Presenting the Financial Proposal
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Transition Six (6) - getting to, and presenting, the financial proposal. Everyone who likes a vehicle should see a financial proposal. The presentation of a financial proposal is an opportunity to buy. You can't close a deal without offering an opportunity to buy!
Reflection and Discussion:
Why wouldn't everyone want to see "the numbers?"
Do you believe that if someone likes the vehicle, you would always be better off showing a financial proposal?
Sometimes at this point the customer might come up with a convenient reason why they've suddenly run out of time, and ask you to "just email that to me." Why might they do that? How could you respond?
Think it through and answer for yourself, then listen to my reasoning here:
Transition Six (6) - getting to, and presenting, the financial proposal. Everyone who likes a vehicle should see a financial proposal. The presentation of a financial proposal is an opportunity to buy. You can't close a deal without offering an opportunity to buy!
Reflection and Discussion:
Why wouldn't everyone want to see "the numbers?"
Do you believe that if someone likes the vehicle, you would always be better off showing a financial proposal?
Sometimes at this point the customer might come up with a convenient reason why they've suddenly run out of time, and ask you to "just email that to me." Why might they do that? How could you respond?
Think it through and answer for yourself, then listen to my reasoning here: