SALES. The people business. Doesn’t matter what we did, the past is over. How do we keep it strong for everyone? Simple test. Is everyone in your sales organization, working the store’s process, from start to finish? Yes, this includes all managers, as well. Think about it, if everyone participates, then all can see how effective the process is for the staff, as well as, the customer. If the process is easy and informative for the customer, fun for the staff, then we should have no worries. If, we have a few hick-ups in the system, then, how do we adjust or change them? Who changes them and why? Remember, to keep it strong, means effective. The best practices get several people involved, especially the front line sales consultants. Sit in, meetings, sharing the true understanding of the stores process, helps everyone involved. Write down the concerns that the process, may be creating. ARE YOU READY? If the sales process is not great for the customer, it doesn’t work. The process has to be easy, smooth and effortless for the CUSTOMER. The sales process has to be one that becomes second nature for the sales consultants and the managers. A VERY INFORMATIVE PROCESS. We make sure in our store, that every customer gets a very involved walk around, with a lot of customer participation. Our demo rides, are 15 miles long. The route is both highway and back roads. On the demo rides, our sales consultants ask plenty of closing questions. We also, have all information, on the trade or trades, before the demo ride. Our management staff has met with the customer or customers. We have an understanding on past purchases, before demo rides. When the customer and the sales consultant, get back, we are totally prepared. The manager has the vehicle written up, with 4 to 5 options, for our customers. We express, this will be so easy, before presentation. We present, smile and answer all questions. We close and close and close. We do it with ease. But, we know, customers have little time. We try to close on the numbers, in 4 minutes or less. We also know, the deal is done, between, walk around on the trade, walk around on new vehicle, or demo ride.  We keep it strong and effective. My professional opinion, everyone has to be on the same page, at all times. We need every deal, we also need, to be very effective for the customer. Computers give people info, Strong effective people, bring that info to LIFE.  CLOSE BABY CLOSE.

Views: 24

Comment

You need to be a member of DealerELITE.net to add comments!

Join DealerELITE.net

Comment by Marsh Buice on May 24, 2011 at 6:58pm
Tony, it is a total team effort. In football, every play is designed to be a touchdown, but it takes a collective effort of all  involved on that play to make it work. The same is true for a dealership everyone-including the customer must be involved to make it work. Thanks for the post; I enjoyed reading it.

Latest Activity

Dave Anderson's blog post was featured

Master the Art of Execution

The reason most organizations fail to achieve desired results is because they lack an effective…See More
yesterday
Sally Whitesell posted a blog post
yesterday
Cory Wright posted a blog post
Friday
Scot Eisenfelder posted a video

Maximizing Dollar per Unit in Operation

Scot Eisenfelder shares a factor that dealerships should be looking at in order to maximize revenue at their dealerships.
Friday
Mike theCarGuy Correra posted a video

Social Media vs Broadcast Media

Account Manager Mike Correra explains the difference between social and broadcast media in this video blog.
Friday
Jim Flint posted a blog post
Friday
Lehel Reeves posted videos
Thursday
Jeff Cowan posted a blog post

Write Service Podcast: Episode 70- Q & A with Jeff Cowan- Service Advisors MUST LISTEN!

This week, Jeff does some Q & A from his viewers! After Jeff had been on the road for a few…See More
Thursday
Dan Beres posted a blog post
Thursday
John Sternal posted a blog post

Lease Credit Approvals Dip Slightly To 68.9% in August

Lease Approval Ratings Drop Slightly in August Following Increase in JulySwapalease.com, the…See More
Wednesday
Crystal Hartwell posted a blog post

SureSale Certified Increases Used Vehicle Sales and Turn Rates for North Carolina Dealership

 New case study shows how Reed-Lallier Chevrolet leveraged this one-of-a-kind CPO program to…See More
Wednesday
Bill Wittenmyer posted a blog post

Stop being lead-centric. It’s about the customer experience.

Today’s customers expect and demand an amazing customer experience. The dealership with the right…See More
Wednesday
Reynalda Lor posted a discussion

Car Dealership Design Ideas?

Greetings!According to our marketing and HR teams, the sitting arrangements, interior and exterior…See More
Wednesday
Rob Gehring posted a blog post

Overrides

Today’s…See More
Tuesday
Bill Wittenmyer posted a video

WittsWiseWords: Super Workers

Are you setting your employees up for success? In this #WittsWiseWords, automotive retail expert Bill Wittenmyer talks about why your super-start employee ma...
Sep 16
Michael Trasatti posted a video

New Thought Processes in Hiring

Mike Trasatti shares why companies should rethink their hiring processes in this video blog.
Sep 16
Samuel posted a blog post

Top Anti Phishing Softwares that are Affordable

As the security threat is increasing more, people look for a secure way to increase their data…See More
Sep 16
Courtney Evans posted a blog post
Sep 13
Anthony Giagnacovo posted a blog post
Sep 13
Mike theCarGuy Correra posted a video

Why Buy In is Important When Adopting New Technology

Account Manager Mike Correra shares why staff buy-in is vital to success when adopting new technology.
Sep 13

Get Newsletter

© 2019   Created by DealerELITE.   Powered by

Badges  |  Report an Issue  |  Terms of Service