Even after all of those auto finance leads bring potential customers into your car dealership, closing the deal can be tough. The process is a long one, and it doesn’t get easier unless you know how to utilize those used car leads and the other tools at your disposal.
The paper worksheet is one of the best ways to finalize purchases and keep your potential customers informed. If you’re interested in learning how to close all of those deals that auto finance leads have brought your way, here’s how.
Pull Out the Worksheet
The first step is to take the worksheet out and show it to the potential customers. While you’re doing this, make sure you explain what the worksheet is for and what kind of information you’re going to put on it.
Fill Out the Sheet in Detail
The more detail you use on the worksheet, the better. This is not only a tool for you to use when closing a deal, it’s a valuable source of information for the potential customers, who may or may not come back based on how well your information is displayed.
Always Write Down the MSRP
Now is not the time for negotiations. Before you do anything else, write the MSRP down. If a customer doesn’t want to pay the sticker price, inform them that this is a preliminary measure and that you can negotiate once all of the information is written down. Approximately 43% of people are financing their vehicles, and negotiating usually occurs when discussing that.
Fill in Customer Information
Once you’ve discussed the price, write down the customer’s information and yours. Not only will it be useful to the customer, but it will give you an opportunity to communicate with them in the future. This is also good because it starts to establish the idea of a relationship.
Ask About the Purchase Date
Provided everything works out, you should ask when the customer would like the vehicle and if they’re alright with taking it ASAP. In most cases, the dealership will set up the exact delivery time after the purchase has been made.
Include a Personalized Agreement
Auto sales leads and auto loan leads can only get you so far. Once a customer is in your office, it’s up to you. Providing a personalized agreement for them to sign after the sale is final adds a touch of quality and personalization that many customers appreciate.