The Car Salesman's Write Up

The "Write-Up" is the fifth step in salesman process. It is a tool that dealerships used to begin the negotiation process by provoking an offer from the customer.  The salesman's main goal of the "write-Up" is to have the customer commit to buying a car today. In other words, if the customers would like to buy the vehicle at a discount, they must offer the salesman an amount that they are willing to pay today.

 

Many customers do not know how to ask for a discount, so the salesman will start the negotiation for them. Usually, the salesman will perform a “trial-close” by asking the customer if the price was right would they buy the car.

 

Generally, the "trial close" will go something like this, “if all the numbers were agreeable, would this vehicle suit your needs?” If the salesman receives a positive response, they will begin the write-up. Even if they get a “maybe” they will continue, only when the customer expressed that this is not the vehicle they wish to buy does the salesman have to go back and try to "land" the customer on the right vehicle.