Desking Deals For More Sales & Higher Gross Profit - Starts At The Curb

There’s no magic formula for turning a "deal gone bad" on the lot and in the commitment process, into a stellar deal with huge gross profit from a totally happy customer. To consistently increase your effectiveness at the desk, we’ll take a look at exactly what you’ll have to clean up in the sales process.

Increasing Deliveries And Gross Means Breaking Old Habits

Old Habits Die Hard. Desking and negotiations are almost always about price, but price is #16 on your customer’s list of buying motives. Sure it’s important, but first comes things like vehicle type, seating for 6, rear entertainment system, AWD, back up cameras, 22" wheels and a ton of other features. Same in the office, price is what almost every manager focuses on when they’re desking the deal, but in the end over 90% are OK’d or rejected based on the terms (down & payment), not the price. You’ll learn how to rephrase price to budget in the negotiation and how to refocus price and trade back to down and payments.

What’s The Desk Manager’s Job: to ‘Approve’, or ‘Improve’ the Gross?

Most managers have never been taught how to properly work a deal for maximum gross. So most start the deal the same way by asking the salesperson "What do they want to do?", or "What do you have?" Your first step in desking deals for more deliveries and maximum gross is to implement a consistent process that every manager follows, every time they work a deal.

Turning The Customer’s "Kitchen Table Budget" Upside Down

90% of your customers walk on the lot with their "target goals" on price, what they want for their trade, how much they want to put down, and where they’d like to keep their payments. They have a range, from their "hope to" figures to the "maximum" they feel they can afford. Most managers end up working deals from their lowest ‘hope to’ numbers and miss sales every day and leave gross on the table on every delivery. We’ll show you how to start every deal at their maximum figures - and how to work your way up from there.

Eliminate The Mistakes Salespeople & Managers Make Working Deals

Whether you implement a desking process or just keep working your deals the same way you are now, if you and your salespeople will eliminate these 26 common mistakes, you’ll immediately deliver more units at higher gross profits.

The Four Step Closing Process That Will Start Every Deal The Right Way

Every stage in the selling process, from their greeting at the curb through the transition into Finance and then on to a delivery, is part of a process. And how your salespeople Close the sale to get their Commitment to Purchase will make or break your chances of selling a vehicle or of holding much gross. We’ll teach you the correct way for them to close, to set up an effective Negotiation.

A Simple, Effective, Customer Friendly 3-Pass Desking Process

Aren’t those your goals; a simple process that works to generate more deliveries at maximum gross profit, that your customers will appreciate? We’ll teach you a simple 3-Step Process: 1st Pass - pull the maximum numbers from their Kitchen Table Budget. 2nd Pass - go for the gross. 3rd Pass - wrap it up and get a final bump. People don’t dislike Negotiation, they just hate negotiating with amateurs in sales and with a sloppy, slow process from management.

Speed Kills Sales On The Lot - Slow Kills Negotiations In The Office

To finalize this deal, your salespeople have to get a commitment, sit the customer down, make them comfortable, start the paperwork, get the trade appraised, get their payoff, complete the customer information, Negotiate with the 3-Pass Process, then shake hands and head to Finance. No rushing and no pressure, we’ll just teach you how to implement an effective process so you can manage every part of this deal to keep it moving forward to complete everything in 30 minutes or less with maximum gross profit.

Effective Desking Process + Effective Negotiation Skills = Higher Gross

We’ll also teach you how to train and coach your salespeople throughout every part of the desking and negotiation process. With your new process and their new skills, you’ll turn almost every write up you get into a delivery today.