They pick up the phone, say "Hello," and often hear something like this:

"I just sent over 024579, I need a bump to 402 and I still need to keep a B tier."

No, there isn’t any discussion and no small talk. It’s simply call and demand! Finance managers who expect their primary lender to approve everything often act like bratty little kids. "Gimme, gimme!" and "I want it now!" This attitude will not help you get deals bought and it will only make things worse when you call to rehash future deals. Analysts aren’t likely to bend over backwards and take a risk on you or the customer if your relationship is one of big, bad daddy and spoiled child.

The best idea is to try a little kindness and humility. Analysts would appreciate a little respect, especially since on many of the calls they’re asked to make either a bad deal or deal with the product of laziness in the application process. When you call, use phrases like, "I could use some assistance on this", or "I’d like to get the service agreement to protect your product".

Also, a few extra minutes evaluating the basics such as income, employment history, and credit profile can save you time. A good sales manager or finance manager will establish a logical reason why an analyst should change a call before they ever pick up the phone. So let’s review:

1. Change your attitude about asking for a rehash
2. Preview the deal and examine it for weaknesses before making the call
3. Come up with a specific reason why an analyst should change the deal
4. Take a humble approach and ask for assistance

For more ways to act like a professional in the automotive industry, enroll as a student at Auto University!