Desking a Deal — During a vehicle purchase, this is the process of presenting options to a customer in order to come to an agreement on the selling price, monthly payment and financing terms for the transaction.
As it is spelled out in the definition, there is a lot more to a deal than just the selling price to complete a transaction. When we all shop as consumers, especially for the small ticket items, we mainly pay attention to the price since that is what we pay for the purchase. This creates a habit of focusing on the selling price, and your customers will naturally do the same thing when they are at your dealership.
As the dealer, we need to be the professionals, understanding the function of all the variables going into a deal and guide our customers accordingly.
There are three parties to a financing deal — dealership, customer and the bank. Understanding what matters for all three parties is essential to close more deals and that’s what I call “smart desking.”
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