"Tightening the T.O. $pokes" by Richard Keeney

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 highly recommended that management revisits the T.O process with the team.   Make certain there is a clear understanding of everyone’s role, the reasons why and how to handle it smoothly.

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. 

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