Financial Information

Gathering financial information will help you better qualify your customer for their next purchase. Asking the following questions will allow you to gage what is a realistic for your customer. You will also need the following information in order to receive numbers from the desk to present to your customer.

1- Gathering the customers financial information is easiest to approach after collecting the trade information. You can smoothly transition into asking what their current payment is, their new payment expectation, and how they financially plan to accomplish so. Note: When asking the customer about their credit. Try to be sensitive to the subject and ask “Is there any issues with credit I should know about?”

2- There is a group of “Additional Questions” to ask your customers when collecting financial information. There is multiple ways to ask each question. Try different phrases and see what feels most natural to you.

“How many miles is the customer driving a year?”

Alternative:

“You didn’t put too many miles on your vehicle. Did you?”

“How many miles have you put on the car since purchasing?”

“Is the customer looking to lease,finance, or purchase outright?”

Alternatives:

“Are you currently financing your vehicle now?”

“Have you ever thought about leasing a new vehicle?”

“Do you have any questions about which type of purchase would be best financially?”

“How does the customer plan on making a down payment?”

Alternatives:

“How much money were you planning on putting down to help get to the payment you’re comfortable with?”

“What amount of money were you planning to put down on your new vehicle?”

3 - Additional Notes