- Apr 28, 2009
- 1,163
- 363
- First Name
- Jerry
I've started this thread after listening to the following call: Sales Call
It's always been my personal policy to invite these customers to the dealership no matter what the condition of their credit rating. I have often found that these customers are mistreated and abused. We need to treat these customers with respect and take them through the normal process of purchasing an automobile. They need to get all excited about taking delivery of a vehicle. Now I am not going to let them get all excited about driving out in a high end luxury automobile, I am going to make sure I've done enough investigation to recommend a realistic option for them. If that means that I need to run a credit application then I will, but only once the customer is sitting in the dealership. When you get somebody excited about the thought of owning a vehicle, you'll be surprised at how they find more money for a down payment or maybe they work a little harder to find a co-buyer. If you don't have the customer excited about a vehicle this can be difficult to accomplish over the phone.
Financially challenged customers are the easiest appointment to make when we you bait a good hook. Here's the technique I use: "You've called the right place because something we specialize in here at ABC Motors is helping customers like yourself rebuild or establish credit so that you can purchase an automobile that best suits your needs. Since we're one of the larger dealers in our area, we're usually able to get our customers low rate financing when others can't . There's probably a good chance I can have you driving down the road today. Now when would be a good time for you to come in, now or later today?"
If you can't get them done, become their credit counselor. Tell them what they need to do and then follow-up with them every few months. These folks find a way to purchase a vehicle eventually.
What is your dealerships policy on financially challenged customers?
It's always been my personal policy to invite these customers to the dealership no matter what the condition of their credit rating. I have often found that these customers are mistreated and abused. We need to treat these customers with respect and take them through the normal process of purchasing an automobile. They need to get all excited about taking delivery of a vehicle. Now I am not going to let them get all excited about driving out in a high end luxury automobile, I am going to make sure I've done enough investigation to recommend a realistic option for them. If that means that I need to run a credit application then I will, but only once the customer is sitting in the dealership. When you get somebody excited about the thought of owning a vehicle, you'll be surprised at how they find more money for a down payment or maybe they work a little harder to find a co-buyer. If you don't have the customer excited about a vehicle this can be difficult to accomplish over the phone.
Financially challenged customers are the easiest appointment to make when we you bait a good hook. Here's the technique I use: "You've called the right place because something we specialize in here at ABC Motors is helping customers like yourself rebuild or establish credit so that you can purchase an automobile that best suits your needs. Since we're one of the larger dealers in our area, we're usually able to get our customers low rate financing when others can't . There's probably a good chance I can have you driving down the road today. Now when would be a good time for you to come in, now or later today?"
If you can't get them done, become their credit counselor. Tell them what they need to do and then follow-up with them every few months. These folks find a way to purchase a vehicle eventually.
What is your dealerships policy on financially challenged customers?