Comments on: Car Sales Training – The Classic 4 Square Presentation http://www.chevyplaces.com/car-dealerships/car-sales-training-the-classic-4-square-presentation Choose Chevy Places for your Auto Information Needs Fri, 30 Jul 2010 02:59:59 -0500 http://wordpress.org/?v=2.8.4 hourly 1 By: rwalden2007 http://www.chevyplaces.com/car-dealerships/car-sales-training-the-classic-4-square-presentation/comment-page-1#comment-1106 rwalden2007 Sun, 07 Feb 2010 14:20:45 +0000 http://www.chevyplaces.com/car-dealerships/car-sales-training-the-classic-4-square-presentation#comment-1106 <b>In my opinion, ...</b> <br> In my opinion, repeat, my opinion, you can still, today, in 2009, use the 4-Square on some customers. It just simply depends. There's a small number of customers who are begging to be 4-Squared. They won't cooperate with your qualifying, they won't tell you where they want to be on financing, they won't tell you what they want for their trade. I don't like using it, but it beats the heck out of negotiating with myself. In my opinion, …
In my opinion, repeat, my opinion, you can still, today, in 2009, use the 4-Square on some customers. It just simply depends. There’s a small number of customers who are begging to be 4-Squared. They won’t cooperate with your qualifying, they won’t tell you where they want to be on financing, they won’t tell you what they want for their trade. I don’t like using it, but it beats the heck out of negotiating with myself.

]]> By: rwalden2007 http://www.chevyplaces.com/car-dealerships/car-sales-training-the-classic-4-square-presentation/comment-page-1#comment-1107 rwalden2007 Sun, 07 Feb 2010 14:20:45 +0000 http://www.chevyplaces.com/car-dealerships/car-sales-training-the-classic-4-square-presentation#comment-1107 <b>If you're new to ...</b> <br> If you're new to the business, I'd recommend you concentrate on becoming an expert and selling the car. That is, become really good at doing a Features-and-Benefit walk around and a good test drive. Also, work on qualifing your customers as far as needs and wants (i.e., are you on the right car). When it comes to the numbers, you'll get that over time. Until you've got more experience, rely heavily on the desk to work the numbers for you. If you’re new to …
If you’re new to the business, I’d recommend you concentrate on becoming an expert and selling the car. That is, become really good at doing a Features-and-Benefit walk around and a good test drive. Also, work on qualifing your customers as far as needs and wants (i.e., are you on the right car). When it comes to the numbers, you’ll get that over time. Until you’ve got more experience, rely heavily on the desk to work the numbers for you.

]]> By: MarcsBoardShop http://www.chevyplaces.com/car-dealerships/car-sales-training-the-classic-4-square-presentation/comment-page-1#comment-1108 MarcsBoardShop Sun, 07 Feb 2010 14:20:45 +0000 http://www.chevyplaces.com/car-dealerships/car-sales-training-the-classic-4-square-presentation#comment-1108 <b>I understand what ...</b> <br> I understand what Mike is doing here. He is showing you a 4 square technique that does not work and the sad part is the dealers are still using this style of selling. This is the way I was tought to sell cars in 1989. I hated selling cars under this program. This 4 square selling technique does not work and it also makes the customer mad because you can never get to their figures. I think Jim Siegler tought this technique back in 1989 when I started selling. I understand what …
I understand what Mike is doing here. He is showing you a 4 square technique that does not work and the sad part is the dealers are still using this style of selling. This is the way I was tought to sell cars in 1989. I hated selling cars under this program. This 4 square selling technique does not work and it also makes the customer mad because you can never get to their figures. I think Jim Siegler tought this technique back in 1989 when I started selling.

]]> By: sellscars http://www.chevyplaces.com/car-dealerships/car-sales-training-the-classic-4-square-presentation/comment-page-1#comment-1100 sellscars Sun, 07 Feb 2010 14:20:44 +0000 http://www.chevyplaces.com/car-dealerships/car-sales-training-the-classic-4-square-presentation#comment-1100 <b>Very good advice. ...</b> <br> Very good advice. Offer alternative vehicles to the customer as a means of determining if you're on the right car, rather than "is this the car you'd like to own if the figures were agreeable" type questions. At least half will answer no to that question just as a defensive measure. Assume all customer are there to buy. Very good advice.
…
Very good advice.

Offer alternative vehicles to the customer as a means of determining if you’re on the right car, rather than “is this the car you’d like to own if the figures were agreeable” type questions. At least half will answer no to that question just as a defensive measure.

Assume all customer are there to buy.

]]> By: sellscars http://www.chevyplaces.com/car-dealerships/car-sales-training-the-classic-4-square-presentation/comment-page-1#comment-1101 sellscars Sun, 07 Feb 2010 14:20:44 +0000 http://www.chevyplaces.com/car-dealerships/car-sales-training-the-classic-4-square-presentation#comment-1101 <b>Consider this, if ...</b> <br> Consider this, if they don't want to "play ball" assume they are qualified, give them quality service and earn the sale. Willingness to buy is far more important than ability. The get me done will identify themselves upfront in most cases. 1 in 50 or 1 in 100 is too few to cause us to revert to old school offensive to the customer practices. When we try to decide who's that 1 in 100 we risk offending the 99. Focus on the 49 in 50 or 99 in 100 and don't worry about those 1 or 2. Consider this, if …
Consider this, if they don’t want to “play ball” assume they are qualified, give them quality service and earn the sale. Willingness to buy is far more important than ability. The get me done will identify themselves upfront in most cases.

