Tips for the Sales Team:
Remind sales people that it is important to talk in small numbers. Which is another way of saying sell
the payment not the price. Think of the last time you saw an ad for an automobile that mentioned the
selling price. The reason? When it comes to cars, the actual selling price has almost become irrelevant.
This is even true for some consumers who could afford to buy a vehicle for cash. Given the available
financing or lease terms, there's little reason to part with such a large amount of cash.
Become familiar with plans that complement each other: When it comes to specific plans, 1039
complements 1389 and 1209 complements 1449. Typically, look for plans that offer the same APR with
different terms. This makes comparisons easier. Avoid comparing deferred interest with no payments with
deferred interest with payments. GreenSky's financing experts can assist you with this, particularly when
you are selecting the plans you will offer.
Be sure your sales people understand the promotional period on reduced APR loans. During the
promotional period, the customer makes interest-only payments. If they wish, borrowers can pay more
during this period and lower their principal balance, thereby lowering their payment for the remainder of
the term.
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