Whether you’re a seasoned professional or just starting in auto sales, we want to welcome you to our organization. We want our dealership to feel like a home away from home. We’re dedicated to your success and will help you get comfortable with our process. This success manual will be your guide to creating good habits and ultimately achieving a sizable W-2 form.
“If you want to be successful as bad as you want to breathe you will be successful!”
Eric Thomas PLAY
Point of Contact
Attitude Check
First Impression
Goal at Greeting
General info to specific
Trade in/ Needs Assessment
Shorten Process Selection Alternatives
Selection / Demonstration
Sticker / Addendum Presentation
You Drive First
Presentation Of Figures 100% Write Up
Formula to success
Keynote / PowerPoint
Goal & Calendar books
Handouts and more
POINT OF CONTACT
Customers detest the car-buying process. Nationally, on average, it takes 4.5 hours to purchase a car, which customers perceive as excessively long. They find it challenging to obtain the necessary information to make a vehicle purchase. On average, a salesperson leaves the customer 11 times during the sales process. Many customers cite the “back and forth,” the commitment questions, and the involvement of multiple individuals in the decision-making process as significant drawbacks.
Our objective is to alter customers’ expectations from the moment they enter our dealership. During the initial greeting, let’s focus on achieving the following:
ATTITUDE CHECK
Before greeting a customer, take a moment to assess your attitude. Is it one of service or giving? Consider how you would want to be treated when visiting a retail establishment to purchase an item or receive a service. What kind of attitude do you expect from the salesperson? This applies to various professionals, such as doctors, dentists, dry cleaners, and even hair stylists, because we are all essentially salespeople. You likely want a great attitude, and so do your customers. They are about to invest a significant amount of money, possibly the second-largest in their lives. So, what message are you conveying to your customer when you greet them?
To effectively greet customers, become consistent, credible, and confident. There’s no need to reinvent the wheel every time. Your greeting should be welcoming, appreciative, and focused on providing information. Every time a customer asks a question, they are seeking information. Embrace these requests by adopting a “Give…give…give” mindset. Be willing and able to provide your customer with everything they ask for and more while simultaneously controlling the sales process. Remember, either you are persuading your customer to do business with you, or they are persuading you to do otherwise!
Your thoughts reflect everywhere
Stand Tall and Hold Show Confidence
Lean In Slightly
Be Friendly “Welcome” Indicates Interest Establishes Rapport Encourages Engagement
INVITE INTO THE PROCESS
Our process is meticulously designed to ensure a comprehensive and thorough write-up. Instead of constantly asking if the customer is making a purchase today, our primary objective is to provide the customer with all the necessary information to make an informed decision. Most customers who visit your lot are guarded and defensive when greeted by a salesperson. They anticipate the usual avoidance and evasion tactics employed by salespeople, as well as one-liners used to entice them. This has unfortunately contributed to a negative reputation in the past.
It is crucial to emphasize that no one can make a purchase without first hearing the numbers. Utilize the information provided during the writeup stage as a catalyst for the customer to agree to the sales process. Below, you will find a word track that focuses on providing information:
“WELCOME TO
OUR
DEALERSHIP. WHAT INFORMATION CAN I GET FOR YOU TODAY?”
NOW IMAGINE A CUSTOMER ASKING FOR YOUR “BEST PRICE” AND YOU RESPOND LIKE THIS
“WE WOULD BE HAPPY TO GET YOU OUR BEST PRICE. IN ADDITION TO THAT WE WOULD LIKE TO OFFER YOU ESTIMA-TES ON DOWN PAYMENTS, MONTHLY PAYMENTS AND EVEN GIVE YOU FIGU-RES ON THE VEHICLE YOU ARE CURREN-TLY DRIVING. IS THAT THE ONE YOU WOULD LIKE TO REPLACE?”
