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Comment by Mark Tewart on July 13, 2013 at 5:51pm

I would also add that the days of avoiding and avoiding are gone in the age of transparency. These things do come up and it's easy to address these issues correctly rather than trying to avoid them which makes salespeople look like like a bad movie about salespeople. The good news is that addressing issues builds trust and profit can be added not sacrificed. TLC think like a customer not a salesperson

Comment by Mark Tewart on July 13, 2013 at 5:41pm

I agree about the questions that force them to lie but disagree about the question of current payment is irrelevant. All pattern data is always relevant because it deals with knowns vs. unknowns. People will bump themselves but most often will not bump themselves 400 a month as an example. Current data is always relevant. Deal with knowns not unknowns. Thanks for your comments

Comment by Joseph D'Aurizio on July 13, 2013 at 4:45pm

Rule #1 - Never ask a question that could result in a lie.  Why ask what their current payment is?  Chances are they will lie and the fact is it's irrelevant to selling them their next vehicle.  Customers will automatically bump themselves for something they really desire. You see, buyers aren't liars....we just ask the unnecessary questions that force them to lie.