Policies and Processes
At Archibald's there are three types of vehicle hold.
1: Held for an inbound customer.
2: Held for a finance application.
What is the 3rd?
Non Refundable Deposit
What does F.A.B. stand for?
Feature. Advantage. Benefit.
Market Based Pricing
What is step 3 of the selling cycle?
Demonstration
Bad word: PRICE
What is a better word for "price".
Good word: BUDGET
True or False?
All out of town customers who are completing their purchase remotely are required to complete a 700 credit ID verification.
False
When setting and confirming an appointment it is important to set it for a ______ time.
Specific, exact, precise...
True or False?
Market Based Pricing is another way of saying "no haggle pricing".
False
Fill in the missing steps:
1 Meet and Greet 2 Presentation 3 _____________ 4 Closing & Negotiating 5 _______ ________ 6 Long Term Sold Follow Up
Demonstration
Finance Turnover
Situation: You have just presented your first write up to the customer, but they want more for their trade in. What is your primary job, as a sales professional, prior to going to see your desk manager?
Get a commitment
What is the order of operations when receiving an internet lead? (with a valid phone number and email address)
1 Email iPacket. 2 Phone Call. 3 Text. 4 Co-Video
When negotiating, a professional salesperson always does so in _____ increments.
small
If a customer asks about price during the meet and greet or presentation step of the selling cycle, your description of Market Based Pricing should be _____.
brief, concise, short, etc...
After we greet the customer we need to find out why they are here and what they are trying to accomplish. This portion of the Meet and Greet is called ____ _______.
Fact Finding, investigating, needs analysis
How long is a finance hold valid for? (sent up for approval)
24 hours (1 day)
Professional salespeople know how to control a conversation by avoiding yes or no questions. To do this a salesperson needs to utilize ______ / __ questions.
either / or
When presenting a market comparison report to a customer, what is the difference between "price rank" and "value rank"?
"value rank" takes into account mileage.
Sean's favorite type of close: Hint: You never actually ask the customer to buy the vehicle, you just start the process like you did and they said yes.
Assumptive
What does the "E" in S.P.A.C.E.D. stand for?
Economy (economical)
Trade-In Policy: If your customer lives further away than this city, they are not eligible to trade in their vehicle.
Boise
When closing on an objection it is crucial to make sure no other objections can be brought up during negotiations. This skill is called ________.
isolating (isolate)
Which of the following options best describes Market Based Pricing?
A: Profit Focused = Low Sales Volume
B: Lots of inventory = High Sales Volume
C: Competitive Pricing = High Sales Volume
C: Competitive Pricing = High Sales Volume
If a direct close does not work and the customer says something like..."we appreciate your time and letting us drive the vehicle, but we want to think about it." We can use a close that helps us remind the customer of why it's a perfect fit for them and then ask again for the close. What is this close called?
Recap
What does B.S.E.W. stand for?
Best Shopping Experience in the World!