Teach it, feel it, do it. If you are willing to talk the talk, then walk the walk. If your process is very easy for your staff, and seemless for your customers, then life in the auto industry is fantastic. The desk system, should be pumping out, 6 or 7 payments, on every deal. Sales staff, should be running back to their customers, with HUGE smiles on their faces, saying, we have a deal, here are your choices, which one would you like? Finance managers, can't wait, to take the turn, because everything from the desk, to the close, was smooth. Your staff, spends an hour a day, getting trained, RIGHT?
We know that we are, complimenting everyone. We are telling our staff they are the best of the best. We spend alot of time training, working on every scenario, RIGHT? We sell the best products in our finance departments, believe in the products so much, we have them on our own vehicles, RIGHT?
Owners and managers, believe in the processes so much, they are willing, to desk the deals, close the customers, with the AWesome pencil and take the F& I, turns with ease, RIGHT?
PUT UP OR PONY UP!!! If you believe, in your heart, the processes are easy for everyone, you should have no problem, stepping right in and making it happen. CLOSE those deals with ease. THAT'S PUTTING UP!!!
IF you cannot do this with ease, then the process has flaws. GUESS WHAT? YOU are going to PONY UP BIG, IN THIS MARKET PLACE. It will cost you, all over.
TRAINING THE PROCESS: Everyone must know their part like walking down the street. The sales team has to be prepared at all times. The desk system, has to teach and explain, with passion and closing SKILLS. The finance team, has to want to get every deal financed, take every turn, with total expectation to deliver this vehicle, NOW.
The finance team should have the products they sell on their own vehicles. Now, you can close with conviction. Sell from real strength.
Remember: TEACH IT, FEEL IT, DO IT.. Make sure you PUT UP!!!!
CAN ANYONE AFFORD TO PONY UP?!!!!