Reply to thread

Personally, I like your approach.

For me, the farther through the process a customer goes, the higher the chances of them purchasing the vehicle.  It isn't rocket science. Objections are handled (if they exist) along the way or the customer will not be willing to proceed.  The farther they proceed, the more objections that have been eliminated. 

Converting "shoppers into buyers" is a little bit of a confusing term today.  The reality that I have finally come to is that anyone that actually sets foot on my lot IS a buyer.  They have done all of their "shopping" from their couch.  Now that doesn't mean that all of them can buy a car, and it doesn't mean that all of them will in fact like my car.  Make no mistake, they are buyers in some way shape or form.

Half of the people that test drive a vehicle at our store will sit down and try to buy it.