Leasing (Presentation) Flashcards
What is your opening statement to present a lease at the write-up stage?
“While your vehicle is being evaluated, I want to review with you the things that impact your resale value.”
What are the 2 things consumers have control over when it comes to their resale value?
(1) Mileage
(2) Condition
Name the 7 things consumers have literally no control over when it comes to their resale value?
(1) Economy
(2) Fuel Prices
(3) Accidents
(4) Publicity
(5) Technology
(6) Style Changes
(7) Incentives
What is the acronym for the 9 items that impact resale value? “MCEFAPTI”
My Cute Elephant Found A Pirate Texting Superman Indoors
(1) Mileage
(2) Condition
(3) Economy
(4) Fuel Prices
(5) Accidents
(6) Publicity
(7) Technology
(8) Style Changes
(9) Incentives
After you tell the guest you want to review the things that impact their resale value and cover the items that impact their resale value, what should say next?
“I would also like to review your purchase options with you. It really doesn’t matter to me which one you choose, I just want you to be aware of what is available to you.”
After you tell a guest that it doesn’t matter which option they choose, you just want them to be aware of what options are available to them, what should you say?
“As a consumer, there are only two things you can control to protect your resale value: The miles you drive and the condition you keep your car. These are the only two things you would be responsible for if you decided to lease today.”
After telling the customer the two things that they can control to protect their resale value, what should you say?
“If you choose to finance for 60 months or pay cash, when it’s time to replace the vehicle you’re planning on taking home today, the rest of these are factored in to evaluate your resale value which you literally have zero control of.”
After telling the guests about choosing to finance / pay cash and about the factors they literally have zero control over, what should you say?
At this time, which one of these options sounds best to you?
pointing pen at each option: leasing & Retail/Cash
After asking the guest which option, leasing or retail/cash, sounds best to them, what should you say?
“What questions or concerns do you have at this point about leasing?”
When a guest gives you their concerns about leasing, what should you do?
Write them down and keep asking what other questions or concerns they have about leasing until they run out of questions / concerns.
T / F When a customer gives you their questions and concerns about leasing, should you answer them right then.
FALSE
Do not address any objections, concerns, excuses until you present numbers.
After you have completed presenting the lease and getting customer questions / concerns prior to getting numbers in the write up stage, what should you say?
“I am going to get some numbers for you. I am going to show you what the numbers look like both ways.”
At the conclusion of the presentation, after you tell the guest you are going to get some numbers and show them what the numbers look like both ways, what should you say?
We will answer all your questions / concerns about leasing and you can decide what’s best for you and your family. Does that sound reasonable?”
T / F When you ask a question to a customer, you should interrupt them because the silence is uncomfortable or because you have something even more clever or effective to say.
FASLE. When you ask a guest a question, wait for the answer. Unless the customer did not understand the question, don’t say anything until they answer.
