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Post on 18-Aug-2015
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What Goes Into The Sale
The Dellenbach Motors Difference
50 Years of Excellence Family Owned Local Franchise Dealer Quality Products and Service Well Trained & Knowledgeable
Professionals Quality Product at Great Values
The Eric A. Wendt Difference Work at Dellenbach / Work for my Client Strong Qualify and Recommendation Ability Sales Training Manager / Mentor “Drive Team” Member Certified Sales - Chevrolet, Cadillac &
Subaru
Looking for a Vehicle Everyone looking for a vehicle has different
reasons, expectations, needs, wants & budgets Figure your Budget & Research Your Options: Cars.com, Edmunds.com, NADA, Car and Driver… Pare down to the vehicle type, make, even a model People are driven to a particular type of vehicle
based on taste, history, loyalty, safety, longevity, power, mileage and in recent years internet driven reviews and information.
Dealers, are not always vetted thoroughly. Craig’s List, can be daunting. Many hate the experience of buying a vehicle.
It does not have to be a bad experience!!!
Buy Private vs Buy DealerCraig’s ListPros
Low Pressure - Generally Get a feel for the latest owner Perception of Value
Cons No Guarantees : Mechanical No Additional Warranty Would have to have car
checked mechanically at your expense.
No ready made finance in house / No Trade
Franchised Dealer PurchasePros
Frontline Vehicles get Mechanical, Interior and Exterior Reconditioning*
Warranties Often Available Finance Options / Trade In Trained and Knowledgeable
Sales Professionals Diverse Vehicle Options
Cons Can get Pressured Dealers can play games
Variables In The Purchase Prefer A Type, Make, And / Or Model? What $ Factors Do You Key In On? - Price? - Payment? - Trade Value? Buy vs Lease* (*New Cars Only) “Do You Have a Trade?” $ Down: If Financing or Leasing Payment and Term
What A Great Automotive Dealer Offers
Trained and Knowledgeable Sales Staff - Even though they are employed by dealer, they should be looking out for the Client First. Sales Staff With The Ability To Qualify The Client
On Many Levels; Needs, Vehicle, Finance, & Budget Sales Staff That Is Knowledgeable With Features
And Benefits of All Vehicles – Thorough Walk Around
Respects Your Time: Communicate The Ongoing Process, And What The Client Can Expect. Efficient.
NO PRESSURE, Informs As Well As Sell! Full and Complete Delivery Process – Present To
You All The Knowledge So You Are Comfortable
Type / Make / Model
Coupe: Sporty, Commuter, Personal Vehicle - Price Range: $$ to $$$$$ Sedan: Smooth, Commuter, Versatile - Price Range: $ to $$$ Crossover: Economical, Sporty, Versatile - Price Range: $$ to $$$$ SUV: Family Friendly, Versatile, Capability - Price Range: $$$ to $$$$$ 4X4 Truck: Versatile, Work, Recreational - Price Range: $$$$ to $$$$$
The Money FactorsA Free Market Determines The PriceVariables: Scarcity Demand Vehicle Condition, Miles, Trim Level,
Features and Options Market Research – VAuto Software,
MMR, NADA, Competitive Pricing Vehicle Recondition Cost Profitability Age On Lot – 45 Days
The Money FactorsPayments
Finance: Rule of Thumb - with Good Credit
- 48 Months: $24 per $1,000 Financed - 60 Months: $20 per $1,000 Financed - 72 Months: $17 per $1,000 Financed Lease: You Rent a Car! - Cost Determined by:Term, Capital Reduction (Down Payment, Prorated Rebates & Incentives), Miles Driven Per Annum, Fees, Taxes, Rate, MSRP, Sale Value and Residual Value
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Dealers Determine Trade Value In A Free Market
Variables: Scarcity Demand Vehicle Condition, Miles, Trim Level, Features
and Options Market Research – VAuto Software, MMR,
NADA, Competitive Pricing Vehicle Recondition Cost Profitability Age On Lot – 45 Days = Not Moving In Market
The Trade - Money Factors
Do’s and Don’ts Enjoy The Process – In the End, A New Car Awaits If You Are Not Comfortable With The Setting,
There Is Probably Good Reason… Leave And Move On
Do Not Arrive In A Defensive Position, Set The Tone In A Positive Light. If It Goes Sideways, It Is On The Dealer, Not You, The Client.
Come Prepared. Be Reasonable If Trading A Vehicle, And Expect Great Value, Service and Quality.
Allow A Good Salesman, A Trained And Educated Salesman To Make Enlighten & Recommend.
DO NOT FILL OUT AN APPLICATION, Until You Agree On A Vehicle And Terms (WAC).
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