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Working the desk requires more than just a sharp pencil |
 It happens in dealerships across America every day. A salesperson comes to
the manager and says, I need some numbers! and the manager asks:- What car?
- How much down?
- Is there a trade?
- What is their payment now?
- Hows their credit?
Based on this basic information, the manager works the deal and delivers a payment to the salesperson. The payments are presented to the customer and the negotiations begin. Sound familiar?
The main challenge with this approach is that the salesperson may not have taken the customer through a complete sales process. If value hasnt been established, providing payments is a waste of time. And its the number one reason that negotiations drag on.
Thats why its critical for sales managers to ask a few additional questions. These include:- Where are your Fact Finding notes?
- Have you taken them for a demo drive?
- How did they like the car?
- What did they say when you did a trial close?
Here are a few benefits of this approach:- Reviewing the notes will allow you to analyze the customers situation better. This will allow you to provide a structure that is more customized for their needs.
- If the customer hasnt driven the car, its best to get them to do that before providing payments. Remember, the purchase decision is based on emotion.
The important thing to remember is that salespeople have a natural tendency to short cut the sales process. Dont follow their example by short cutting your process too. |
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For more information or should you have any questions please contact:
shawn.ryder@autouniversity.com© 2008 Auto University - A Division of Ted Ings Group, Inc. All Rights Reserved 
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