Presenting the Pencil
Presenting the pencil is a skill that you will develop overtime through repetition. When first presenting keep it simple, let your customer do the talking, listen and identify any objections.
Preparing to Present
Before returning to your desk with the worksheet. You should be fully aware of the contents of the worksheet and how it compares to your customers goals and expectations.
You will have all this information if you worked through the Showroom Worksheet Correctly
Read through the sheet with your sales manager and make sure you fully understand how the deal was desked, the customers current financial situation, and the different payment options (Lease and Finance)
Discuss any possible objections you picked up on throughout your visit with the manager.
Example: Customer is worried about the value of his trade. Discuss with the manager why his trade is valued at the number on the worksheet. Possibly print out a copy of vehicles Carfax and market values to have as a reference.