Understanding and Presenting Leasing
Who Should Attend:
Salespeople, Sales Managers and Leasing Managers of all levels of experience
Program Duration:
1 Day
Buy what APPRECIATES. Lease what DEPRECIATES.
Yes, leasing is making a very strong comeback in the market, and for some manufacturer’s it never left.
This workshop is designed to assist Salespeople and Sales Managers to:
- Provide the knowledge, tools and words to confidently explain a lease option to a customer and overcome leasing objections
- Increase the dealership’s lease penetration and create a more predictable trade cycle
Workshop Content:
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 driver
- Setting up the renewal/portfolio management process
Program Includes:
Comprehensive text-based playbook
Hand-outs and customer visuals
Animated Leasing video – featuring Carl