It’s the People Business – Get Involved!!!

Sales Process

Meet & Greet:

  • Do this with great excitement.
  • Make people feel really good about being here.

Service Walk:

  • Introduce the customer to the cashier and the writers.
  • Walk with them back to detail.
  • Ask them how their past experiences have been.
  • Ask how they feel about being here.
  • Ask how they would like to put this deal together

Waiting Area:

  • Offer refreshments, popcorn and all the amenities.

Sit and Write Up:

  • Get the customer profile
  • Get the trade-in info - repair and accident info.

Appraisal Walk:

  • Manager, customer and sales person.
  • We will have fun, getting to know each other and gathering more info.

Walk Around:

  • Everyone gets involved, lights, camera, action.
  • Be the star. Have fun with your customer.

Demo Drive:

  • Make it a great ride, have fun, get pumped up.
  • Ask closing questions.
    • “Can you see this vehicle in your driveway?”
    • “How enjoyable is this ride?”
    • “Doesn’t this vehicle handle great?”
  • Remember: People sell the product… SELL/CLOSE. Repeat this SELL/CLOSE.

Close the Deal:

  • Word tracks!!! Practice them
    • Direct your customer; “We are going to go inside and make this happen!”
    • “This is going to be great; we will finish this in less than 5 minutes. Aren’t you excited?

Start-to-finish… 30 minutes!!!

Practice. Practice. Practice. The only way to grow is to keep learning.

Remember: When you are ripe, you start to deteriorate. When you are green you grow!!!

Stay green my friends!!!

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Comment by Tony Provost on September 1, 2011 at 4:19pm
Bruce- thanks. Hope you are enjoying your new home in Atlanta.
Comment by Bruce O'Brien on September 1, 2011 at 4:04pm

Tony,

you hit this one right on the mark.

well done once again,

Bruce

 

Comment by Tony Provost on September 1, 2011 at 10:30am
Jerry- thanks. I hope all is well. Great to hear from you!
Comment by Tony Provost on August 31, 2011 at 1:35pm
Socrates- Thanks for the support. RAMP IT UP!!! The fall is here, advertising, deals, are everywhere.
Comment by Socrates Vithoulkas on August 31, 2011 at 11:47am
Three things come to mind, People, Processes and Advertising!!!!
Comment by Tony Provost on August 30, 2011 at 8:43am
Jack- it is great to know that you supported this blog. You are the one who promoted my article, on dE, that was published in AUTOMOTIVE NEWS, Dec. 2010, edition. From that, I joined dE. I want to thank you, Jack.
Comment by Jim Kristoff on August 27, 2011 at 3:16pm
@ Marsh.........LOL..........

Remember....they ALL love to hug the follicle challenged!!

(pushes to keep people behind the ropes)
Comment by Marsh Buice on August 27, 2011 at 3:08pm
Jim, I just bear-hugged a customer spontaneously after reading the threads...
Comment by Jim Kristoff on August 27, 2011 at 3:04pm
Lot's of energy in this thread!!

"Welcome to ABC Motors! I'm sure you want to add 2 or 3 more vehicles to your ensemble today!!!!!!"
Comment by Tony Provost on August 27, 2011 at 2:46pm
BC- LOVE your perspective, as always. Always here for you!

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