1 in 50 or 1 in 100 is too few to cause us to revert to old school offensive to the customer practices. When we try to decide who’s that 1 in 100 we risk offending the 99.

Focus on the 49 in 50 or 99 in 100 and don’t worry about those 1 or 2.

]]> By: sellscars http://www.chevyplaces.com/car-dealerships/car-sales-training-the-classic-4-square-presentation/comment-page-1#comment-1102 sellscars Sun, 07 Feb 2010 14:20:44 +0000 http://www.chevyplaces.com/car-dealerships/car-sales-training-the-classic-4-square-presentation#comment-1102 <b>I was the GSM of an ...</b> <br> I was the GSM of an auto group selling over 14,000 cars and trucks per year. I have helped many dealerships realize millions they'd left on the table. There are many ways to handle any situation but only one best way. Apply that method each and every time and then if you feel it neccessary in that one situation change it up but always, always use the best method first. A small number may need to be 4 sq'd but none deserve it. Too often qualifying becomes disqualifying. I was the GSM of an …
I was the GSM of an auto group selling over 14,000 cars and trucks per year. I have helped many dealerships realize millions they’d left on the table.

There are many ways to handle any situation but only one best way. Apply that method each and every time and then if you feel it neccessary in that one situation change it up but always, always use the best method first.

A small number may need to be 4 sq’d but none deserve it.

Too often qualifying becomes disqualifying.

]]> By: rwalden2007 http://www.chevyplaces.com/car-dealerships/car-sales-training-the-classic-4-square-presentation/comment-page-1#comment-1103 rwalden2007 Sun, 07 Feb 2010 14:20:44 +0000 http://www.chevyplaces.com/car-dealerships/car-sales-training-the-classic-4-square-presentation#comment-1103 <b>SELLSCARS: That is ...</b> <br> SELLSCARS: That is just total, complete B.S. Remember I said "...a small number of customers." That's exactly what I meant. You can be the best qualifier in the world and you're still, every now and then, going to get that customer that just won't play ball. That's the 1-in-50 or the 1-in-100 who richly deserves to be 4-Squared. BTW, I don't claim to be the best qualifier out there; but, I do claim to be good at it. SELLSCARS: That is …
SELLSCARS: That is just total, complete B.S. Remember I said “…a small number of customers.” That’s exactly what I meant. You can be the best qualifier in the world and you’re still, every now and then, going to get that customer that just won’t play ball. That’s the 1-in-50 or the 1-in-100 who richly deserves to be 4-Squared. BTW, I don’t claim to be the best qualifier out there; but, I do claim to be good at it.

]]> By: rwalden2007 http://www.chevyplaces.com/car-dealerships/car-sales-training-the-classic-4-square-presentation/comment-page-1#comment-1104 rwalden2007 Sun, 07 Feb 2010 14:20:44 +0000 http://www.chevyplaces.com/car-dealerships/car-sales-training-the-classic-4-square-presentation#comment-1104 <b>sellscars with due ...</b> <br> sellscars with due respect, that is total, absolute B.S. You can be the best qualifier in the world and still every now and then you're going to come across that customer who just isn't going to play ball. This is the kind of customer I'm talking about that deserves to be 4-Squared. Remember, in my original post I said "a small number." That's exactly what I mean. BTW, I won't claim to be the best at qualifying; but I do claim to be good at it. sellscars with due …
sellscars with due respect, that is total, absolute B.S. You can be the best qualifier in the world and still every now and then you’re going to come across that customer who just isn’t going to play ball. This is the kind of customer I’m talking about that deserves to be 4-Squared. Remember, in my original post I said “a small number.” That’s exactly what I mean. BTW, I won’t claim to be the best at qualifying; but I do claim to be good at it.

]]> By: sellscars http://www.chevyplaces.com/car-dealerships/car-sales-training-the-classic-4-square-presentation/comment-page-1#comment-1105 sellscars Sun, 07 Feb 2010 14:20:44 +0000 http://www.chevyplaces.com/car-dealerships/car-sales-training-the-classic-4-square-presentation#comment-1105 <b>They won't ...</b> <br> They won't cooperate with your qualifying because of the way it's done, meaning the questions are being asked in a way they don't like. Instead of asking a question offer to give them information. Before you leave here I'd like to help you pick out a car, get you a price on it, estimates on downpayment and monthly payment. How's that sound? The response will tell you what type of buyer you've got. They won’t …
They won’t cooperate with your qualifying because of the way it’s done, meaning the questions are being asked in a way they don’t like. Instead of asking a question offer to give them information.

Before you leave here I’d like to help you pick out a car, get you a price on it, estimates on downpayment and monthly payment. How’s that sound? The response will tell you what type of buyer you’ve got.

]]> By: sellscars http://www.chevyplaces.com/car-dealerships/car-sales-training-the-classic-4-square-presentation/comment-page-1#comment-1095 sellscars Sun, 07 Feb 2010 14:20:43 +0000 http://www.chevyplaces.com/car-dealerships/car-sales-training-the-classic-4-square-presentation#comment-1095 <b>The customer is ...</b> <br> The customer is what drives change in the business. Don't change and eventually you'll become extinct, just like the dinosaurs. What killed the dinosaurs was an inability to adapt to a changed environment. The customer is …
The customer is what drives change in the business. Don’t change and eventually you’ll become extinct, just like the dinosaurs.

What killed the dinosaurs was an inability to adapt to a changed environment.

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