Are you getting traffic to your dealership, but not closing deals at the rate you’d like? There is a pretty good chance the break down is happening in the desking process, penciling the right deal for the right buyer.
Desking a deal is one of the trickiest parts of the selling process for a lot of reasons, but one way to simplify it involves moving on from a fundamental tool that many of us grew up with but has become outdated - the four square.
Here are three key reasons it may be time to retire the four square and tie a desking tool to your CRM to produce a more modern pricing matrix:
Focus on The Customer’s Money
As sales people, we are always trained to focus on payment over price. The four square presents price and trade right above the customer’s down payment and proposed monthly payment. By presenting our money alongside the customer’s money, we make it harder for them to forget about the price and focus their full attention to the payment.
Options = Decisions
Today’s customer wants to believe they’ve shopped and landed on a good deal. The four square presents only one payment option at a time, while the pricing matrix shows 32 - 16 loan and 16 lease. It’s a statistical certainty that buyers are more likely to make a decision when presented multiple options to consider.
Time Kills Deals
By providing multiple payment options from the beginning, we also eliminate the need to leave the customer and grab new numbers if and when they counter. By cutting down on the amount of time a customer has to spend in the office we increase the odds of closing the deal.
To learn more about tying a desking tool to your CRM from a DealerSocket professional, request a demo below. We would love to connect with you.
The Technology Platform of the Future Is Here Now
INDEPENDENT DEALER MANAGEMENT SYSTEM (iDMS)
Merging the best-of-breed technologies from FEX DMS and AutoStar Solutions, iDMS is a revolutionary next-generation dealer management system tailored specifically to the Independent/BHPH market.iDMS
RESPONSIVE WEBSITES AND DIGITAL MARKETING
We've got all the right tools to help your dealership earn more business. We'll use a unique combination of our innovative products to craft a winning strategy.DIGITAL MARKETING
From appraisal to acquisition to stocking to merchandising to pricing to syndicating to disposing, our tools provide opportunities to maximize the value of your inventory investment every step of the way.DEALERSHIP INVENTORY
Connecting The Dots, Part 1: Linking the Digital Experience to Real Life
Linking the Digital Experience to Real Life
Automotive Podcast | The Difference Between Aging Policy and Aging Process
Auto dealers need more than an aging policy, they need a solid process to maximize the profit on each car on their lot.
Customer Success White Board | Why you need to run your dealership like a casino
See why profit per day is the metric you need to track to improve the overall health of your dealership.
Learn More About DealerSocket's Suite of Dealership Software
DealerSocket offers a suite of products that can help you get the most out of your dealership.
An expert will be in touch shortly.