Your customer already decided before you opened the menu. You just do not know it yet.

Your customer already decided before you open the menu. You just don't know it yet. So what happens before you menu that gets the customer to already think no? It's because we didn't do the client survey right away. What is the client survey? It is questions that we ask that we never use again, but we have to surface the customer situation for them. People often don't know the situation they're in or the problem they may have. It's our job, what we are tasked with, is to make them aware of that. We have to surface their situational awareness and problem awareness before we can ever pull them to our solutions. Now, what is our solution? Our solution is the menu. And if we don't do those things, they're already mentally saying no before they ever get to see it. It's upon you to make it easy for them to pull themselves to that ultimate solution. And most F&I managers skip the diagnostic and go straight to the pitch. And the customer shuts down at the first protection. It's not because of the menu, it's because we didn't do enough to be able to earn earned the ability to open it. So if you want to have this survey at your store right now, DM me survey and I'll send it to you personally so you can get started on your next deal.