Closing on Budget
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Regardless of everything else involved, most customers ultimately make their financial decision based on budget. When you need to make adjustments to your initial proposal, write down the highest monthly payment that your customer feels they can reasonably afford, and the most money they can put down right now to get there. The customer must initial this offer before you return to the desk. I don't believe in multiple trips back and forth. Use the tools at your disposal to get an offer after the first pencil, and sheet you bring in next will be pass or play. Go get it!
Reflection and Discussion:
Do you think customers enjoy going back and forth with the desk?
Do you enjoy it?
Some dealerships have a strategy of "wearing people down" by trying to stretch out the negotiations until the customer gets tired and just says yes. Based on what you know now, do you feel like that's an effective strategy? Why or why not?
Reflection and Discussion:
Do you think customers enjoy going back and forth with the desk?
Do you enjoy it?
Some dealerships have a strategy of "wearing people down" by trying to stretch out the negotiations until the customer gets tired and just says yes. Based on what you know now, do you feel like that's an effective strategy? Why or why not?