We requested permission to write up the customer within the first few minutes, and they promptly agreed. Moreover, this approach facilitates a seamless transition to handle the trade-in during the second step of the process. We are confident that every customer who purchases a vehicle from your dealership was provided with all the necessary financial information to make the purchase.
USE POWERFUL LANGUAGE
You don’t get a second chance to make a good first impression. Using proper word choice can make the difference between customers engaging with what you’re saying or dismissing you before you even begin. Incorporating these phrases into your natural vocabulary will help you encourage your customers while you address their objections. Remember, the customer came here to learn about the vehicle, and you want to provide them with that information. It’s in their best interest to agree to the process.
COMMON OBJECTIONS
JUST LOOKING
WHAT IS YOUR BEST PRICE
ONLY HAVE 10 MINUTES
JUST GIVE ME YOUR CARD
JUST IN FOR SERVICE
I WILL PAY $200 OVER INVOICE
Words have a profound impact on our psychology, influencing various aspects of our lives. They can:
- **Alter our perception:** Words shape our beliefs and drive our behavior. For instance, labeling oneself as a failure can lead to self-fulfilling prophecies of underperformance.
- **Influence our emotions:** Words evoke emotional responses, ranging from positive feelings of kindness to negative feelings of negativity.
- **Effect our brain:** Words can literally change our brain. Focusing on positive words stimulates activity in the frontal lobe, connected to the motor cortex that controls movement.
- **Enhance performance:** Positive words can boost performance. Encouraging words can help individuals with chronic ankle instability perform better on balance tests.
- **Transform self-perception:** Positive thoughts and speech can help us change how we perceive ourselves and the world around us.
The power of words stems from the fact that many brain regions responsible for processing language also control the internal functions of our body.
PLAY the video and experience the dynamic
Common Objections
Here’s some typical customer objections given during the greeting process and some example word tracks showcasing how to handle them. JUST LOOKING
NP, SOME OF OUR BEST CUSTOMERS START BY JUST LOOKING. WE’D BHT GIVE YOU ALL THE TIME YOU NEED TO LOOK. WYC GOING BIGGER OR SMALLER THAN YOUR PRESENT VEHICLE? LET ME KNOW IF YOU WANT PRICING AS I WOULD BHT GIVE YOU OUR BEST PRICE. IT IS THE EPOMJ. IAT A BEST PRICE, I WOULD LIKE TO GIVE YOU ESTIMATES ON DOWN PAYMENTS, MONTHLY PAYMENTS, AND FIGURES ON YOUR PRE-SENT VEHICLE. WHAT ARE YOU DRIVING NOW?
WHAT IS YOUR BEST PRICE?
NP, I’D BHT GIVE YOU OUR BEST PRICE. IT IS THE EPOMJ. IAT A BEST PRICE, I WOULD LIKE TO GIVE YOU ESTIMATES ON DOWN PAYMENTS, MONTHLY PAYMENTS, AND FIGURES ON YOUR PRESENT VEHICLE. WHAT ARE YOU DRIVING NOW?
Customers NEED Info
The customer cannot make an informed decision without receiving all of the information given at the write up.
Common Objections
100% WRITE UP
The only customers who can buy from you are the ones you write up.
I ONLY HAVE 10 MINUTES
NP, 10 MINUTES IS MORE THAN ENOUGH TIME. I’D BHT GIVE YOU ALL THE INFORMATION YOU NEED TO MAKE AN INFORMED DECISION. IAT A PRICE, LET’S SPEED UP THE PROCESS BY GIVING YOU ESTIMATES ON DOWN PAYMENTS, MONTHLY PAYMENTS, AND FIGURES ON YOUR PRESENT VEHICLE. WHAT ARE YOU DRIVING NOW?
JUST GIVE ME YOUR CARD I WILL ONLY PAY $200 OVER INVOICE
NP, BHT, HERE IS MY CARD. PAM TO POINT YOU IN THE DIRECTION OF THE TYPE OF VEHICLES YOU’RE LOOKING FOR. WHILE YOU ARE LOOKING, WYC ME GETTING YOU FIGURES ON THE VEHICLE YOU’RE DRIVING NOW AND INFORMATION SUCH AS DOWN PAYMENTS AND MONTHLY PAYMENTS?
NP! PRICE IS IMPORTANT TO ALL OF MY CUSTOMERS. LET’S FIND A VEHICLE THAT MEETS YOUR NEEDS AND I ASSURE YOU THAT MONEY WILL NOT GET IN THE WAY OF US DOING BUSINESS. IF THE PRICES I GIVE YOU DON’T WORK, I WEYT TAKE DELIVERY OF A VEHICLE FROM US.
Trade-In Needs Assessment
There have been numerous studies exploring the car dealership purchase experience. One common complaint that consistently tops the list of negative experiences is the extended time it takes to buy a car. To enhance our Sales Process and reduce the buyer’s waiting time, we’ve implemented a strategy called Early Management Intervention (EMI).
Another aspect that buyers often wish for is greater involvement in determining the value of their trade vehicle. EMI allows buyers to have their vehicle appraised simultaneously with their vehicle selection. By doing so, we build a profile around the buyer’s current vehicle and introduce them to the manager. This involvement in the appraisal process enhances our credibility in the buyer’s eyes and moves us closer to a purchase decision.
To keep the buyer engaged and gather crucial information, we’ve designed our trade evaluation/needs assessment form.
WORD TRACK
To begin, I recommend entering your current vehicle into the system to establish its book value. This ensures that everyone involved is on the same page regarding the trade value. Please note that Kelly Blue Book, while widely regarded as the most trusted industry resource, is still an estimate and does not account for the potential reconditioning required for your vehicle.
Selection Alternatives
Make it a best practice to walk your lot every morning. This way, you’ll be aware of what’s ready for sale and what might have arrived while you were away. Sometimes, manufacturers deliver new vehicles during the night, and if you’re not informed, you might miss out on an opportunity. Additionally, don’t forget to walk the tradein area. Regardless of whether you primarily sell new or used vehicles, it’s crucial to know all the vehicles available for sale.
When choosing a vehicle with your customer, offering choices can reveal a lot about their preferences. It’s always easier to take a customer to the fully equipped version of what they want. The new equipment is exciting and appealing, but it might also be more challenging to close the sale due to the additional expense. Instead, consider offering a model that’s more affordable to your customer, highlighting the savings it represents.
SCENARIO
Customer looking at a new sedan
MODEL DOWN
WYC LOOKING AT A NEW (model down)? YOU WOULD BE SURPRISED AT THE ROOM INSIDE AND THE PERFORMANCE. THAT VEHICLE IS $4,000 LESS AND COULD SAVE YOU $80 TO $100 A MONTH.
TRIM LEVEL
EARLIER YOU MENTIONED THAT YOU NEEDED A VEHICLE THAT WAS NICELY EQUIPPED WITH LEATHER, SUNROOF, UPGRADED SOUND SYSTEM, ETC. I WOULD BHT ALSO SHOW YOU A VEHICLE WITHOUT THOSE OPTIONS, SINCE IT COULD POSSIBLY SAVE YOU $2,000 AND REDUCE YOUR PAYMENTS BY $40 TO $50 A MONTH.
PRE- OWNED
OC TO OUR CUSTOMERS IS TO DO EVERYTHING POSSIBLE TO MAKE SURE YOUR NEXT VEHICLE IS AFFORDABLE AND AGREEABLE. JUST SO YOU KNOW WE TOOK IN A LATE MODEL SAME CAR WITH LOW MILES AND SIMILAR EQUIPMENT. OUR PREOWNED VEHICLES COME WITH (DEALERSHIP COVERAGE) AND COULD SAVE YOU A FEW THOUSAND DOLLARS THAT WAY AS WELL.
Selection / Demonstration
You are the professional, the expert, and the one who makes a living in this industry. You negotiate deals two to three times a day, making this your show.
