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[Video] Tip of the Week: Going for the Close

February 06, 2013

When lot customers start asking about their down payment or the interest rate they can get, it’s time for the salesperson to go for the "pocket close." The F&I Professor explains what that is in this week’s F&I Tip of the Week.

Comments

  1. 1. Ted Nolan [ February 07, 2013 @ 04:39AM ]

    Still reeks of sleaze and the prospect's question wasn't answered. Customers want answers not deflections. One more reason customers hate people in the car biz.

  2. 2. Chris Lytle [ February 07, 2013 @ 10:07AM ]

    Very well put, I wish all my salespeople would learn to answer the questions with that answer. This isn't sleazy or deflective, its the right thing to say, and it IS answering the prospect's question because the salesperson has no idea what downpayment or rate the customer qualifies for or must have. Salespeople are not qualified to answer to those questions, only the Business Manager or Sales Manager are

  3. 3. Alfred Heller [ February 13, 2013 @ 01:04PM ]

    John,
    Perfect timing with Presidents day weekend coming up. I will show this video to my sales people and my sales managers. Keep up the good work and have an awesome day!

 

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