This workshop is designed to assist Sales Consultants and Sales Managers to:

1. Provide the knowledge, tools and words to confidently explain a lease option to a customer and overcome leasing objections
2. Increase the dealership’s lease penetration and create a more predictable trade cycle

UNDERSTANDING LEASING

• How a lease is constructed and calculated
• A lease agreement versus a loan agreement – understanding the numbers (and taxation)
• Leasing terminology explained (capital cost, cap cost reduction, residual value, lease factor, etc.)
• The customer’s lease end options
• The BENEFITS of leasing for the customer, salesperson and the dealership
• Leasing “What if’s”
  • The leased vehicle is returned with damage
  • The leased vehicle is returned with excess mileage
  • The leased vehicle has been accident-damaged and repaired
  • The leased vehicle is worth more or less than the residual value
• Who should LEASE a vehicle versus who should BUY a vehicle
• How to terminate or transfer a lease
• Dealing with early termination charges or negative equity

PRESENTING THE LEASE OPTION TO A CUSTOMER

• How and when to introduce leasing to a customer
• Simple lease analogies and presentations
• How to present a lease in the form of a payment-based proposal
• How to introduce a lease to a cash customer
• Overcoming objections to leasing (“I like to own my vehicles”, “I leased before and had a penalty”, etc.)
• Dealing with negative/positive equity scenarios
• Dealing with a high kilometre driverv
• Setting up the renewal/portfolio management process