Featured Discussions - DealerELITE.net2024-03-28T17:53:01Zhttps://www.dealerelite.net/group/tailoryourtechniques/forum/topic/list?feed=yes&xn_auth=no&featured=1What is most important - Price - Trade In Value - Monthly Payments - Down Payments - Selection?tag:www.dealerelite.net,2014-06-17:5283893:Topic:4251392014-06-17T20:07:31.484ZJIm Fisherhttps://www.dealerelite.net/profile/JImFisher
<p>To the customer, price, payment, trade in value are the most important aspects of their visit to an internet site or to a dealership.</p>
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<p>In most cases, they have already done their homework and have decided on maybe one or two vehicles and are now in the finding out what is the best deal mode. In many cases they want to see the vehicle or vehicle they are interested in and maybe even drive the vehicle to measure the comfort level, acceleration and how it feels to…</p>
<p>To the customer, price, payment, trade in value are the most important aspects of their visit to an internet site or to a dealership.</p>
<p></p>
<p>In most cases, they have already done their homework and have decided on maybe one or two vehicles and are now in the finding out what is the best deal mode. In many cases they want to see the vehicle or vehicle they are interested in and maybe even drive the vehicle to measure the comfort level, acceleration and how it feels to them.</p>
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<p>It is the Salesperson's job to narrow down those multiple decisions down to one vehicle or in the internet lead department to get them to come in to make sure of selection. If they can do that, they have a great chance of selling a vehicle. If they don't, they are going to rush around getting a lot of information for the customer to "Think About" or give away all profit on an internet lead.</p>
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<p>All customers think all dealerships, all Managers and all salespeople are desperate to sell a vehicle and they feel that using other models or other dealerships will help their case regarding price, payment or trade in value.</p>
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<p>Remember that out of all of the vehicle on the internet and on your lot, the customer has picked out the two or three most popular models at the present time. What do you sell your most popular and high demand vehicles for? If I have to answer that, you are in the wrong business.</p>
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<p>I the customer has not made a definite selection, the price, payment of trade will never be good enough.</p>
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<p>I learned this simple procedure that helps every bad situation a customer, salesperson or manager allows to happen.</p>
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<p>No matter what the objection, return to selection! If the trade value is not high enough, don't waste time on trying to get closer to their figure, go back to selection of the new or used vehicle.</p>
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<p>Basically, I learned to say this in a closing or hostile situation. "Is this the vehicle you want to show to your neighbor, take on vacation and park in your driveway?" "If it isn't that vehicle. Then lets spend some time on finding you that vehicle." One of two things will happen. They will either agree with you that selection is not perfect or they will say yes it is and lets get back to price, payment or trade.</p>
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<p>That little verification is for them, not you. Once they have decided to own a vehicle, they will negotiate fairly, since they do not want to lose what took so long to decide on.</p>
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<p>Another good close is; "We find a majority of our customers that find the vehicle they want to own, they want it yesterday" If you don't what this vehicle we are working on yesterday, we are on the wrong vehicle!" "Is this that vehicle?" Once again, one or two things will happen and they both will be good!</p>
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<p>That is why I always train my salespeople to sell the people what they want, negotiate and then sell them what we have!</p>
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<p>Jim Fisher</p>
<p><a href="http://www.jfanow.com">www.jfanow.com</a></p>
<p>1-800-542-9340</p>
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