Once your deal is closed, your sales manager will turn the deal to your finance manager. Finance manager will need to verify the documentation and get all his own paperwork ready. This will take some time. Some finance managers may greet your customers first and go back to their office after a brief interaction. Some may prefer to stay in their office and page you when they are ready. Your dealership may have different policies as far as how finance managers handle this transition.
What am I trying to accomplish?
Make Finance Manager’s job easy.Why do I want to accomplish it?
I may get paid on the back-end. (Products sold in the Finance Office) Even if I don’t everyone benefits when Finance Department sells back-end products.How am I going to accomplish it?
By doing a smooth turn that establishes Finance Manager’s authority.
Your purpose at this time to keep your customers busy and entertained while waiting for finance and do a proper turn to finance manager when she is ready.
Check your pay plan. See if you are getting paid on back end products like service contracts. If you are, it is way more important to you that you do a great job building up your finance manager and doing a proper introduction when the time comes. She is going to make you money. Even if you are not getting paid on back end products, you still want do a great job building up your finance manager and doing a proper introduction when the time comes. She is the person who is going to get your deal finalized. She will be way more helpful to you when she notices how easier to sell products to your customers because the way you lined them Up.
Your interaction with your finance manager should be brief. Unless she asks you specific questions about your customers do not volunteer any information.
So how do you entertain and keep your customers busy while waiting for finance? Start the delivery process. Go over some of the features of the car. If you already took the car to have it washed and readied for delivery, go over the manuals. If it is going to take a while, have them sit in the service waiting area.