Is Menu Selling the Best Way to Show Compliance in the Finance Department?
The business manager does not do "menu selling". I was trained to do this type of selling because it allows the customer to look at all the products that the dealer offers. Always offer the same products all the time. Can someone tell me if this is the best way to sell and make sure that compliance is being met? Based on his pru, he is over average compare to other dealerships but I am not sure this is the best way to protect the dealership.
Also, he doesn't meet with the customer after they buy a car. He waits for the day of delivery and then he does the"pitch" only showing what he wants to sell. I always thought that you do a preliminary interview on the showroom floor with the customer. His answer to this is that if the customer gets pitched before picking up their car they have time to think it over and can cancel. How do my fellow professionals feel about this?
Replies to This Discussion
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Permalink Reply by Rebecca Chernek on -
We utilize menu selling so that we are clear minded with the customer. The business manager has disclosed the price of the vehicle, the amount financed, the base payment with a specific APR and term! The key ingredient is PRIOR to all products being presented! The customer has a "true" meeting of the mind understands what they are paying for the vehicle and their base payment without products included prior to the negotiation or sale of additional products. This is so we can avoid vague or confusion with the customer. You should never pick and choose what products you will present to the customer this can be considered to some as discrimination! Every single customer (even non prime customers) present 100% of the products 100% of the time. The best time to present a menu is at time of sale! Let the customer leave the showroom today without meeting the manager or a solid presentation they will get online and with a click of the mouse obtain financing and purchase products! You can't stop them from buying elsewhere! Take your best shot at time of sale! I hope my answer helped you! Great selling and remember unless the customer wins... we don't either!
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