Every dealership has a salesperson known as the “Locate King.” Regardless of a mega million dollar inventory to choose from, he always has to locate the one that’s not in stock. Before you locate, wait! After addressing your customer’s needs, put them on the closest match and work your magic. With a great walk-around and demo drive, you may find your efforts are persuasive enough to sell what’s in stock. Let locating be an alternative option, not a primary one.

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