It is when you gather all of the client’s necessary information to ensure you successfully complete the sale.
It is when you discover if the client’s credit is good enough to continue with their purchase.
It is the last stumbling block prior to starting negotiations and ultimately closing the deal.
It is when you discover if the client is committed to moving forward on the purchase.
During this time your client will naturally begin to focus on the commitment they are about to make.
They start to lose sight of the value you’ve built in the vehicle you’ve chosen for them.
The emotion and mental ownership established during the vehicle presentation and demo drive begin to fade.
All of these
Keys and Registration for the Trade
Social Security Number
A complete application is easier for the desk to process
Each component on the application can greatly impact the terms of the deal
You can’t receive an estimate on their trade until you complete it
None of these
Show them where the client lounge is so they can watch some television.
Present them with your TEC and allow them to look is over as you meet with the desk.
Inform them of everything you are doing each step of the way so they don't feel like they wasting their time or question where you are.
Ask them if they'd like to take a walk around the lot and check out a specialty vehicle.