Published 10 Jan 2023
Sell the Appointment
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Handle “I Only Have 15 Minutes” in Automotive Sales
how to handle objections in car sales
how to overcome objections in automotive sales
i only have 15 minutes
overcome objections in automotive sale
time objections
When you take a sales call and somebody tells you that they have credit challenges, you want to sell the appointment.
One of the worst things you could do is get a special finance buyer approved over the phone in a lot of cases.
You either take a credit app or you have them do a credit app online.
You go to your sales manager.
Your sales manager works for two hours to get them approved.
You call the customer.
Hey, great news.
You're approved.
Well, what's my interest rate?
You know, if I'm approved, I don't want to buy that Hyundai.
I want to try and buy a BMW.
They get strange.
Just bring the buyer in.
Just sell them the appointment.
Would you have this mentality where you're saying, okay, I'm just going to bring this buyer in with honesty and integrity.
I'm just going to tell the buyer that if they have the proper documentation, we're going to do everything we can to help them.
You'll set a lot more appointments and you will sell a lot more vehicles.
When you grab that phone and the buyer says they have bad credit, you don't need to ask them what your credit score is.
How much do you have down?
Do you have a cosigner?
The main focus should be when you can come into the dealership and a 400 credit score is going to walk in with 800 credit score more often than you may think on the initial phone calls.
Tips for Getting More Special Finance Customers Are you struggling to get customers with credit challenges into the dealership? The way that you handle calls with special finance buyers will make a huge difference in your ability to bring them in.
Here are a few tips to make your appointments with special finance customers feel real:
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