Vocabulary
Your car buying customer will have specific things that are important to them when they are buying a car. These things could be safety, fuel economy, reliability, payment, getting a good deal, features and options of the car or anything that is personally important to them.
What is Hot button
Minimum phone calls per day is
What is 60 calls
A 17 digit identification number that is unique to each vehicle which includes codes for year, make, body style and engine for each car.
What is a Vin.
T.H.A.N.K.S Acronym is.....
What is Thank the client
Help
address
need
keep asking questions
Summary
optional car insurance coverage that helps pay off your auto loan if your car is totaled or stolen and you owe more than the car's depreciated value
Whats is Gap coverage
The first step a sales person does when receiving a phone call or working with a lot up is.
What is: Make sure they aren't already working with someone by putting the name or phone number in the CRM.
Evans Auto Sales makes sure 2 things are done to the vehicle before the new owner takes delivery.
What is
Car being detailed and full of gas.
The 6 core values are
What is
Freedom
time
money
idenity
security
space
The length of a loan or lease.
What is Term
What are the 4 types of payments we take?
Cash
Certified Check
Money Oorder
Wire Transfer/ACH
When a sales person gives an "approval or Denial" before we get an application.
What is Disqualifying/ Pre-qualifying
What are the 8 core infuencers
Obligation/reciprocity
liking/Familiarity
Commitment/consistency
higher authority
Contrast
Scarcity
Exemption
The value left in a used vehicle after subtracting the remaining loan balance from its market value.
What is Equity.
When protecting a clients personal information what do you do with test drive agreements or any other personal information once they have left.
What is: Shred documents.
This source comes through our CRM when a client gets pre-approved.
What is 700 credit.
The Four Major ______ of a car deal.
1.Buying the wrong car
2.Paying to much
3. Not getting proper info
4. The process
What is Fears.
a fee that is charged by a dealer to start a lease or buying process. This is a “processing fee” that allows the dealer/lender to pull credit reports, insurance verification, and other things needed to ensure that you are worthy of the terms.
What is Acquisition Fee or Doc Fee.
often used to describe an instance where the salesperson could not close a deal and needs a closer or manager to take over.
What is a T.O Turn over
Statistics state that 82% of clients who are in the market for a specific vehicle will _____ when they come in to the dealership.
What is Swap/Flip
What are the seven levels of Mastery
What is: Ignorance, Awareness, Familiarity, Recall, Explanation, Demonstration, and Mastery