Published 10 Jan, 2023

Sell the Appointment

Sell the Appointment


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.

Written by AI

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:

  1. Be honest and transparent about the process. Let them know what they can expect in terms of paperwork and credit checks upfront so there are no surprises or missed expectations.
  2. Ask questions and listen actively to their responses. This will help you better understand their needs and create a personalized experience that makes them feel valued.
  3. Share your dealership’s story, values, and mission with the customer. This will demonstrate to them that you have their best interests in mind and genuinely care about their experience.
  4. Follow up regularly throughout the process to check in on how they are doing and answer any questions they may have. This shows that you’re invested in their success and want to make sure everything is going smoothly.

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