I am a salesperson and I need your help

[Todd Thompson]

According to Amit's story, he did not present the customer with choices. If someone is in the service drive with the assumptive goal of having service performed on his vehicle, an aggressive change of goals will not go over well.

Here's some other ways to handle it:

Hello, and welcome to ABC Motors. Do you have an appointment? <customer response is yes and says with whom> Great! The silver team is right over here, and after you're all checked in, I want you to know I can perform an appraisal of your car while you're waiting. Just in case you want to consider getting into something newer. How does that sound?

<customer response is no to appraisal> No problem! I'm always happy to assist if the itch ever arises. Here's to many more miles on these wheels.

<customer response is maybe> Why don't I send you a number to ponder on your phone? Can I text it to you? <no> How about an email, then? <no> No problem! I'll have it printed and ready for you when you pick your car up later.

<customer response is positive> Great! I'll get that started. Do you mind if I text you when I'm done? Then I can find you to discuss.

This is the ideal approach. One challenge you may find is many drop off vehicles and pick up when closed. One direction is a mirror dangler type solution where you hang it on the car/wheel with your appraisal/payment and your contact info focusing on a similar new vehicle. So when they do pick up, its there for them to see.

Get the list of appts day before for next day
look up past deals where possible
determine if equity or not/buried
offer a 'subject to' payment on a new one or a 'we are just as happy to buy your car' type offer.

*getting some kind of dangler/offer card printed up isn't a big deal/cost. Even a template in Word or something where you can fill in some blanks and print out on decent heavier stock.