It’s crucial to discuss safety features and technology, as they hold value for customers and their loved ones.
BEFORE STARTING
Remember…
Most of the vehicles the customer currently or has ever driven lack the advanced technology found in today’s vehicles. Take advantage of this by showcasing the technology with a dynamic demo drive. This will leave a lasting impression and increase your chances of making a sale.
Before starting, pull the demo vehicle up and keep it running with the air conditioning on. If you anticipate a delay in locating the vehicle and initiating your presentation, consider offering the customer some water or coffee to keep them occupied during the wait.
Buid Value for the dollar
Before we test the vehicle, I’d like to explain a few key factors you should know when driving today’s “Brand”. ”Brand” goes beyond legal safety requirements to develop cutting-edge technology for drivers, passengers, and other vehicles on the road.
Everyone has heard about anti-lock brakes. What you may not have known is the Electronic Stability Control (ESC) technology. ESC stands for Electronic Stability Control. ESC works hand in hand with your anti-lock braking system. This technology helps you stay on course in the event of understeer or oversteer conditions by braking individual wheels and reducing engine power to help you re-turn to your intended course.
Think about the inside of your vehicle’s cabin. In an emergency situation where you need to apply the brakes and make a turn, the person in the vehicle with you will determine how the ESC system applies brake pressure to the wheels. Imagine if I were driving, and you were in the passenger seat, with your spouse sitting behind you. When I slam on the brakes, the Electronic Stability Control (ESC) will apply more pressure to the front driver’s side wheel, the front passenger’s side wheel, and the rear passenger’s side wheel while simultaneously applying less pressure to the rear driver’s side wheel based on the weight of the person in each seat. This allows the driver to come to an immediate stop while maintaining control of the vehicle.
WALK AROUND
You are the professional, the expert, and the one who makes a living in this industry. You negotiate deals two to three times a day, making this your show. It’s crucial to discuss safety features and technology, as they hold value for customers and their loved ones.
Most of the vehicles the customer currently or has ever driven lack the advanced technology found in modern vehicles. Take advantage of this by showcasing the technology with a dynamic demo drive. This will leave a lasting impression and potentially increase your sales profit.
BEFORE STARTING
Before starting, pull the demo vehicle up and keep it running with the air conditioning on. If you anticipate a delay in locating the vehicle and initiating your presentation, consider offering the customer some water or coffee to keep them occupied during the wait.
DEMO DRIVE
Nobody likes being in the dark about what’s coming next. Briefly explain why you are driving first and what you plan on doing.
BUILDING VALUE
I WANT TO LET YOU KNOW THAT MY DEMO RIDE IS A LITTLE DIFFERENT THAN MOST. I PREFER TO SHOWCASE PERFORMANCE AND SAFETY FEATURES OF THIS AUTOMOBILE TO MY CUSTOMERS. ANYONE CAN TAKE THIS CAR FOR A SPIN, BUT YOU AND I BOTH KNOW THAT WHEN YOU ARE OUT THERE ON FLORIDA AVENUE YOU HAVE TO BE ON YOUR A GAME AND THIS VEHICLE WILL DO JUST THAT.
Feel free to add some drama to build excitement. Ask the customer a few times if they’re buckled in. If they need to, remind them to hold onto the handrails. Make sure the customer feels an emergency let them know that this dynamic demonstration ride is meant to showcase the vehicle’s capabilities in an emergency. Above all else, you want the customer to have a memorable and unique experience that will leave a lasting impression.
FULL Disclosure
The primary objective of full disclosure worksheets is to establish continuity, credibility, and integrity throughout the entire sales process.
Full disclosure fosters trust during the negotiation phase, enabling customers to feel more comfortable making decisions. It allows customers to explore the aspects of the transaction that hold significance for them, rather than feeling that crucial information was intentionally omitted.
