Meet And Great Arthur Fontes Analysis

In the article tips on how to be a successful car salesman Arthur Fontes lays out a series of sale processes that will help each salesperson understand the entire process better. The main points that Fontes talks about are meet and greet, qualifying, choosing a vehicle, and negotiations. In the first section of the article Fontes talks about the importance of the meet and great. He goes on and explains several different steps in this section. The first thing that he mentions is the meeting of the customer on the lot. He explains to try to be there when the customer pulls in to the lot and keep your competitor salespeople off of those customers so the others have the opportunity. He then explains to let the customer out the vehicle and great
In reality the entire point of a customer coming directly to that pacific dealership is because they are interested in a vehicle is on that lot. But if a customer is looking for a certain vehicle for a certain price and a certain payment it will make things very difficult. Always start a customer out in a vehicle that they can afford and that is most realistic to them. It is easier to move up in models then decline in the model choice. Also if the customer doesn’t know how much they want to spend on a vehicle or they won’t tell you then also revert to the cheaper vehicles first. This way if they pick out a vehicle that they want they cannot blame you for having a higher payment then they
Fontes mentions a few different key things to do to grab the customer’s attention. I would have to agree with him when he talks about the questions he mentions to ask the customer which will help speed up the process as well. Choosing a vehicle can be difficult for any customer. Most customers come through the doors knowing what exactly what they want and exactly the price they are looking to stay around. But as a salesperson you must be ready to help a customer make the best decision when it comes to buying a vehicle. The negotiation is one of the most important part of the sales process. Fontes talks about four key things in this section. He mentions price, payment, trade, cash down, these are all four key components that will help settle the deal. The one thing as a salesman that you need to pay attention to is the price of the vehicle and make sure when negotiating with the customer you don’t go to low on the price and lose the dealership money. This article was a very interesting read and it helped me better understand just exactly how many different ways there are to train salespeople. Keeping the training process for salespeople simple is much more effective in my opinions because then they only have two remember the four key steps and all the little details in-between those four