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 August 25, 2011 at 7:13pm
Nicole- Hope all is well. Thanks for the support!
Comment by Tony Provost on August 25, 2011 at 7:12pm

MB- You are always in the game! Love hearing from you and thanks for the support!

Comment by Marsh Buice on August 25, 2011 at 7:08pm
Tony, spot on...it's all about the show and involving them. Act as if every night is opening night...performers do it in Vegas...you never see them going through the motions.

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