The T.O. strategy has been around for quite some time, yet at some dealerships it’s not an “all the time” thing. Some salespeople view it as a friction point with management. Some handle it very well. They are grateful for the opportunity to get additional support as a final effort to close a sale.
It is important to communicate to salespeople that management needs to have the option of speaking with customers 100% of the time before they leave. They also need to work with their people to smooth out the transition to management.