001 Road to the Sale

Card Set Information

Author:
kegandrew
ID:
22524
Filename:
001 Road to the Sale
Updated:
2010-06-08 20:23:15
Tags:
car sales
Folders:

Description:
Car Sales Process.
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The flashcards below were created by user kegandrew on FreezingBlue Flashcards. What would you like to do?


  1. Meet n Greet / Counsel / Qualify
    • *Good first impression
    • *Smile
    • *Welcome them and thank them for choosing us.
    • *Handle "put offs", either / or questions.

    • *Needs assessment
    • *How they use it
    • *Alternate choice
    • *Hoping to accomplish
    • *Offer water/drink
    • *Big funnel and vague options to keep choices open.
    • *Early TO
    • *Intro to receptionist
    • *Give cell phone.
    • *LOG CUSTOMER!!!
  2. Vehicle Selection
    • *Show them the sea of cars
    • *Start at entry level and move up
    • *Offer alternate choice
    • *Establish monetary value
    • *Systems check
    • *Build value.
  3. Demo Drive
    • *Did all parties drive
    • *Mental ownership
    • *Hwy and city?
  4. Trial Close
    • *Sold Lane
    • *Scale of 1-10
    • *Provide information
    • *5 minutes of your time and I will learn the rest.
  5. Service Tour
    • *Intro to Advisor
    • *Hours
    • *# of bays
    • *5 Star
    • *Shuttle Service
    • *WiFi
    • *State of the Art Facility
    • *$199 maintenance
  6. Trial Close
    • *Service Here
    • *Easy to do business here.
    • *Cost of ownership savings
    • *Build value in Hendrick Dodge.
  7. Write Up
    • *Trade Assessment
    • *Source Card
    • *Credit App
    • *Set up and confirm commitments
  8. Close Deal / TO to Finance
    • *Stay with your customer
    • *Move Quickly
    • *Set up expectations for Finance and Delivery
    • *Under Promise/Over Deliver
  9. Delivery
    • *5 Star Deliver Checklist
    • *Set Presets from trade in
    • *Make sure customer knows how to operate
    • *No further questions
    • *Watch them take delivery
  10. Follow Up
    • *Call their home phone and leave a message immediately after delivery and thank them.
    • *Follow up Day 1, 3, 7, 14, 30.

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