Sales tactics and customer communication took center stage during a rotating workshops Thursday at the Used Truck Association (UTA) Convention in San Antonio.
With sessions addressing future vehicle technologies, upcoming emission regulations, financing and selling used truck warranties, convention attendees had no shortage of opportunities to learn.
The financing and warranty session featured three experts on both topics and offered used dealers in attendance guidance on how to address each with customers during used truck transactions.
Thursday’s experts said one of the biggest missteps they see dealers make when discussing financing is failing to discuss the topic until the closing stages of a sale.
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Unless a customer is paying cash financing will always be necessary so dealers should not shy away from the topic when a customer expresses interest in vehicles. The panelists — Ian Sifuentes of Mission Financial Services Group Corporation; Tyler Rowland at McKenzie Credit Group; and Brian Poole, CAG Truck Capital — said asking a customer about their financing plans early in a conversation enable a salesperson to direct the rest of the conversation more intelligently.
