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I love the evolution of desking deals. When I started in the business thirteen years ago, at the local Ford store, my first and only training session prior to stepping on the floor consisted of this:
"The only thing you need to know is how to greet an up with a firm handshake and good eye contact... Let's practice this a few times before you go out on the lot and learn the inventory..."

The store was a huge success, selling a ton of cars with great grosses and a never ending supply of spiff money on Saturday mornings. When we went up to the desk with our customer information cards the desk manager grabbed a blank piece of paper and started drawing "The Four Square". It was that simple...

Since those days, it has evolved from green screen print outs to amazing crms and desking tools that track not only the average penciled gross, but tracks trade evals and so much more.

Technology is an amazing thing and allows us to connect with consumers and become so much more efficient. What has been your favorite desking tool, software, or process?

Tags: CRM, Desking, Ford, Four, Square, Training

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Oh the 4-square... It's still a nice way to flush out any remaining objections without losing the customer and giving away gross.

We use Cardone's software "E-Pencil". There are a bunch of printouts that you can use. For example:

If your customer is buried in their trade and they are complaining that the payment is too high on the new vehicle you can print one out showing them how much of that new payment is their negative equity. It's GREAT.

Thats just my $.02
We just had a chat about the 4 square yesterday! We still use the 4 square and draw on the back with multi-coloured Sharpies. I sure hope we can move to something like ePencil soon but for now the good ol' 4 square on deal sheets produced from photo copies of photo copies of photo copies x1000 still works... kinda.


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