Part 2, The FLOW of the Deal!
What a long winded description posted the other day for "The FLOW of the Deal". WHEW!
Wish it could be shortened. Truth is, all those steps are necessary but they could certainly
be broken down into smaller bite-size chunks with further details discussed in each key area.
As promised, Part 2 of The FLOW of the Deal is released today.
Financing for your customer is approved now and any conditions to that approval have been agreed.
As with part one of this series, the following is an example of a typical deal flow, you may choose
to follow a different order, it's a personal choice. A more important emphasis is to continue
to use that flow or order consistently from one customer to the next. The consistency will create a
smooth process and parts of it will become so mechanical that you won't even have to think about
the steps once you've repeated them enough times. Thus leaving more creative thinking time to
introduce your products with some direct relativity to your customer's unique circumstances.
NOW, the Second and Final Customer Visit, to pick-up their new car!
Be excited! Be happy! If you're having a bad day, be professional and grumble AFTER
your customer leaves. This is a BIG moment for them, allow them to fully enjoy it and
completely focus on what's going on for your customer right now. Your stuff won't go away,
rest assured whatever issues you are having today, they will still be there later and you can
dwell on those miseries then. If you're having a Great day yourself, BONUS!
You can revel in a fantastic experience together!
Print all the documents that will not change based on other value added products that your
customer may yet purchase from you. These would include (if applicable):
1) APV9T (ownership transfer) for new vehicle from dealer to customer
2) APV9T (ownership transfer) for trade
Have your customer sign these documents at this early stage of the appointment, to anchor
ownership of their new vehicle!
Continue to print:
3) Auto Arm Certificate
4) Protection Package Certificate
There are still products that you need to present. This is a good time to take a pause
and review the warranty that comes from the factory, what the customer's responsibilities
are under that warranty and the (refundable or the manufacturer's...now is the time to emphasize
whatever that key aspect of your extended plan is) options available to extend that coverage.
Proceed with that presentation, overcome objections and include in customer's financing.
If your first visit with the customer provided monthly payments with an assumed life protection close
and they agreed on one of your protection package options, you now only have A&H insurance
to present. This would be the opportunity to present and review the options of that coverage.
Now you simply need to finish printing the applicable documents and have them signed.
Remember to have the Privacy Disclosure/Notice signed too! Oh, and if you have a down payment
to collect or a deposit to refund, add that step either at the beginning of this appointment
or at the end, remember...consistency.
Recently someone said to me that life is like a dance. The more I thought about that the more true
I realized it was. During your appointments with your customers, keep that thought in mind.
It's part of the reason that the suggested example of The FLOW of the Deal moves the
business manger from one task to another as in, print some documents, sign a few,
present your products, print the rest of your documents, then sign them. It breaks the
rigidity of presenting, presenting, presenting, or printing, printing, printing...it creates that dance!
There may be other steps you need to include during these customer visits if there are special
circumstances or if your dealership has particular requirements of the business manager. What is
covered here are fundamentals and will have to be done for each and every customer you have.
If the deal is a cash purchase, there will be less products to present and less paperwork to complete
but the fundamentals will remain.
Have Fun, Smile and make up your own Dance!
This Blog is Committed and Dedicated to Your Success!
Wish it could be shortened. Truth is, all those steps are necessary but they could certainly
be broken down into smaller bite-size chunks with further details discussed in each key area.
As promised, Part 2 of The FLOW of the Deal is released today.
Financing for your customer is approved now and any conditions to that approval have been agreed.
As with part one of this series, the following is an example of a typical deal flow, you may choose
to follow a different order, it's a personal choice. A more important emphasis is to continue
to use that flow or order consistently from one customer to the next. The consistency will create a
smooth process and parts of it will become so mechanical that you won't even have to think about
the steps once you've repeated them enough times. Thus leaving more creative thinking time to
introduce your products with some direct relativity to your customer's unique circumstances.
NOW, the Second and Final Customer Visit, to pick-up their new car!
Be excited! Be happy! If you're having a bad day, be professional and grumble AFTER
your customer leaves. This is a BIG moment for them, allow them to fully enjoy it and
completely focus on what's going on for your customer right now. Your stuff won't go away,
rest assured whatever issues you are having today, they will still be there later and you can
dwell on those miseries then. If you're having a Great day yourself, BONUS!
You can revel in a fantastic experience together!
Print all the documents that will not change based on other value added products that your
customer may yet purchase from you. These would include (if applicable):
1) APV9T (ownership transfer) for new vehicle from dealer to customer
2) APV9T (ownership transfer) for trade
Have your customer sign these documents at this early stage of the appointment, to anchor
ownership of their new vehicle!
Continue to print:
3) Auto Arm Certificate
4) Protection Package Certificate
There are still products that you need to present. This is a good time to take a pause
and review the warranty that comes from the factory, what the customer's responsibilities
are under that warranty and the (refundable or the manufacturer's...now is the time to emphasize
whatever that key aspect of your extended plan is) options available to extend that coverage.
Proceed with that presentation, overcome objections and include in customer's financing.
If your first visit with the customer provided monthly payments with an assumed life protection close
and they agreed on one of your protection package options, you now only have A&H insurance
to present. This would be the opportunity to present and review the options of that coverage.
Now you simply need to finish printing the applicable documents and have them signed.
Remember to have the Privacy Disclosure/Notice signed too! Oh, and if you have a down payment
to collect or a deposit to refund, add that step either at the beginning of this appointment
or at the end, remember...consistency.
Recently someone said to me that life is like a dance. The more I thought about that the more true
I realized it was. During your appointments with your customers, keep that thought in mind.
It's part of the reason that the suggested example of The FLOW of the Deal moves the
business manger from one task to another as in, print some documents, sign a few,
present your products, print the rest of your documents, then sign them. It breaks the
rigidity of presenting, presenting, presenting, or printing, printing, printing...it creates that dance!
There may be other steps you need to include during these customer visits if there are special
circumstances or if your dealership has particular requirements of the business manager. What is
covered here are fundamentals and will have to be done for each and every customer you have.
If the deal is a cash purchase, there will be less products to present and less paperwork to complete
but the fundamentals will remain.
Have Fun, Smile and make up your own Dance!
This Blog is Committed and Dedicated to Your Success!
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