Fielding Some Common Objections
You have just concluded your 2-term (ex. 60 & 72 month) menu presentation. You structured the rate offering the same (where possible) for both terms. The column structure is robust […]
You have just concluded your 2-term (ex. 60 & 72 month) menu presentation. You structured the rate offering the same (where possible) for both terms. The column structure is robust […]
You have just completed your four-column menu presentation complete with robust column structure. Your Guest, Mary, responds by asking, “do I have to pick one of these options?” It is […]
To be sure, I fully supported and recognized the efforts of my sales staff. Been there and done that. Plenty of pairs of shoes were worn out obtaining an understanding […]
So you have just finished presenting your menu, complete with robust columns. You have recommended the column most applicable to your guest’s needs. Their response is, “Thanks for covering that, […]
“I’ll Share with you a way to save thousands, in depreciation expenses, and still finance your new vehicle conventionally! Sound good?” If we aren’t asking this question of our guests, […]
You are in the middle of your menu presentation and the next benefit you are about to explain is that of the Tire and Wheel protection. You proceed by stating, […]
I’m often surprised by how few Business Managers ask their customers (during the interview), “Who’s the lucky one getting the new car this time around?” By asking the question, we […]
So you’ve conducted your menu presentation to a cash buyer who responds, “No thanks, I’ll self-insure.” You accept this as a typical response and conclude the paperwork. “Folks, if you […]
A loss ratio is defined as the ratio of the claims paid by an insurer to the premiums earned. A firm’s loss ratio is 50% when they have $50,000 worth […]
The back story: the menu you have created is a two-term affair with 60- and 72-month terms. The interest rate is a reasonable 5% APR for both with 30 days […]