NetForum - Message Replies

Forum: Idea Exchange

Topic: What Would YOU Do?

Posted by: Ken Nix (kpnix@hotmail.com )
Organization:Herzog-Meier
Date posted: Thu Jun 22 1:38:01 2000
Subject: Write-ups, commited only?
Message:
Should you write up someone who's not committed? What's your views.

Subject: GET THE COMMITMENT!!!
Reply Posted by: Shane S. Edwards (auto-industry@yahoo.com )
Date Posted: Wed Jun 25 23:09:21 2003
Message:
This is the age old question. Is the customer commited to buy and drive the auto home RIGHT NOW? I have in many of sales meetings asked, "If you want to get the money out of the safe, (A relating analogy)and the combination requires 3 sets of numbers to open the safe, then what happens if you should skip the second set of numbers in the combination?" The safe remains locked, right? Well, most would!!! Now, there are exceptions to every rule, however, my rule is to get the commitment, on the car, on the lot, before you write the customer. In most cases, if you can't get the commitment on the lot, you ain't gonna get the money in the box! It may be the car isn't perfect, the wife isn't here, the credit union isn't open, the guy down the street has the same car for less, the sales guy is ugly or Mars isn't properly aligned with Venus, or whatever, BUT... you are best to overcome the whatever before you break out the paperwork, get the manager appraising, running bureaus, etc. because at that point you have just committed to negotiating, or so the customer will expect as he is watching you do the paperwork and running around talking price and payments, etc.!!! Speaking of which, what are the customer's expectations? If you don't know then how can you expect to meet them? Ask the customer, "Should I not be able to meet your expectations, I won't expect your business right now, however Mr. Customer, if I do meet your expectations, can I expect your business right now?" Look, we can take this scenario in many different directions from this point, but in most cases the commitment is absolutely necessary before you negotiate. Lets begin the negotiation process on common ground, "With both sides commited to doing business right now, provided both sides are satisfied with the deal right now. If you can't get the commitment in the end after all else, get another face in there, and then finally if not sooner get the manager in there, and at this point if the customer is looking for numbers, without a commitment, I would avocate a friendly goodbye, with strong follow-up. Keep in mind, there are exceptions and one must be somewhat objective and or subjective with each scenario, but this rule of thumb has been around forever and not just in the car business, but in real estate too or in anything that's negotiable. Yes, things are changing, but this debate never will!!!

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