I’m on a budget. And so are you.💰 Is your dealership ignoring this reality? We, as dealership professionals, should embrace the idea that basically everyone has a budget, and guide consumers through the vehicle selection process in an informed and confident way. Some things to do: - Early F&I involvement - Sales person training on interview process - Sourcing affordable used vehicles - Consistent desking policies #automotive #dealership
Right!!! The only time conflict comes up is when we try to sell them something because we want the income before placing their needs first. They came because they want/need a vehicle. They have a budget, so show them what they can get in that budget.
Correct! "Guide" them through the process. BDC's first question to this day is to "sell" the test drive rather than qualify and discuss the customers situation. As the 2 types of leads are "in market shoppers" and "customers looking to buy today", the distinguishment between the two are critical. Let's start having pragmatic conversations with our customers and "guide" them into the process. Love this post
Waiting patiently for Matthew Lasher 👋 to write a book
Preach. I coach this very topic all over the country daily, and it always baffles the minds of folks in automotive. 70% (and growing…) of folks are paycheck to paycheck, and even folks that make $150-200k, 47% of THOSE folks are paycheck to paycheck. So many dealers do their best to sell their vehicles, but customers are shopping payments now more than ever. Such a disconnect.
Yes yes yes ….A guest is a must & if you are not using one the right way your selling less cars & diff making less money on them!!!…If they are financing that ride they have a budget & after 33 yrs can’t believe how few customers actually know math!!!!
There’s an app for that ; )
Let’s go with Budgets for $2,000 Alex. #jeopardyhumor
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Well said
VP-Growth @ LiftKit | Innovative Problem-Solver,Dealership Growth,Forward Thinking Technologist
2wSpot on. We tend to think of customers as leads or opportunities but only when they are “good”. We rarely look at the human aspect and at the same time take a hard look in the mirror to try to have some empathy for their situation(s). We have two ears instead of two mouths. Which we means we should listen more than we speak. Asking the proper questions, understanding the necessary information and then guide or assist our customers through the journey that fits best for them.