The Traditional 4Square In Todays Market
Having first started selling cars in 1982, I was taught the traditional 4square. At this Toyota dealership in the Denver Colorado area, you hardcore 4square every customer or they turned the write-up to another salesperson who could or would. You never discounted price if there was a trade in, you always over allowed. Banks always required 1/3 cash down and you always hit the customer 3 times in each box before writing their offer down. Over the years, I've now seen desk managers accept write-ups with incomplete credit apps, with incomplete information about the car they are selling, and with just the customers offer written in each box with the salesperson not even attempting to set the customer up with higher amount. I know over the years customers have become increasingly more educated and tolerate less bull from sales people. But should a good sales person be able to 4square any customer no matter how educated or is the 4square out dated and should not be used anymore?
Replies to This Discussion
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Permalink Reply by MANNY LUNA on -
All I can say is that I sold 40 to 50 cars a month witha 2700 front end avg and never had time to work a 4 Square, I would just ask the Mgr to write the deal up at full sticker and use the assunption close everytime, If the customer did not close we would work on a win/win solution.85% percent of the time when I sat the costomer down they were done and all I had to do was finalize the paperwork.
Does the 4 squar work? YES
Does the assunption close work?Yes
Does the computer generated write up work ? Yes
To me it don't matter how you write up the car deal, as long as you do your job and SELL the car! -
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Permalink Reply by Lane Campbell on
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"...it doesn't matter how beautiful your theory is, it doesn't matter how smart you are -- if it doesn't agree with experiment, it's wrong." -- R.P. Feynman
Four Square tactics are better for gross because it is less clear to the customer. Your customer does not decide that the car is worth more because of your pencil. It is because they have been induced to make a sub-optimal decision.
Testable example: If you were giving car advice to a friend or family member, would you tell them how much to put down and what payment to make as an offer? No. Not even if they were leasing.
Back to Ray's original question then: Should a good sales person be able to 4square any customer no matter how educated or is the 4square out dated and should not be used anymore?
This is two questions with a false choice given as a solution.
"Should a good salesperson be able to 4Square any customer not matter how educated?"
Of course not. If a customer does not wish to be "4Squared", doing it anyway is idiocy.
A good salesperson should be able to discern when a 4Square is optimal and when it is not.
"Is the the 4Square out dated and should not be used anymore?"
This reminds me of the first thing I used to tell new desk managers. There are only two rules in the car business: "sometimes" and "it depends". -
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Permalink Reply by MANNY LUNA on
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Lane Campbell, I dont think the 4 sqaure is outdated, if it was Auto Nation would not be using it.
Goup One has it in all of there stores too. Both are still in business and going strong. Lets just say it's what you really believe.
Gross is a state of mind!
Much respect.
Manny Luna
Lane Campbell said:"...it doesn't matter how beautiful your theory is, it doesn't matter how smart you are -- if it doesn't agree with experiment, it's wrong." -- R.P. Feynman
Four Square tactics are better for gross because it is less clear to the customer. Your customer does not decide that the car is worth more because of your pencil. It is because they have been induced to make a sub-optimal decision.
Testable example: If you were giving car advice to a friend or family member, would you tell them how much to put down and what payment to make as an offer? No. Not even if they were leasing.
Back to Ray's original question then: Should a good sales person be able to 4square any customer no matter how educated or is the 4square out dated and should not be used anymore?
This is two questions with a false choice given as a solution.
"Should a good salesperson be able to 4Square any customer not matter how educated?"
Of course not. If a customer does not wish to be "4Squared", doing it anyway is idiocy.
A good salesperson should be able to discern when a 4Square is optimal and when it is not.
"Is the the 4Square out dated and should not be used anymore?"
This reminds me of the first thing I used to tell new desk managers. There are only two rules in the car business: "sometimes" and "it depends". -
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Permalink Reply by Steve Richards on
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YES!
MANNY LUNA said:All I can say is that I sold 40 to 50 cars a month witha 2700 front end avg and never had time to work a 4 Square, I would just ask the Mgr to write the deal up at full sticker and use the assunption close everytime, If the customer did not close we would work on a win/win solution.85% percent of the time when I sat the costomer down they were done and all I had to do was finalize the paperwork.
Does the 4 squar work? YES
Does the assunption close work?Yes
Does the computer generated write up work ? Yes
To me it don't matter how you write up the car deal, as long as you do your job and SELL the car! -
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