Scenario Drills Chapter 6

Scenario Drills

Good, better, best. Click each one to learn more under each drill. Practice until it feels normal.

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Drill 1: The Price-Only Opener

Customer: “What is your lowest price on the [Model].”

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Drill 2: The Defensive Browser

Customer: “Just looking.”

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Drill 3: The Silent Pair

Two people: One talks, the other is quiet with crossed arms.

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Involve both with neutral questions like, “How do you two split driving now?”

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“Once we confirm the exact vehicle, I can print you a firm out-the-door price.”

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“Most people start that way.”

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“Looking is step one. Have any models caught your eye so far?”

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Make eye contact with both, not just the talker.

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"Understood. I’ll be a resource, not a shadow. Quick question so I point you in the right direction. What are you driving now, and what would you change on the next one?”

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“I’ll make sure you see a real out-the-door figure, not just a guess.”

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Invite the quiet one with a low-pressure choice: “What matters most to you on the next car, ride comfort or tech ease of use?” Then pause and let them answer.

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“Absolutely, I’ll give you the clean out-the-door in writing. First, let’s confirm the right fit so the number actually matters. Which features are most important to you?”