Master Yoda
Hans wants a 2025 Camry with aluminum sport pedals with the 9 speaker JBL set up.
What is XSE with Premium Package.
Bare minimum documents collected BEFORE taking to finance for a submit.
What is a book out, CSDN, signed commitment/write up.
"That payment/price is too high"
"What makes you say that? Have you seen this vehicle with the options you've selected cheaper?"
"When we discussed payment and models outside you said the options are worth more money. Are you thinking we should go back down to the other trim level?"
"What payment works for you? ...So would you be wiling to put xyz down to get to your payment?"
-manager discretion
Every deal _______ ______
Manager:_________
every time
Kody
Vadar wants a 2025 Corolla with orange stitching and blackout badging. What's his trim level?
What is FX
Veronica will always ask you three questions when you say "they want to go with their bank"
What is
1. What bank
2. New or used
3. What's the rate and term?
"I'm out of state and I'm coming this weekend to buy that used truck. Do you guys have any wiggle room on it?"
"We price strategically and aggressively up front to cut out the haggling."
"We are all about taking care of you and wont lose your business over a $100, but I'm confident we've got the right price on this thing."
"Your calling me from XYZ because it's somewhere in your price range."
"Lets get some numbers together with your accurate fees and taxes" (get out of state tag form and customer info... work your deal)
-manager discretion
First step of sales process
What is proper mindset
Options support _________
Manager: ______
decisions
Danno
Chewie wants the 20-in. dark gray painted alloy rims on his Tundra. What's his trim level?
What is the Platinum
The length of time that does not require a previous address or employer.
What is 2 years and 1 MONTH
"I need to talk to my wife" This objection is a:_______
Overcome it
What is a stall
"I completely respect communication at home. Before you came in, I'm sure you two discussed the vehicle and what general idea the two of you could agree on. What on this page right here is not within the goals you two set"
ISOLATE THE REAL OBJECTION
manager discretion
During step 3 Selection Demonstration the model you begin with
What is the lowest price model
Setting the expectation of price/payment increase
You can't buy a car without a __________
Manager:_______
write up
RG
Leia really likes the super long slide with ottomans feature on the Sienna. These are her options
What is Limited and Platinum...
review spare on awd options
A customer doesn't have a state issued ID or stamped passport the documentation required to proceed
What is their passport accompanied with
I94 , Visa, or Green Card
What is a test drive
Uncomfortably________
Manager: ______
optimistic
vron
Jabba wants an AWD sienna with the black roof rails, 12 JBL Speakers and second and third row sunshades. The trim level & package he needs is
***Double points***
Interior color options
What is XSE AWD Sienna with XSE Premium Package
Red stitching
These are requirements for a first time buyer with no social no itin
Max Finance:
Money Down:
Stips:
Year:
Miles:
What is
$30k
15-20% of sale price
3 months bank statements, POR
12 years old or newer
150k max miles
Desk "I'm not moving from this number"
Customer "Give me another $500 off and you got a deal"
Close the customer not the manager "meet in the middle" is NOT the close we're looking for
"I don't want to lose your business over $500 but this is the most aggressive discount we're going to get on this car. You and I took our time outside to make sure THIS was the one. Its got the options you want, doesn't have what you hate in your trade AND you're getting this crazy discount because you've worked hard on negotiating and getting my manager down to this price. Don't let $500 cost you the car you want. I just need you to sign right here and I'll get you ready for delivery."
manager discretion