Your team is probably presenting lease payments wrong. That $150 increase in monthly payment is a conversation killer. We all see it. Customers are walking because the payment doesn't look like it did three years ago. The sticker shock is real. But the problem isn't the payment, it's the comparison. We train teams to stop anchoring the conversation on the monthly cost alone. It's a losing battle. Instead, shift the framework to Total Cost of Ownership over 36 months. Show them the math side-by-side with an 84-month finance deal. A lease offers a guaranteed exit. No negative equity risk. A lease keeps them in a newer, safer vehicle under warranty. A lease brings them back to your showroom in 36 months, not 84. The conversation has to change from "what's my monthly" to "what's my best option for the next 3 years." How are you training your desk managers to walk customers through the new math? Watch the full episode at the link in our bio.