QUESTIONS FROM THE DESK TO SALESPERSON
2.Has Customer driven our car? What comments were made? Likes-dislikes? Have you sold the value of our product and not the price?
3.Has the Customer visited the Service Department and been told of the dealership's history?
4.Are all deciders present? Who and Where? Can we get them, if needed, in person or by telephone?
5.Customer seated and relaxed with coffee or soft drink? Do they have your Evidence Manual and/or Facts Book?
6.Did you do an effective and thorough Trade-in Evaluation and drive with Customer? Do we have a payoff? How much? When is next payment due?
7.Has the seed for cash been planted? "Cash is King"
8.Tell me about your Customer. (F.O.R.M.) Family, Occupation, Recreation, Motivation to do business now! Have you identified their "HOT BUTTON?"
9.Have you selected a vehicle in stock? Has your Customer made statements or commitments to buy now? Are you listening to your Customer?
10.If all things are agreeable and we work for the Customer, do you honestly feel that we will sell a vehicle, make a profit and commission? If you have not completed this procedure, you will be instructed by the Desk to do so before securing any figures from the Desk. It is imperative that your selling Steps, One through Six, be completed and you have created a desire for ownership. Your Manager will guide you completely from this point.
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