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REMEMBER: Whether a prospect is a cash buyer or decides to go with the financing package, consider kicking it up a notch or two and start adding an extra SPIFF to each deal you ‘write up’ and that will show up every payday like clockwork.
For the purpose of simplicity: Excluding the down payment, if a prospect is able to finance a $12,500 TS plan @ 12% for five years then their monthly payment would be about $278.00 (give or take).
For every $1-K ‘bump’, the new owner’s payment increases at a rate of around $23 (per month). So in the above scenario if they purchase (finance) a $13,500 TS plan instead of the $12,500 one, then their monthly payment comes in around $300 (and so on).
Whatever each rep ‘earns’ simply multiple that % by the ‘bump’ and VOILA, there is an instant SPIFF that would otherwise be ‘left-on-the-table’ (and of course the same is true with the cash buyer).
Most new owners finance so the key here is to thoroughly discover their monthly payment comfort zone while negotiating the ‘final’ ownership plan that best suits their needs. By doing so with each prospect, the savvy TS Pro will be laughing all the way to the bank!
TODAY’S VIDEO: The McClymonts – Kick It Up
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