More is more.

Of the lot-ups we greet, those that we get to a write-up, have a significantly higher tendency to end in a sale. How do we get most of the people we talk to, sitting down in front of us in a closing booth? Even if only to fill out on a worksheet the proper spelling of their name, their phone #, address and trade-information? Try these on the difficult ups… the ones trying to escape. What do you have to lose, they’re leaving anyway.


• You know, before you go, I just got an idea I’d like to share with you.
(The “idea” is to find a manager and do a T.O.! Bring the customer in and sit them
down, fill out as much information that you can on the worksheet and say: “I’ll
be right back”. Get a manager for a T.O.)


• (If prospect raises credit-red-flags), Before you go, Mr. Prospect, I’d like to
offer you a service we perform free here at ABC Toyota. Without any cost to you,
we can get you a auto loan pre-approval; and usually, right away. Even if you
don’t buy from ABC Toyota, the pre-approval is good for 30 days at any other
dealer…all I need is a few minutes and a little information, O.K.?

• Before you go, would it be of help to you to just get an approximate evaluation
on your car? It would only take a few minutes, and won’t cost you a thing…I just
need your keys and a little information.(Fill out worksheet, go to manager and ask for a T.O.)

Remember: Activity breeds activity.