HOW TO STATE YOUR COMPANY OBLIGATIONS


"We have a policy here in our dealership whereby we believe that most misunderstandings are the lack of understanding, therefore, we want to list exactly what we are obligated to provide you with in the purchase of our product-avoiding any chance of mistakes or misunderstandings.
 Also... If there are any questions or objections to the product, or if I have left anything unanswered, or if you have any objections whatsoever, please tell me. Do you have any unanswered questions?" This is a different approach and opening than the Buyer has ever experienced before.
This opening smokes out objections early and builds trust and confidence in you. Having made your "OPENING" to the "WRITE-UP" and having the confidence that you can overcome any and all obligations, which you have invited, START YOUR WRITE-UP with this opening: "HOW DO YOU PLAN TO REGISTER YOUR NEW VEHICLE?" This gives you the opening to actually complete the "Preferred Customer Plan Sheet."
Get Name, Address, City, State, Zip Code, Date-of-Birth, Social Security number, Trade-in information, Why the Buyer came here, etc. Also... Write this on the Sheet prior to going to the Desk to get starting figures.


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