Furthermore, full disclosure empowers salespeople to present solutions and options to customers without the need to consult the sales manager. This aspect is crucial in maintaining credibility with both the customer and the salesperson.
Full disclosure worksheets should address key aspects such as price, trade value, payment terms, down payment, and other relevant details. Additionally, these worksheets should be computer-generated to enhance speed and credibility.
AS A GROUP DISCUSS YOUR DEALERSHIP’S WORKSHEET AND HOW YOU WOULD SET IT UP FOR DIFFERENT CIRCUMSTANCES.
FULL Disclosure
Collaborate with your management team to create a standardized Desking Policy and Multi-payment worksheet. The management team will use these templates to document customer deals, with the Multipayment worksheet specifically designed to outline set increments of down payments and term lengths for most customers.
WORKSHEET WORD TRACK
BASED ON THE VEHICLE YOU SELECTED AND THE CURRENT MARKET VALUE OF YOUR VEHICLE WE HAVE PREPARED RETAIL PAYMENTS AND 9 LEASE PAYMENTS ALLOWING 12,000 MILES PER YEAR. ALL YOU NEED TO DO IS CIRCLE THE PAYMENT THAT WORKS BEST FOR YOU AND YOUR FAMILY, SIGN RIGHT HERE AND I WILL GET THE VEHICLE CLEANED AND READY FOR IMMEDIATE DELIVERY.
After presenting the opening word track, let the customer review the sheet in silence. When they react, follow their lead and move towards their objection to find a solution that suits their needs.
4 POSSIBLE DIRECTIONS HANDLING CUSTOMER OBJECTIONS
Since we understand that there are only a limited number of ways customers can react, let’s concentrate on addressing their primary concerns. There are four major objections that customers commonly express: the amount of down payment required, the monthly payments, the length of the term, and the quoted prices for either the new vehicle or their trade-in.
Our objective during the negotiation is to remain engaged with the customer and explore every possible option that aligns with their needs during the initial draft. If you revisit the sales managers to request a rewrite of the deal, they can only reduce your gross profit.
With each of these main objections you can use a different avenue to offer additional options. If the customer starts by objecting to the down payment, move across the chart to show an option with a lower down payment. If they then object to the monthly payment, you can move to extending the term. Doing the math in front of the customer allows you to offer additional options while still maintaining gross profit in the deal.
I DON’T HAVE $4000 TO PUT DOWN
NP. WHEN YOU GO FROM $4,000 DOWN TO $3,000, YOU’LL NOTICE THAT THE PAYMENT CHANGES BY $20 A MONTH. THIS MEANS THAT WITH $3,000 DOWN YOUR PAY-MENT WILL BE $606. I JUST NEED YOUR INITIALS RIGHT HERE AND YOUR SIGNATURE HERE AND I WILL GET YOU VEHICLE CLEANED FOR IMMEDIATE DELIVERY.
I CAN’T PAY $606 A MONTH
IU. THE DIFFERENCE BETWEEN 48 AND 60 MONTHS IS $111 A MONTH. SINCE THAT IS A 12 MONTH DIFFERENCE, IF WE EXTEND THE TERM JUST TO 66 MONTHS IT WOULD REDUCE THE PAYMENT BY HALF OF THE $111 TO ONLY $550 A MONTH.
TERM LENGTH
I NEED LOWER PAYMENTS
WE USE SHORTER TERMS TO HELP OUR CUSTOMERS STAY IN AN EQUITY POSITION. EXTEND- ED TERMS ARE AVAILABLE. IF WE MOVE TO 72 MONTHS YOUR PAYMENT WOULD ONLY BE $530 WITH $1500 DOWN.
LEASE OPTION
I DON’T WANT TO PAY THAT MUCH
IU HOW YOU FEEL ABOUT THE PAYMENT. WYC LEASING THE VEHICLE? IT WOULD SAVE YOU QUITE A BIT OF MONEY IN THE MONTHLY PAYMENT AND THE DOWN PAYMENT.
