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The Art of Desking

It's critical that we rethink our desking and negotiating process. Here's three key areas and questions to answer as you evaluate your dealership desking playbook: Clearly defined plays for every stage of the desking and negotiating process. What's the dealership process for making sure the customer is committed and you're not negotiating with yourself? Are you just taking the salesperson's word for it, or are you finding out firsthand with a pre-negotiation interview — and if you are doing the pre-negotiation interview — What's your goal, and what are you saying? What's your ultimate goal on the first pencil, what is the deal structure, and more importantly, what are the scripts? When objections come up, how do salespeople overcome objections? What about the second pencil? How are you being creative to make the numbers fit into the customer's budget while still improving the gross? What's your plan to wrap-up the third, and final, pencil? Who presents the final numbers? How do you go out for the last bump to ensure maximum profit? 2. Eliminate "Time Monsters" that kill the deal. Never forget, slow kills with negotiating. Don’t forget, slow kills with negotiating so how and when does the customers info get input into CRM? How and when does the customers trade information get put into the CRM? 3. Have a training and coaching plan so you can practice and develop skills. What training are you giving your salespeople so they have the knowledge and tools they need to win? So what training are you giving your salespeople so they have the knowledge and tools they need to succeed? What are ya doin' to practice so their skills become instinct? These are just three of the key areas that must be considered for your desking and negotiating process playbook. It's time to rethink your negotiating process. Today, right now, set a meeting with your management team. Use these questions, and get the conversation started, and get your playbook right so you can win more deals, and hold more gross! 🔔 Make sure you subscribe to my channel & click the notification bell so you won’t miss any of my videos about the automotive industry. Previous video ► Stop Pre-Judging and Pre-Qualifying in Sales:    • Stop Pre-Judging and Pre-Qualifying in Sales   🔥 My most popular video 🔥 https://www.youtube.com/watch?v=EFVpl... ••••••••••••••••••••••••••••••••••••••••­­­••••••••••• Let’s Connect! 🏎️ Twitter:   / thetimkintz   🏎️ Instagram:   / thetimkintz   🏎️ Facebook:   / kintzgroup   🏎️ Linkedin:   / the-kintz-group   For more automotive management and dealership training material, visit my website https://kintzgroup.com/automotive-dea...