1. Gerry Gould Director of Training

2. LEASE
CASH

3. HOW TO MAXIMIZE
CASH & LEASE DEALS

4. It Starts With the Right Attitude
THE DEALERSHIP
Showroom Hours
Mon. -Fri.
9:00am - 9:00pm
Saturday
9:00am - 6:00pm
Sunday
12:00pm - 5:00pm
NO LONGER ACCEPTING
CASH or LEASE Deals

5. “Control your destiny or someone else will.”
Jack Welch
Fine, let me know when they arrive.
I got a deal Boss!
Great! Is the customer here?
No they’ll be in tomorrow.
Let me know when they arrive?

6. Get Off Your Axle A Common Result
Hey Boss my customer from yesterday is here!
How’s he going to pay for the car?
What do you mean he has a check? How can this happen!!
He’s got a check.
Get Off Your Axle

7. There is a Better Way
Fine, let’s give them a call so we can have everything ready for their arrival!
No they’ll be here tomorrow.
Great! Is the customer here?
I got a deal!

8. Great News!
Sure it is and the Business Manager has all the paper work ready too!
Hey Bob! Is my car ready?!

9. What’s the Next Question?
The Credit Union
How do you plan on paying for the vehicle?
I'm going to my Credit Union.
What’s the Next Question?

10. The Credit Union
What’s the rate?
What’s the next question?

11. If I Could, Would You?
Customer: “I’m going to my Credit Union.” Business Manager: “What’s the rate?” Customer: “2.9%” Business Manager: “If I could, would you?”

12. Control The Conversation
Customer: “I’m going to my Credit Union.” Business Manager: “What Credit Union?” Customer: “ABC Credit Union?” Business Manager: “Have you put in an application yet?”

13. Control The Conversation
Business Manager: “We deal directly with ABC Credit Union if you would like to save time we can place the application over to them here.” Business Manager: “Does ABC Credit Union have rates as low as XX?” Customer: “I think I’ll give your dealership a try!”

14. Don’t fear a price quote that includes a Cash Sales Price, Financing and Lease options:
FINANCE OPTIONS
Down
Payment
36 Mos.
@ 5.9%
42 Mos.
48 Mos.
$5,000
$957
$832
$738
$3,000
$1,018
$885
$785
$2,000
$1,048
$911
$809
LEASE OPTIONS
$2000 Rebate
39 Mos.
$2000
Rebate
$367
$383
$361
$399
$410
$386
$1,000
$433
$439
$413
Sale Price:
$35,000.00
Trade-in Value:
$0.00
Pay-off:
Difference:
$35,000
Rebates:
$1,500.00
Sales Tax:
$2,100.00
Documentation Fee:
$599.00
Tax, Title & License Fee:
$278.00
Balance Due:
$36,520.00

15. A Few GOOD Questions
Business Manager: “How long do you usually keep your vehicles?” “Will you be driving more or less than 15,000 miles a year?” “Do you usually trade the vehicle in or will you try to sell it on your own?” “Have you ever considered leasing or financing a vehicle?”

16. The Cash Customer Offer a Lease
Business Manager: “How would you like to keep your money earning by paying a portion of what you owe on the car and, if you choose, pay the difference a few years from now?” Customer: “Sure I’d like to see how I can do that.”
Sale Price:
$35,000.00
Trade-in Value:
$0.00
Pay-off:
Difference:
$35,000
Rebates:
$1,500.00
Sales Tax:
$2,100.00
Documentation Fee:
$599.00
Tax, Title & License Fee:
$278.00
Balance Due:
$36,520.00

17. It’s Easy to Say NO It’s More Fun to Say YES
“I know it’s hard to justify making the move to a lease/financing if you don’t see a benefit. To see if it might be beneficial for you, do you mind if I share something with you?”
It’s More Fun to Say YES

18. Cash-Lease Comparison
The Cash Customer
Cash-Lease Comparison
$35,000.00
Trade-in Value:
$0.00
Pay-off:
Difference:
$35,000
Rebates:
$1,500.00
Sales Tax:
$2,100.00
Documentation Fee:
$599.00
Tax, Title & License Fee:
$278.00
Balance Due:
$36,520.00
Lease Option $
$ Inc. in Payment
$ Inc. in Payment
$ Included in Payment
36 Pmts. of $ = $16,540.00
55% = $20,625.00
$37,165.00

