Can this process work with digital retail and remote deliveries

Yes. Use secure document upload, video presentations, and e signature where allowed. Keep disclosures clear and complete an in person or virtual onboarding. Log each step in your CRM for consistency.

How do we reduce early terminations and returns

Match vehicle and mileage to real driving needs, verify income and stability, provide a clear maintenance plan, and complete structured onboarding. Follow up through the first three payments and align payment channels with pay cycles.

BHPH United - Buy Here Pay Here Dealer Education and Training for Subprime Auto Financing In House Financing Lease Here Pay Here Operations Compliance Leadership Marketing and Dealer Success Nationwide

Q: Which metrics should we track to judge sales process effectiveness

Track speed to first contact, appointment set and show rates, show to sold, delivery file completeness, first payment on time, and three payment survival. Review by traffic source and sales rep and coach to trends.

Build a repeatable Lease Here Pay Here sales process that turns qualified leads into long term, on time payers. This page explains a practical, modern approach to LHPH sales process training that aligns marketing, sales, underwriting, and account management around one outcome. Win the right customer, structure the right lease, and start the relationship strong. Unlike traditional retail or even Buy Here Pay Here, LHPH requires precise expectation setting, transparent disclosures, and disciplined delivery steps that protect payment performance. Here you will find the essential stages, scripts, metrics, and coaching practices your team needs to sell more leases with less friction and fewer post delivery surprises. If you are exploring a full curriculum, see our Lease Here Pay Here Dealer Training Program and related resources across operations, compliance, and customer retention. Pair this guide with real world sessions to sharpen close rates and lower early terminations.

Lease Here Pay Here sales success is not luck. It is a carefully engineered set of conversations, checkpoints, and handoffs that start with the first click and continue through delivery day and the first three payments. The goal is simple. Set accurate expectations, match the right customer to the right vehicle and term, document the agreement cleanly, and launch the relationship with proactive communication. When your team follows a consistent LHPH sales process, you reduce rescinds, cut first payment defaults, and increase renewal and referral volume.

What makes LHPH different from BHPH and traditional retail

LHPH is not just BHPH with different paperwork. The sales conversation must explain mileage limits, wear and tear standards, return options, and end of term choices in plain language. Customers evaluate monthly affordability, but long term satisfaction depends on transparency and vehicle fit. Your sales process must integrate underwriting criteria earlier, use clear lease menuing, and ensure delivery day is both compliant and confidence building.

Set expectations on mileage, maintenance, and end of term choices during discovery, not at paperwork
Qualify for payment stability and driving needs, not just approval odds
Use a lease focused menu with transparent fees and first payment timing

For a deeper comparison and cross training, see Buy Here Pay Here Sales Process Training at BHPH Sales Process Training and broader guidance at Dealer Sales Training Education.

Seven stage LHPH sales process framework

Use this seven stage framework to drive consistent results. Each stage has a purpose, a checklist, and a primary metric. Document your store specific steps in your CRM so new hires can follow the same map from day one.

1. Attract and pre qualify

Marketing and first response set the tone. Present LHPH clearly across your website, ads, and chat. In your first contact, confirm three essentials fast. Income and pay frequency, residency and stability, and driving need including commute miles. Route promising leads to vehicles and terms they can truly sustain. For content alignment, review Lease Here Pay Here Marketing Strategy Education.

First response in under five minutes during business hours
Scripted three question stability screen inside your CRM

2. Discovery call and needs analysis

Go beyond budget. Understand usage, passengers, parking, and climate. Set a clear next step and document income proof needed. Introduce the idea of a mileage aligned lease so the customer expects a right sized vehicle and term.

3. Pre desk and soft structure

Before presenting vehicles, use your underwriting guardrails to shape choices. Confirm target down, weekly or biweekly payment, allowed mileage, and term. Clarify disclosures in plain language. Then schedule an on lot appointment or digital delivery chat. For integrated underwriting skill building, see Lease Here Pay Here Credit Policy Education.

4. Vehicle and lease menu presentation

Present two or three options that fit payment, mileage, and lifestyle. Use a visual lease menu with first payment date, due at signing, estimated sales tax handling if applicable, maintenance add ons, and optional protections. Keep the math clean and the language simple. Customers choose faster when they see how their life fits the lease, not just the number.

Two choice close beats analysis paralysis and reduces back outs
Show payment with and without protections in the same view

5. Verification and final approval

Collect proof of income, residence, insurance, and references. Verify employment digitally when possible. Reconfirm the first payment date and set expectations for telematics, payment portals, and communication. Align with your portfolio team on any exceptions before delivery. To streamline your back office handoff, visit Lease Here Pay Here Operations Training.

6. Delivery and onboarding

Delivery is day one of the relationship, not the finish line. Walk the vehicle, review basic maintenance, confirm mileage allowance, and show how to make payments. Capture a delivery day selfie for your CRM note and request a first week check in time. Provide a one page quick start guide. Proper onboarding is a leading indicator of first payment success and long term renewals.

7. First three payments follow up

Proactive care reduces churn. Automate reminders, send thank you notes for on time payments, and schedule a 30 day satisfaction touch. Review payment channel adoption and confirm that the customer knows where to go for maintenance. For retention tactics, see Lease Here Pay Here Customer Retention Training.

Coaching tools and scripts

Training sticks when it becomes a daily habit. Create short, repeatable scripts and checklists for common moments and objections. Use call scorecards and one to many coaching with recorded calls. Focus on tone and clarity. Customers appreciate direct, respectful language that explains reasons, not just rules.

