When a customer gets to the point where they are sitting in front of a salesperson at their desk, the typical scenario is that the salesperson disappears and comes back with some version of a foursquare – whether that’s old style with Sharpies or the new digital ones. Then the salesperson goes through each “box” asking questions.
What if it started with the customer? The salesperson hands the customer a blank “foursquare” and is instructed to fill in the boxes? Is it possible that the customer fills in numbers that benefit the deal?
Most customers know more when they step on the lot than the salesperson. What if the customer wrote down a trade value that was lower than the dealership would have given them? What if the sales price, interest rate, payment or down payment were?
It’s a novel thought. But just might work.
