September 1, 2016
Making The Most of Multi-Shield
In my travels to your dealerships, I see many of you having success with the Multi-Shield product. Just a reminder: Part of menu-selling is responding to a "no" with additional options. So, when you can't get a yes for the whole product, offer your customer another option by separating the products within it. The customer sees a benefit to their need, and a drop in payment. This is particularly helpful on a lease where any product can show a dramatic increase in a payment, but letting them choose one of the benefits, tire and wheel, for example, gives them a manageable increase, lets them feel that they've controlled the sale, and gets you a product and profit! And that's a win for everyone!