Discovery questions that uncover miles per month and vehicle fit
Plain language disclosure script for mileage, wear, and end of term
Objection responses for down payment, payment timing, and insurance

Technology integration

Your CRM and DMS should reflect the seven stages with clear tasks and timestamps. Use templates for discovery, verification, and delivery. Connect telephony for call recording and texting templates. If your store uses telematics, add a delivery checklist item for customer orientation. For stack alignment, see Lease Here Pay Here Technology Integration Training and Dealer Technology Training Education.

Compliance and clarity

Compliance is part of the sales experience. Keep disclosures readable, train for consistent explanation, and capture customer acknowledgments where required. Make sure marketing claims match lease realities. Audit delivery files monthly. If you operate across states, harmonize your scripts to the strictest standard you face. Strengthen your program with Lease Here Pay Here Compliance Education and Dealer Compliance Best Practices.

Consistent disclosure language reduces rescission risk and complaints
File audits and call reviews verify that training is followed

KPIs that predict success

Track leading and lagging indicators at the rep and store level. Use dashboards in your CRM and DMS and review weekly. Aim for trend lines, not one time spikes.

Speed to first contact and set appointment rate from qualified leads
Show to sold rate by traffic source and by sales rep
Delivery file completeness and disclosure confirmation rate
First payment on time rate and three payment survival rate

People and roles

Define who does what at each stage. In smaller stores one person may handle multiple steps. In larger operations, specialization speeds throughput and consistency. Write role cards and cross train. Reward behavior that supports long term portfolio health, not only same day gross.

BDC handles initial screen and appointment setting with clear scripts
Sales pro leads discovery, menu presentation, and delivery onboarding
Underwriting confirms structure and exceptions before paperwork

Inventory and pricing alignment

Your sales process works best when inventory matches payment bands and mileage needs. Stock vehicles that deliver reliability and acceptable cost to maintain under your lease terms. Price with transparent due at signing and payment targets. Align stocking with training by meeting weekly to review fast sellers, returns, and reconditioning times. For a deeper dive, see Buy Here Pay Here Inventory Management Education and Used Car Dealer Inventory Management Training.

Objection handling the transparent way

Customers often ask about down payment, payment dates, insurance, or mileage. Handle each with empathy and reasons. Explain how the lease stays affordable over time when expectations are clear now. Offer smart choices, not pressure. Practice role plays to build confidence and consistent language.

Down payment objection: trade offs between due at signing and payment
Payment date: align with pay cycle and explain first payment timing
Insurance: offer guidance on minimums and proof collection steps

Remote and digital LHPH selling

Customers expect online convenience. Use secure document upload, video walkarounds, and e signature where permitted. Keep disclosures and onboarding strong by using video explainers and a brief delivery day orientation at pickup or drop off. Log every step in your CRM. Consistency protects both the customer experience and your portfolio.

Training formats that work

Blend live workshops, on the job coaching, and short video refreshers. Use daily huddles to reinforce one skill at a time. Measure call quality, appointment quality, and delivery readiness. Calibrate monthly with joint reviews between sales and collections. For hands on development, explore Lease Here Pay Here Dealer Training Program, Dealer Workshops and Training, and Used Car Dealer Training Program.

Common pitfalls and how to avoid them

Most failures trace back to unclear expectations, weak verification, or rushed deliveries. Solve this with clear stage gates. No delivery without all verifications and a completed onboarding checklist. No exception without manager sign off. No menu without two clear options. Small disciplines add up to large portfolio gains.

Do not bury mileage terms or wear standards late in the process
Do not let marketing promise what sales and underwriting cannot deliver

Cross functional alignment

Bring operations, accounting, and collections into your sales training so everyone pulls in the same direction. Align your chart of accounts and fee handling, your customer communications, and your renewal pathways. Read more at Used Car Dealer Accounting Education, Buy Here Pay Here Collections Training, and Lease Here Pay Here Payment Performance Education.

Who should attend

This training is ideal for sales managers, finance and underwriting managers, BDC teams, and new sales professionals transitioning from retail or BHPH to LHPH. Multi store operators gain added value by standardizing their process across rooftops and building a coaching culture that scales.

Related learning and resources

Round out your learning with articles and events. Visit our blog for case studies and practice tips, meet our instructors and peers, and explore upcoming education sessions.

Lease Here Pay Here Sales Process Training FAQs

LHPH training emphasizes mileage alignment, end of term options, wear standards, and clear lease disclosures. It moves underwriting guardrails earlier in the conversation and uses a lease menu that sets due at signing and first payment expectations without confusion.

Focus on speed to first contact, appointment set and show rates, show to sold, delivery file completeness, first payment on time, and three payment survival. Review by traffic source and rep, and tie coaching to trends not isolated deals.

Yes. Use secure document upload, video menu presentations, and e signature where permitted. Keep disclosures in plain language and complete an in person or virtual onboarding. Log each step in your CRM and maintain the same checklists used for on lot sales.

Match vehicle and mileage to the customers real driving needs, verify income and stability, provide a clear maintenance plan, and complete a structured onboarding. Follow up through the first three payments and promote payment channels that fit their pay cycle.

Pair sales process training with compliance education, operations best practices, portfolio management, and customer retention. Explore Lease Here Pay Here Compliance Education and Lease Here Pay Here Operations Best Practices.