Don’t Fight It… Just Write It… It Works!!!

How do you desk your deals? Maybe you don’t even desk deals. Either way, it is inevitable that you get to a point in the sale, where you have to talk about the deal and the make-up of the deal. If your process is set up where you send a salesperson back and forth, two and three times, ask yourself why?  Does it make you feel good after the third time, you come out from behind the desk, go in the deal, talk with the customer, save the customer another $100, $200, $300, then tell the salesperson, “why couldn’t you do that?”  Here’s a better one; “In a couple of years, with experience, you will learn how to close like me”. Does this process sound familiar? If so, WAKE UP!! You’re a DINOSAUR. This type of sales process is over! EXTINCT!!!

Sales people deserve all the credit. They deserve to be trained to think, help make decisions, close deals with knowledge. They need to understand every aspect of the sales process!!! In most cases today, the customer has more knowledge, on the product then the managers do. In almost in every case, the salespeople know 100% more about the product then management. But, in some twisted way, they take direction from someone that knows less about the product, and gives the product away. In any other business, this would not happen!!!

So let’s get ready to rumble!!! Clear the air. Let’s start fresh. Managers and sales staff, you are now one in the same. Two heads are better than one.  Let’s put it together. Sales staff meets and greets. Management meets and greets. Yes up front. Explain to the customer, that everyone is here to make their visit a very pleasant experience. Find out up front if they have a trade. Don’t be afraid! Walk with the salespeople, show them service, and explain, how that dept. works. Go to the trade. Manager, customer, salespeople, go over the trade. Drive with the customer, Yes it is called bonding. A great manager, will have all the ingredients, to make the sale. Now, everyone can get involved, in the walk-around. Let the salespeople, go for the demo ride. What impression do you think this will have on your customer? I guaranty you, they’ll love you already. By the way, that whole process takes 15 minutes tops!!!  Everyone gets to experience the road to the close!!!

MANAGERS: This will be the game changer, I promise you. You put the customer, in an Altima. Write the deal-price of your car; subtract the trade and subtract any incentives, for the car they are interested in. Now, the trade is what you want, to take it in for. Give the customer, several down payment options, $2,500, $3,500, $4,500, etc. Give the customer terms for 24, 30, 36, 42, 48, 54, 60, 66, 72 months, on each down payment. You love to pencil deals, start using the lead! Also, if they are on a new vehicle, give them a lease option, 39 months, 12K miles per year. Yes with $2500, $3500, $4500, etc. The more you write, the better the close. Your energy and enthusiasm will make the deal.

This next step is huge. Take the vehicle you are on, go down a model, same equipment. If it is a used car have a vehicle with similar equipment, two to three thousand less. Pencil the same way five different down payments, 10 choices for payments. If you want to write the power pencil, great, you are going in from Jump Street, for the close. You will never lose the deal over money. Why? You have an alternative vehicle. We are no longer discounting vehicles, to no profit, then staying in the close for 20 minutes, to close a no profit deal. We are now closing on the customer’s affordability and the stores profitability. Yes, we are writing more. But now we have total purpose behind the pencil!

Think about it, if you were hungry and I had 6 sandwiches, all peanut butter and jelly, but you were allergic to peanut butter and jelly, you wouldn’t take a sandwich. Now, if i had 6 different types of sandwiches, you would not only take one, but maybe even two. Payments and down payments work the same way. Sometimes the customers will like a couple of the choices you will give them, and ask your opinion on which way to go. Now, that’s a power pencil, one that CLOSES THE DEAL! Your people will love this process and the customers will love this process. Oh, by the way, you do not spend as much time on your price or the trade. The store will sell more cars, make a lot more gross, and have fun doing it.

In closing, when managers and salespeople, work together, like this, salespeople come to work pumped up. Salespeople will help management out all the time. They will run through walls for you. Managers, now are totally involved in the process, this prevents any type of controversy with the sales staff. Your involvement keeps you real sharp!!!

REMEMBER: It takes 60 days to create a habit!

Don’t Fight It… Just Write It… It Works!!!


For any doubters, call me anytime(508) 759-4400. We will talk it thru.

Have a great close to the month!!!

Views: 175

Tags: automotive, closing, desking, selling, training

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Comment by Tony Provost on August 16, 2011 at 11:02am
Pete- thank you for your comments. I am glad you enjoyed it. Have a great day.
Comment by Tony Provost on August 16, 2011 at 10:59am
Matthew- Thanks for the recognition. I truly appreciate it.
Comment by Pete Grimm on August 16, 2011 at 10:48am
Congratulations on the selection, Tony. Great post.
Comment by Mathew Koenig on August 16, 2011 at 7:41am
Great reminder on deal desking and great outlook on management and sales interaction with the consumer. 10 years ago our store was using Grant Cardone's ePencil for a quick n simple way to show the multi payment options and at that time it was the first I had seen of that technique. It was a game changer for dealing deals.
Comment by Tony Provost on July 13, 2011 at 10:30am

dE- thanks fot the FEATURE! This site is exploding

 with great information from its fantastic members!

Comment by Tony Provost on July 5, 2011 at 8:24am
Jerry, I totally agree with you. Thanks for the promo.
Comment by Tony Provost on July 1, 2011 at 12:09pm
Fransau- Hope the info was helpful. Thanks for the promo. Have a great 4th.
Comment by Tony Provost on June 30, 2011 at 8:30am
Loretta- Truly appreciate the endorsement. Have a great fourth, in one of the best town's in America.
Comment by Tony Provost on June 30, 2011 at 8:22am

Ric- Thanks for the vote of confidence. We use Market Scan and ADP. A great desk team can whip out these payments in under 5 minutes. Have a great day.

Comment by Ric McCoy on June 29, 2011 at 9:44pm
A "Standing O" for a well written, straight to the point read. Every desk manager should take note... No Dinesaurs Allowed! What desking tool do you use, promote or endorse to accomplish this many quotes in a timely fashion? Definitely passing this one on.

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