We have been huge fans of a strong sales process, from the meet and greet all the way to the “Wave at the Tail lights”. but in our experience, the process seems to always break down when the salesperson gets nervous…. They always seem to get the jitters when they have to ask for the sale especially when it envolves payments higher then the customer wants. That’s why we believe strongly in a sales payment presentation, not just a sale price or payment quote.
When you present no choices, the customer will make up their own, and they won’t be what you want to hear.
They will end up saying things like “I can’t afford that” or “Why is this so high?”
In our experience, three choices, plus a stripped payment or an alternative payment method works the best.
Example 1: Three finance payments with different terms such as 36 months, 48 months, and 60 months. With a large down payment alternative.
Example 2: Three finance payments with different down payments, such as 1K, 2K and 3K down with a 72 month switch of term
SalesDesking.com dealer menu software will help your customers choose the right payment. The best part is, it costs ONLY $5,999 per year or $599 per month. For a Limited Time.