19. Cash-Lease Comparison
The Cash Customer
Cash-Lease Comparison
$36,520 or $459
Leaving over $35,000
To Continue Earning
3 Year Test Drive!
$20,625 GFV
Sale Price:
$35,000.00
Trade-in Value:
$0.00
Pay-off:
Difference:
$35,000
Rebates:
$1,500.00
Sales Tax:
$2,100.00
Documentation Fee:
$599.00
Tax, Title & License Fee:
$278.00
Balance Due:
$36,520.00

20. Vehicles Depreciate Based on $37,500 MSRP 55% in 3 yrs. $20,625 GFV
If the vehicle is
worth
$18,000 WIN!
$22,000 WIN!
$20,625 WIN!

21. FEDERAL TRUTH IN LENDING
The Cash Customer
FEDERAL TRUTH IN LENDING
Show the RISC
1.90 24
$1,551.97
21st of each month
727.28
36,520.00
37,247.28
0.00
V O I D

22. V O I D The Cash Customer Show the RISC $36,520 or $0.00 today
1.90 24
$1,551.97
21st of each month
727.28
36,520.00
37,247.28
0.00
$36,520 or $0.00 today
Leaving $36,520
To Continue Earning
Auto Pay Never Write a check
Cost to Finance for 2 years only $727.
V O I D

23. It’s All In Your Presentation
A TELLING rather than SELLING presentation opens the door for much better dialog at the end.
The Less Selling During the Presentation
The Better the Dialog During the Close.
Increase your Capacity for Success
Pointing out the features during your presentation allows you to sell the benefits when you have your customers attention.

24. INSTINCT
&
ASSUMPTIONS or
A CONSISTENT
PROCESS

25. LET THE PROCESS DRIVE YOUR PROFITS
Menu Configurations
LET THE PROCESS
DRIVE YOUR PROFITS
Gather & Verify Information Prior to the Presentation
Present Features and Save the Benefits for the Close

26. CASH DISCLOSURE

28. LEASE DISCLOSURE

29. INTEREST FREE
PAYMENT
DISCLOSURE

30. C A S H
EXAMPLE

31. L E A S E
EXAMPLE

32. FINAL
DISCLOSURE

33. FINAL
DISCLOSURE

34. Gaining Commitment
Business Manager: “Do have any questions about the options I just shared with you?” Customer: “No.” Business Manager: “Which option do you prefer?” Customer: “I’ll take my chances.” Business Manager: “That’s fine…”

35. Gaining Commitment
Business Manager: “That’s fine, these options aren’t for everybody. The folks who choose not to select an option have told me it is because they didn’t like the way they were grouped or they just didn't want to spend any more money. Do you mind if I ask you what your concern was?” Customer: “I’ll take my chances.” Business Manager: “That’s fine, though there may be another way of looking at it, do you mind if I share something with you?”

36. STEP ONE First make an attempt to sell them based on their criteria…
Please pick two or more.

37. Sell Based on Their Criteria
Business Manager: “If cost were not a concern…?” “Certainly you see value in…?” “If you had a choice…?” “Let’s take cost out of the equation…”

38. PLAN B
Attempt to sell them based on your criteria…
I’m curious.

39. Attempt to sell them based on your criteria…
What is it about Option 4 that concerns you?

40. Be sure to provide a reason…
Vehicle Service Contract
“The Vehicle Service Contract is something you may want to consider because someday you'll be out of factory warranty and if you decide to sell or trade the vehicle before the warranty expires you can transfer it or cancel it and receive a pro-rata refund.”

41. Be sure to provide a reason…
Tire & Wheel
“The Tire & Wheel Program is a great compliment to the Service Contract because the tires are the most vulnerable part of your vehicle as they are the only part that actually comes in contact with the road and there is no warranty against road hazards with the factory coverage.”

42. Be sure to provide a reason…
Environmental Protection
“The Environmental Protection Program is a great choice because the appearance of a vehicle plays a major part in its future value. It also will allow for just a quick wash rather than a wash and wax at the car wash.”

