Every customer that walks through a car dealership’s front door is a new selling opportunity.
An “up” is when the next available car salesperson is next to help sell a new prospect into a new car.
When we see salespeople pacing in front of the dealership’s showroom, they are waiting for their “up” to pounce on a new potential customer.
I train my leasing clients to NEVER, EVER visit a showroom to get a low price on their next new car. Instead, we do all the price requesting from our home or office (via email).