NEW VEHICLES
This vehicle has been the top selling truck for 49 years in a row.
F-150
Used Ford vehicles must have these mechanical or safety issues resolved before selling.
Recall
"If the terms and conditions are agreeable" is an example of this step
Trial Close
KBB, JD Power, Black Book are all used under this principle to justify trade and retail values.
Authority
These must be given to approve or fund a deal. Examples are Paystubs, Proof of residence, Social Security Card, and References.
Stips
This new Ford Mustang was unveiled on January 15th, 2026, featuring a 5.2L V8 and 795 Horsepower
Dark Horse SC
This document is shown and signed by every used car buy, showing a detailed history of the vehicle they are buying.
Carfax
The process of asking questions to establish a customers' goals, and to properly guide a customer.
Needs Assessment
An Example of this principle is a family or friend buying a vehicle from you simply because it's you.
Likability
Currency used to reduce the amount financed, lower loan to value, and improve a finance approval.
Down Payment
How many trim levels are available on the Ford Bronco?
7 (Base, Big Bend, Outer Banks, Badlands, Raptor, Stroppe, and Heritage)
This is used by banks and buyers to determine a preowned vehicle's trade and retail value.
Book Value
This is presented to a customer to negotiate a deal, and obtain a commitment to buy the vehicle.
Purchase Proposal
Parking the new vehicle next to a customer's trade is an example of this principle.
Contrast
When a bank will not approve a loan submission, one of these can be added to reduce risk and get an approval.
Qualified Cobuyer
What engine size did Ford remove from it's F150 lineup in 2027
2.7L Ecoboost
If a customer has negative equity in their trade, or the vehicle does not have a strong book value, what must the salesman get to hold gross and make the deal?
Money Down
Butterflying a vehicle and communicating it's features and benefits is what step.
Value Presentation
Google Reviews, Celebrity endorsements, and President's award are all examples of this.
Social Proof
This is offered to lock in today's cost of maintaining your vehicle and saving against inflation.
Maintenance
Last year this compact truck sold 131K, making it America's best selling compact truck.
Maverick
This Process is used to devalue a trade by walking around it and using a credible authority to support it's appraised value.
KBB ICO
This step helps to build an emotional attachment by allowing the guest to imagine themselves owning the vehicle.
Test Drive
This principle teaches you must give something before you can get something in return.
Reciprocity
These can be added at the time of purchase to protect the customer in the event of a mechanical failure.
Warranty or Service Contract