it's called, or at least where I work, it's called "the road to the sale"..
Meet & Greet
Qualify
Demo
.... it's sad that I don't know it, I just sell cars
i will tell you what I do. First of all, I rarely take lot ups.. I usually talk to customers on the phone or internet leads. but lets say I do take a lot up, unlike most sales people, I let you bait yourself before I talk to you. the response I get is alot better than if I bombarded you before you got out the car. Iwill let you look around, so I can take a look at what you like, get my gameplan together, look at your body language... if you look too nervous like you are playing "lets go look at cars without letting a salesman see us" I won't waste my time... I look at the car you drove up in,... basically game plan, so you just can't say "i'm just looking"... you can't say that when you have looked at every mazda miata on our lot, i know you want a miata, or at least a convertable, that way I can go in and assume you want one... if there is one in particular I can already have the keys in my hand.
one thing I do differently than anyone I know, and it just makes more sense, is that I will actually work the numbers on the deal backwards. If where you tell me where you want to be financially is not in line with the car, I won't waste my time showing it to you. I ask what they had in mind as far as payments, or better yet, what are they paying now, and how much did they plan on putting down as a down payment, if we can get there, or within say, 50 bucks a month one way or another without giving the car away, I will go ahead..I can bump someone 50 bucks a month if I have to.. anything else I am better off looking at a nother car.
I always show two cars, so I can do an alternative close... so it's not between buy or not buy, it's buy option one or option two
