Gross PVRGross Per Vehicle Retail Why is it important?How does it impact your paycheck?Should gross PVR be consistent or fluctuate? Gross PVR is important because as a tracking metric it tells you: If you’re following the Sales Process.How well inventory is...
You know down payment determines monthly payments. When you get payment options from the desk, make sure your deal sheet includes different options for down payments. Use down payment options during your Logic Statement. More money down decreases your buyer’s...
Use the law of averages (& your Sales Process) to maximize your closing %. 10% of buyers will buy regardless of what you do. 10% of buyers will not buy regardless of what you do. 80% of buyers you can positively impact by using your Sales Process. A word of...
What is the difference between an objection and a condition? Objection – Any reason for not moving forward with the deal (usually a fear that can be overcome). Condition – Something that is absolutely required to move the deal forward. The Trial Close, in...
Let’s be honest. Buying anything is about compromise. So, how do you get your buyers to compromise? Most people, your customers included, are looking for the whole package. So, how do you get buyers to justify modifying or changing their criteria when the car on...
Relationships are built on positive deposits. Be intentional about making positive deposits in your account. Then when something negative happens, you can make a withdrawal without damaging your relationship. But if there is nothing in your account, there is nothing...
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