I DON’T WANT TO LEASE
IC AFTER I EXPLAIN HOW IT WORKS YOU WOULD RECONSIDER.
SELECTION ALTERNATIVE
IS THAT THE BEST YOU CAN DO?
I WEYT DO BUSINESS WITH US AT AN UNFAIR PRICE. IF YOU FEEL THIS IS TOO MUCH, WYC TAK- ING A LOOK AT THE VEHICLE I MENTIONED OUTSIDE? THAT ONE WOULD SAVE YOU $3,000 WHICH MAY REDUCE YOUR PAYMENTS BY AS MUCH AS $90 TO $100 A MONTH.
OTHER OBJECTIONS
Besides those primary objections, the customer might attempt to shift the negotiation by focusing on other figures presented on the page. Our objective when presenting figures is to maintain the customer’s attention on the multi-payment grid. Whenever the customer shifts to the trade value, dealer fees, or any other information presented on the multi-payment worksheet, promptly address the objection using the Building Good Habits word chart and redirect the customer’s focus back to the multi-payment grid.
IS THAT THE BEST YOU CAN DO?
I WEYT DO BUSINESS WITH US AT AN UNFAIR PRICE. IF YOU FEEL THIS IS TOO MUCH, WYC TAKING A LOOK AT THE VEHICLE I MENTIONED OUTSIDE? THAT ONE WOULD SAVE YOU $3,000 WHICH MAY REDUCE YOUR PAYMENTS BY AS MUCH AS $90 TO $100 A MONTH
CAN’T YOU GO ANY LOWER?
IC WE CAN COME TO AN AGREEMENT. THERE MAYBE SOMETHING WE CAN DO TO HELP. WE SPEND ABOUT $20,000 EVERY MONTH IN ADVERTISING WITH THE HOPE OF BRINGING PEOPLE IN HERE. THAT MEANS IT COSTS US ABOUT $340 PER DEAL JUST TO GET A CUSTOMER TO COME IN. SINCE YOU’RE ALREADY HERE AND WANT TO BUY, LET ME PROPOSE THIS. WE WILL REDUCE THE PRICE OF OUR CAR BY $340 AND WE WILL GET YOUR CAR READY FOR IMMEDIATE DELIVERY. ALL I NEED IS YOUR SIGNATURE RIGHT HERE.
OTHER OBJECTIONS
IS THAT ALL I’M GETTING FOR MY TRADE?
$12,500 KBB TIRES BODY MECHANICAL DETAIL TRADE
$14,220 $767 $385 $366
IU AND I AGREE THAT IT IS WORTH MORE. KELLY BLUE BOOK SAYS YOUR CAR IS WORTH MORE. IN FACT THE BOOK VALUE IS $14,220. IN ORDER TO STOCK THE VE-HICLE AT THAT PRICE WE WOULD NEED TO MAKE IT FRONT LINE READY. YOUR VEHICLE NEEDS 4 TIRES AT $767, THERE IS A DENT IN THE REAR QUARTER PANEL THAT WE WOULD NEED TO FIX AT APPROXIMATE COST OF $385 AND BRAKES ON THE CAR FOR $366. OUR FULL DE-TAIL COSTS $202 AND THAT BRINGS US TO THE $12,500 WE ARE OFFERING YOU.
CAN’T YOU GO ANY LOWER?
IU, PAM TO ASK YOU A QUESTION. IF YOU DIDN’T OWE ANYTHING ON YOUR VEHICLE, WOULD YOU WANT US TO GIVE YOU NOTHING FOR IT? OF COURSE NOT, YOU WOULD WANT WHAT IT’S WORTH. THAT’S WHAT WE ARE SAYING, YOUR VEHICLE IS WORTH LESS THAN WHAT YOU STILL OWE ON IT. HOW WOULD YOU LIKE TO TAKE CARE OF THE BALANCE? WE WOULD BHT REFINANCE THE DIFFERENCE WITH YOUR NEW VEHICLE PURCHASE USING ONE OF THE OPTIONS LISTED HERE.
