WHY DO WE WORK CREDIT CHALLENGED CUSTOMERS ON THE WRONG CARS ?

Should we be putting the 500 score customer on the right car, right away ?

It has always amazed me that dealers everywhere let the customer drag the salesperson to vehicles they can never get financed.

Then 2 hours later, the desk gets an application only to find out the customers doesn't qualify for the vehicle because of their credit and has to start over.

There has to be a better way to pre qualify the customer, before desking the deal.

Any Thoughts ?

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Permalink Reply by Steve Richards on January 3, 2011 at 5:39pm

Ben, great question. I worked as a closer at a store last week. Customers (and dealership) frequently discovered they couldn't buy the vehicle that had been picked out. When I questioned the GM he told be they could not pull the credit without having to send a letter of explaination so they don't get a credit app until there is a commitment to "buy." Consequently the sales team wastes lots of time as does the prospect. Am I missing something or is this the proper and legal way to do things? Thanks for your help.