Im a sales manager at a dealership that has been using this approach for the past 2 years. After working out a few kinks it has been working out great. We use "product specialists" whom are paid salary and incentivised based on overall customer experience. Their job is to take test drives and deliver sold cars. Once the customer is ready to take the next step and discuss payments,financing, warrenties etc, a hybrid of a sales manager and finance manager comes out and closes the deal (attempts to at least). Our customers have found that this approaoch is a lot more comfortable for them because they can use there time to be educated rather than pushed into a car that may not fit there needs. People find value in this apporach, especially in our demographic.
We think that this is the way car buying should be, because buying a new car is suppose to be fun. Thats something we can all agree on, right?
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