43. Be sure to provide a reason…
Paintless Dent Repair
“Paintless Dent Repair is a great compliment to the environmental protection. While the environmental protection seals the paint finish from damaged caused by the elements, paint-less dent repair will ease the burden and ensure you repair those annoying dings and minor dents that certainly will effect your vehicles future value.”

44. “You really have only 3 responsibilities outside of making the payments on your leased vehicle:
1) Maintain the vehicle
2) Provide insurance on it
3) Return it in satisfactory condition
That’s why I am surprised you didn't select option 3 which includes Excess Wear & Tear a remedy for unforeseen lease end charges. Pre-paid Maintenance set up to fulfill your maintenance requirements and Tire & Wheel Coverage protection for the most vulnerable part of the vehicle.”

45. We don’t like to think of the but sometimes we have to.
It’s Fun to Say Yes
We don’t like to think of the
“what if”
but sometimes we have to.

46. They Have to Believe BOOST CURIOSITY by asking questions that will:
Create an awareness
What’s your understanding of the factory warranty?
Put them in a hardship
What went through your mind when you saw that first ding on your new car?
Reduce resistance
There may be another way to look at it.
Allow them to sell themselves
Now that you see a benefit doesn't it make sense to enroll?

47. SHOW & TELL
Business Manager: “I want to make sure you are aware of your responsibilities when you turn in your lease. As your Lease Agreement states, your lease vehicle must be returned in good condition allowing for normal wear. Excess Wear and Tear to your vehicle outside the normal wear and tear guidelines will result in unexpected Excess Wear and Tear charges as you can see here.”

48. SHOW & TELL May I share something with you?
23. STANDARDS FOR EXCESS WEAR AND USE You are responsible for all repairs to the Vehicle that are not the result of normal wear and use. These repairs include, but are not limited to those necessary to repair or replace: (a) Tires which are unmatched, unsafe or have less than 1/8 inch of remaining tread in any place; (b) Electrical or Mechanical defects or malfunctions; (c) Glass, Paint, Body Panels, Trim and Grill Work that are broken, mismatched, chipped, scratched, pitted, cracked, or if applicable, dented or rusted; (d) Interior rips, stains, burns or worn areas; and (e) All Damage which would be covered by collision or comprehensive insurance whether or not such insurance is actually in force. Replacement of Sheet Metal must be made with Original Equipment Manufacturer Sheet Metal. All other repairs must be made with Original Equipment Manufacturer parts or those of equal quality. Your use or repair of the Vehicle must not invalidate any warranty. If You have not had the repairs made before the Vehicle is returned at the scheduled end of this lease, You will pay the estimated costs of such repairs, even if the repairs are not made prior to Holder’s sale of the Vehicle.
May I share something with you?

49. SHOW & TELL
Business Manager: "When you turn in your lease, the lease company performs an inspection on the vehicle. They allow for normal wear and tear, but you are responsible for any excess wear. This can range from worn or mismatched tires, broken windshields, stains, tears on the interior or scratches on the exterior. Here’s how they determine Excess Wear and Tear.”

50. SHOW & TELL
May I share something with you?
WEAR SQUARE

51. SHOW & TELL May I share something with you? Excess Wear & Tear Claims
Paintless Dent Repair Claims
Paid Theft Claims
Tire & Wheel Claims
Parts Inventory
Repair Orders
Point of Sale Material
Local Articles
May I share something with you?

52. SHOW & TELL
May I share something with you?

53. SHOW & TELL Current Pmt. $463 / 30 = $15.43 a Day Protected Pmt.
$544/ 30 =
$18.13 a Day
$2.70 DiFF.

54. Your Best Friend
Make the
Your Friend

55. It Starts With the Right Attitude
THE DEALERSHIP
Showroom Hours
Mon. -Fri.
9:00am - 9:00pm
Saturday
9:00am - 6:00pm
Sunday
12:00pm - 5:00pm
WE GLADLY ACCEPT
CASH or LEASE Deals!!

56. ANY
QUESTIONS ?

57. LETS TALK
ABOUT IT