2:00 PM Sales Meetings with Darin George
Using a Worksheet to Close
When I worked on the dealership sales floor one of my goals was getting as many potential customers “to paper” as possible.
I would take every new customer through my selling steps – proper greeting, qualifying questions, vehicle presentation and demonstration drive, etc. – before bringing them to my office and asking for the sale.
I would then put them on paper or the dealership worksheet.
The worksheet was one of my best closing tools. It also allowed me to forecast my monthly sales by the number of worksheets I completed.
Every dealership has its own version of a worksheet, but don’t confuse it with a bill of sale or high-pressured tactic to get the customer to buy. It is only a worksheet and there is a strategy on how to fill one out.
The following is a process you can use.
Tell the customer you are going to pull out a worksheet and fill out the information on the vehicle in which they are interested. You will start entering the vehicle details on the worksheet.
Fill in the vehicle equipment list. Do not write down short forms like PW for power windows. Put as much detailed information regarding the vehicle as you can on the list. A complete list builds value in the vehicle.
Always write down the MSRP in the space provided, not the sale or discounted price. If you do, they will want to start to negotiate from that price. If the customer says that they are not paying the asking price, just tell them not to worry, you are going to see what you can do.
Do not negotiate at this point. You have to complete the worksheet first.
Fill in the information on your vehicle stock number, customer’s telephone numbers, driver’s license, how they heard of the dealership, etc.
You now have to ask them in whose name will the vehicle will be registered. This is great in establishing mental ownership and closing.
You will ask to see that person’s driver’s license. It may be different than in step four because they have now made the mental decision of possible vehicle ownership.
Ask them, “And providing everything works out, when would you like to get the vehicle?”
Regardless of their answer, do not write it down. If you close the sale they will want the vehicle ASAP. No matter what date or time they say, always ask them if ASAP would be OK with them. Let your F&I Business Manager set up exact vehicle delivery date and time.
Write the following personalized note on your dealership worksheet or have it added to your existing worksheets. Read it to them but do not ask them to initial it yet.
Say you are going to make a note for yourself and your manager that reads:
“Mr. & Mrs. Customer will get the vehicle today now, only if the price, payments or difference figure is agreeable with them.”
__________ customer’s initials
Do not ask the customer to initial your note until you have turned your worksheet around to them and reviewed everything on it.
The very last thing you will do is ask them to initial your personalized note. This note should be repeated until your customer fully understands it. The note states that only if everything is agreeable with the customer and the dealership they want to get the new vehicle ASAP.
If they will not initial it, there could be something you have over looked, re-clarify everything with them. Once your note has been initialed, start your negotiations.
You do not need a signature on the worksheet until the final agreed upon numbers have been achieved. After every worksheet has been completed and you have agreed on a number with your customer; a proper and complete bill of sale must be done.
Meeting Wrap Up
The more people you get to a worksheet the more people you will close. Every dealership will have its own version of a worksheet. If you would like a free ASC worksheet faxed or emailed to your dealership, email me at firstname.lastname@example.org
Darin George is the founder, head recruiter and sales trainer for the Automotive Sales College Inc. www.visitasc.com. He is also the Author of Sales Training – Automotive Edition, available at www.barnsandnoble.com . Darin can be contacted by email at email@example.com