that price isn't real" unless you actually checked. If you're wrong, you lose the deal and the trust.

Monthly is how most people budget. It's also the number they're scared of. When they lead with payment, the real question is: "Can I afford this without getting burned?"

If the payment is over their line, give them real levers, not tricks. "We can look at more down, a different trim, a different car, or fewer options. Which one do you want to try first?" If a longer term comes up, say what it costs: "That lowers the monthly, but you pay more in total. Here's both side by side."

Don't stretch the term to hit their number and stay quiet about it. Don't pack add-ons into the payment. Misrepresenting what a payment includes, or charging for extras the customer never clearly agreed to, is exactly what the FTC and Colorado consumer protection law go after. It also comes back on you the first time they read their contract.

Something isn't clear yet, or something doesn't feel right. Could be the number, the car, the trade, or you. "Think about it" is the polite way out. Your job is to find out what they're thinking about, not to block the door.

Let them go, and do it right. Numbers in writing, your cell, and a set time to talk. "Can I call you tomorrow at 5, or is Thursday better? Either way you'll have everything in front of you." A clean follow-up beats a forced close.

Don't make up urgency. "This price is only good today" or "someone else is looking at it" only comes out of your mouth if it's true. Fake pressure turns a maybe into a no, and a no into a bad review.

Usually it's true. They share money and they make big calls together. Good. Respect that. Sometimes it's a soft no, and the partner is a safe exit. Either way the move is the same: help them have a good conversation at home.

Send them home with everything. Written numbers, the window sticker or listing, photos, and your cell. Then book the follow-up before they leave: "When are you two sitting down tonight? I'll text you around then in case she has questions."

Don't try to cut the partner out with "If she's okay with it, can we do this today without her?" And never say anything that makes the person who isn't there sound like the problem. They'll hear about it on the drive home.

They looked it up online and saw a bigger number. They remember what they paid. They know what they still owe. It's their car and it's personal. The gap between what they want and what it's worth needs an honest explanation, not a fight.

Separate the trade from the car. "Let's set the trade aside for a second. Do you like this car at this price?" If yes, the trade becomes one number to solve, not the whole deal. You can also be honest that selling it private might get them more, and walk them through what that takes.

Don't lowball the trade on purpose so you can "find" more money later. And don't bump the trade number while quietly raising the price somewhere else. That's not a close. That's a complaint waiting to happen.