Cameron has been training sales consultants for over 25 years working with a wide range of organizations. The following closes have been created by Cameron and some of the best auto salespeople nationwide! To be the best you should learn from the best!
WATCH
If a 6yr old can close a deal, so can you!
Customersays“makemeacopyandI’llletyouknow”
No problem, I’ll be more than happy to make a copy for you. Give me one minute and I’ll be right back. (Get copy and return)
As I was making a copy for you, I couldn’t help but think that if the vehicle had been exactly what you wanted and the figures were spot on, I wouldn’t be making you a copy. Instead, I’d be getting your new vehicle ready for delivery. So, what’s not right? Is it the vehicle or the money?
1. Stay at arms distance when you return.
1. Make manager aware you are headed in to do this close, so he can watch your back.
1. If the vehicle is not right, don’t forget alternatives.
1. Stay positive and have options in mind. “I
NEED TO THINK ABOUT IT”
Sure, no worries at all! Would you think a week or more would give you enough time to ponder things? Of course, take all the time you need. (Pause) Regardless of how long you take, you’ll still be faced with the same three questions over and over again. Would you like me to share them with you?
WRITE EACH DOWN ( ONEATATIME) AND GO OVER EACH SLOWLY.
1. IS THIS THE RIGHT CAR FOR YOU AND YOUR FAMILY?
I WANT TO SHOP CLOSE
We want to think about it I want to check a couple more stores Is that the best you can do
SALES PERSONS RESPONSE
(With management approval)
GOINTOAGREEMENT
I understand how you feel. If I were making a decision like this I would want to be sure I was getting the best price I could.
OVERCOMETHEOBJECTION
Picture this: you load up the car with your family, hop in, and drive for about 20 or 30 minutes. You meet another salesperson, check out a few more cars, and maybe even chat with some managers. There’s a chance they might be able to match or even beat our price by $100 or $200. So, you load up the car again, drive another 20 or 30 minutes, meet another salesperson, check out more cars, and meet more managers. And guess what? They might just beat the other dealer’s price by $100 or $200! It’s like a never-ending game of car price tag.
GOFORTHECLOSE
Hey everyone, please don’t go through all that trouble just to save a few hundred dollars. If we could invest an additional $300 in your purchase, could we please wrap things up and send you home in your new car right away?
PURPOSEOFTHISCLOSE
Imagine showing the customer how they’ll go through the selling process multiple times. Most people aren’t too keen on that, but it can be really helpful. Once you’ve created a spread of possible savings, like $300 to $600, offer the lower number. Let the customer ask for the higher one. If they do, make sure they commit to do
TRADE VS. SELL
You may consider selling the car yourself. You may be able to ask for it.
A nice car usually takes us 90 days to sell, and I am not saying that you have a nice car, but I am not saying that you don’t it may take you more or it may take you less. Let’s assume it takes you as long as it takes us to sell the vehicle. You will have some cost to incur. May I share those with you?
We will pay $________ for your car or you can put it in the paper for $ . If you get what you ask you will benefit by $ .
Just remember if you ask $ and someone offers you $ you would still benefit by $ .
You are still making payments on the car and that would cost you $________x 3 months which equals $ . So you still net $ . I would still advise you to sell outright.
You also lose your tax credit on the trade which would be $ x .06, which equals $ . So you are still $ ahead.
You will also advertise the car. A liner add in the local paper cost approximately $30 a week x 12 weeks which equals $ 360, so now your down to a benefit of $ . When you are ready let me know and I will help you write the ad. I write a lot of the ads for our store and I will have your phone ringing off the hook, morning noon and night.
And you will need to recondition the car to get top dollar for it and we estimate that at $ . If you spend the same or even a little less, you’re only up by $ and you haven’t even taken a phone call and met anybody at your house to look at it yet. Which do you think is best?
