May
07
Car Sales Training – The Classic 4 Square Presentation
By
http://www.theshopperstopper.com How the dealer negotiates with a 4 square
Duration : 0:7:7
[youtube HWuSTCj3Y4E]
http://www.theshopperstopper.com How the dealer negotiates with a 4 square
Duration : 0:7:7
[youtube HWuSTCj3Y4E]
11 Comments
May 7th, 2009 at 3:15 pm
I understand what …
I understand what Mike is doing here. He is showing you a 4 square technique that does not work and the sad part is the dealers are still using this style of selling. This is the way I was tought to sell cars in 1989. I hated selling cars under this program. This 4 square selling technique does not work and it also makes the customer mad because you can never get to their figures. I think Jim Siegler tought this technique back in 1989 when I started selling.
May 7th, 2009 at 3:15 pm
JD Power did a …
JD Power did a survey of auto salespeople about their jobs. The thing salespeople did not like about their job was the price negotiation with the customer.
That’s because most dealerships use a 4square for negotiating. I’ll be posting a video soon on negotiating. Subscribe and you’ll get a notice when it is posted.
May 7th, 2009 at 3:15 pm
Ok i’ve been in the …
Ok i’ve been in the business 6 months now, and the 4 square is all i know. What different methods are out there that work? Great Video by the way..
May 7th, 2009 at 3:15 pm
Thanks for spending …
Thanks for spending the time to get through it.
May 7th, 2009 at 3:15 pm
This is a perfect …
This is a perfect example of uming and making an out of myself. I apologize. I was skipping around in your video instead of watching the whole thing. By skipping I only picked up parts that sounded like you were promoting it. I apologize for making the classic salesperson error of “Prequalifing” your presentation.
Thanks for correcting me. I’ve watched the whole thing now and see what you were doing.
May 7th, 2009 at 3:15 pm
Watch to the end …
Watch to the end and you should be able to see it is a condemnation of the use of the 4 square.
I have not used a 4 square in over 12 years. It’s antiquated and customers hate it.
May 7th, 2009 at 3:15 pm
I apologize for …
I apologize for sounding condescending in my tone. The commercial you posted as a “response” caught me off guard. I know there are many dealers looking for material like the kind you have posted in your library.
I’m not sure what you mean by,
“Do you think this video is promoting use of the 4 square…”
It would seem that you are promoting it as a valid and the most effective way to structure a deal!?
Best of luck to you and your salespeople,
Jon
May 7th, 2009 at 3:15 pm
I understand that …
I understand that it is still in “wide spread use” and I believe it is a reason so many dealers are struggling. Clinging to old methods that had their time and place but today is not that time and place.
May 7th, 2009 at 3:15 pm
The point is that …
The point is that working a 4 square is repulsive to the buying public and is one of the factors contributing to customer dissatisfaction.
Do you think this video is promoting use of the 4 square? Some people like that our industry is in trouble and this is one reason why.
According to a JD Powers survey of car salespeople price negotiation is the least favorite part of their job.
If customers are repulsed by it and salespeople dislike it as well, why is it still in widespread use?
May 7th, 2009 at 3:15 pm
do you feel that …
do you feel that these types of videos are helpful to our industry? Anyone who is not in the business is repulsed by this video, and anyone who is in the business is wondering why you would promote this as a viable method in todays market.
May 23rd, 2009 at 11:26 am
The only salespeople that do not like the 4 square are the weak ones that should be selling real estate or hamburgers………..
The 4 square is a pschycological tool and is used only to convert a customers thinking to payments rather than price. You ALWAYS let the customer win. Then they NEVER get mad. Most are taught wrong.