Creating consistency from your sales staff requires constant management and coaching. Counseling performance is the process where the sales manager(s) have a formal review of prior production, monthly sales requirements and the dealerships standards.
Having the proper documentation and reviewing the coaching stage of the deficiency is imperative. The goal is to alter the behavior to accomplish a common goal. A proper analysis of the job production should be compared…Continue
What single piece of evidence can you present to a potential customer that will separate you from the competition? Before you answer that question I want you to think about the “purpose and not the result.”
Technology can be a great neutralizer in the effort to differentiate one sales person from…Continue
In the automotive business, we expect there to be critics. We understand that there are detractors to our business. No one understands the value of “the voice of the customer” better than an automotive dealer. In fact, there’s been a whole business built around “relationship management” specifically for the…Continue
Collaboration not confrontation
The day starts with an offer that’s hundreds below cost with a trade in that’s thousands away from its actual cash value. The salesperson spent hours from the initial greeting to the vehicle selection process only to have their bubble busted by a ridiculous offer.…Continue