Creating and reviewing the accessories wishlist.
Customers create a wish list by adding their desired accessories to the shopping cart. Review the cart to show what these accessories are estimated to add to their monthly payment.
The payment estimator is a powerful tool that allows customers to see how little their monthly payment will increase if they include accessories. Ask the customer, “Does this monthly payment for these great accessories fit your budget?” If the customer says no, say, “Let me email you a wishlist for future purchases. What accessory can you live without today? Let’s delete that and estimate again.”
The print button lets the cart be printed and included in the deal jacket.
Tip: Try to delete items one at a time instead of in groups. You’re looking for that moment when they are comfortable with the price. Additionally, doing it one at a time adds a little psychological pressure for the customer to say “yes.”
Print two copies of the shopping cart.
If the customer has declined to purchase accessories, proceed with this process anyway! The shopping cart will function as a signed declination form, with the signed copy always going into the deal jacket.
The other is given to the customer after you fill in the password, and the accessories system URL, customer login, and password are highlighted. Tell the customer, “After you’ve used your vehicle a little while, you may realize you wish you had added other accessories. No worries! You still have the opportunity. Simply go to this website and sign in with your login and password. When you find the desired accessories, put them in a shopping cart, and select the submit button. We’ll receive the email request for those accessories, contact you for payment, and schedule an appointment for installation.”
In the accessory sales system, continue to a pre-populated page with the information completed for the customer and use the comment section for special instructions. For example, note if the customer will self-pay or roll the purchase into their monthly payment. Complete the VIN and Stock Numbers as appropriate, assuring the parts and service departments can verify that the accessories get ordered and installed correctly.
Escort the customer to the business office and provide them with the deal jacket, including the printed cart. It’s that easy!