As I travel around North America I hear it again and again, the service at the dealership I went to was the problem.

I was on a plane yesterday and had a chance to speak with quite a few "real" car customers and I asked them what there experience has been the last time they were at their local car dealership. Here is what they had to say.....

One: The first person I spoke to said he had called his local Honda Dealership and asked if they had a used "Ridgeline" available since his wife had just written off the truck she was driving. The salesperson said they did not have anything in stock but took his name and number and said he would follow up.

A few days later he was looking at the same dealers website and noticed a "used" Ridgeline on the same dealers website. No call from the salesperson, no offer of a "test drive" on a new one either. I asked him would you have considered a "New" truck if he had offered a "Test Drive"? The customer said probably, but the salesperson never asked.

I always amazes me how ofter the "professional" salespeople in our industry fall down just because they forget to ask or forget to follow up. Only 20% of the traffic coming into most dealerships in North America buys a car. Why are we missing out on the other 80% who don't.

Do you really believe that these customers are not in the market for a vehicle?

It amazes me as I travel around the country that this is even a possibility. Everyone I speak to says business is "slow", customers are difficult and if I only had more customers I would sell more cars. The question is why are you only entering 50% of the customers you speak to in your dealerships CRM and why are you not following up everyone who visits the store and selling them a vehicle or two.

When I sold cars, and I was very good at it, I never knew who was going to buy, so I spoke to everyone. I never knew what vehicle they would buy, so I asked great questions. I also never knew if they had bought after they came in and did not buy on the first visit, so I called them, emailed them and sent them video's, postcards, newsletters etc.

Simply Put I did everything I could to "Maximize" my opportunity and "SELL MORE CARS". The question is what are you doing today to "MAKE IT HAPPEN" at your store.

What I can tell you is customers are looking for a vehicle, but they are really looking for a salesperson who can help them "BUY" one. They are not in your store to waste time or kick tires. People are too busy anyways.

Treat people with respect, speak to everyone, ask great questions and follow them up.

Have a great day!!!!!!!

Ian Nethercott

Performance Coach

http://www.bdcexperts.com

inethercott@bdcexperts.com

1 877 452 2753