Most sales people and managers do a poor job of presenting the numbers or offer-to-purchase. This video illustrates how just a few minor changes can make a BIG difference. Using a 4-Square format (the format really doesn't matter) here are the small change that make a big difference.
#1. Mention the vehicle you're asking them to pay for! Touch on any of their hot buttons, get confirmation that the vehicle is the right vehicle.
#1A. Disclose any and all factory package discounts, rebates, and dealer discounts. Verbalize and quantify the savings; they go a long way toward creating the "good deal" mindset most prospects need to say "yes".
#2. Don't use the word "sell" when disclosing the price; instead use the word "own" as in you own your new (or used) vehicle for $XXXX.xx.
#3. Disclose and quantify any tax credit provided for a trade-in (this tax credit does not exist in all states). Most sales people mention this credit, but rarely quantify it, and almost never disclose it when presenting the offer to purchase.
#4. Do NOT use terms like "allowance", "give", "put it" or "fair market value" to describe the amount of money your store will buy the prospect's vehicle for. Instead state boldly that you will "buy" the prospect's vehicle for $XXXX.xx.
#5. When disclosing the cash necessary (or desired) in order to reach the payments on your worksheet don't lie and say "the bank requires". Instead say "most people would like to invest $XXXX.xx or most lenders prefer you invest $XXXX.xx.
#6. Present MORE than one payment and make sure you DON'T present the maximum term on the first PENCIL. Presenting the maximum term early is fiscal irresponsibility.
#7. Tell a great story about each payment. (More on this during other video's.)
#8. Ask the customer to buy a car, close -- close EVERY time, close CONFIDENTLY, and close ENTHUSIASTICALLY.
