Comments - The Value of the Embedded Sales Process - DealerELITE.net2024-03-29T11:40:30Zhttps://www.dealerelite.net/profiles/comment/feed?attachedTo=5283893%3ABlogPost%3A174201&xn_auth=noJoe, I love those additional…tag:www.dealerelite.net,2014-04-29:5283893:Comment:4198392014-04-29T15:54:42.757ZDavid Martinhttps://www.dealerelite.net/profile/DavidMartin
<p>Joe, I love those additional questions! They give managers a clear vision of where things stand and shows the salesperson of their willingness to help. And the early introduction can completely alter the customers perception of the "scary person making all the decisions" to "that nice person I met earlier".</p>
<p>Joe, I love those additional questions! They give managers a clear vision of where things stand and shows the salesperson of their willingness to help. And the early introduction can completely alter the customers perception of the "scary person making all the decisions" to "that nice person I met earlier".</p> Great post, David.
I think th…tag:www.dealerelite.net,2014-04-29:5283893:Comment:4200092014-04-29T15:45:56.345ZJoe Clementihttps://www.dealerelite.net/profile/JoeClementi
<p>Great post, David.</p>
<p>I think the sales process breakdown starts and ends with properly trained sales managers. Your outline of questions are there so that there is consistency in the process. We like to make sure we add questions that help lead us in the direction we want to be. "What was the last successful step you took?" "What step are you at now?" "What can we help with so that you can continue to the next step?"</p>
<p>The bottom line is that there is consistency and expectation…</p>
<p>Great post, David.</p>
<p>I think the sales process breakdown starts and ends with properly trained sales managers. Your outline of questions are there so that there is consistency in the process. We like to make sure we add questions that help lead us in the direction we want to be. "What was the last successful step you took?" "What step are you at now?" "What can we help with so that you can continue to the next step?"</p>
<p>The bottom line is that there is consistency and expectation from each visit to the sales desk. Sales managers should be performing the "early introduction" so that the tranistion is less stressful for all involved. Excellent share David.</p> Great post, David.
I think p…tag:www.dealerelite.net,2013-11-30:5283893:Comment:4008302013-11-30T13:45:00.681ZAl Mosherhttps://www.dealerelite.net/profile/AlanMosher
<p>Great post, David.</p>
<p></p>
<p>I think part of the issue comes from managers who are not trained on their side of the interaction and how they should use the information these questions provide. Too often managers don't even attend the training they make salespeople go through and so the value of that training is lost when it never gets put into action.</p>
<p>Asking the right questions is instrumental to the salespeople in helping his customers buy and asking the right questions are…</p>
<p>Great post, David.</p>
<p></p>
<p>I think part of the issue comes from managers who are not trained on their side of the interaction and how they should use the information these questions provide. Too often managers don't even attend the training they make salespeople go through and so the value of that training is lost when it never gets put into action.</p>
<p>Asking the right questions is instrumental to the salespeople in helping his customers buy and asking the right questions are equally instrumental in helping the manager determine where he can be of assistance.</p> Information is power. It see…tag:www.dealerelite.net,2013-11-29:5283893:Comment:4008232013-11-29T21:07:48.501ZJason Mickelsonhttps://www.dealerelite.net/profile/JasonMickelson
<p>Information is power. It seems as if the car industry is full of people who forget to listen. Talking feels like power. God gave us two ears and one mouth for a reason. Bossing people, telling them what is best before seeking understanding is a recipe for certain failure. This approach doesn't work for sales people with customers. Why would the sales manager try it with their customer, the sales professional? Rule #1 in my business is help people. Not listening to them violates this…</p>
<p>Information is power. It seems as if the car industry is full of people who forget to listen. Talking feels like power. God gave us two ears and one mouth for a reason. Bossing people, telling them what is best before seeking understanding is a recipe for certain failure. This approach doesn't work for sales people with customers. Why would the sales manager try it with their customer, the sales professional? Rule #1 in my business is help people. Not listening to them violates this rule. Great post and I love your idea of turning desk questions into a process. Excellent!</p>
<p>David, do you find question 12 helpful to the desk? It appears that your questions are specifically geared toward not asking this question. I love how your questions are geared toward understanding the customer and their situation which is way deeper than "<em><span>Are they buying today? Do they have a trade? Where do they want their payments?”</span></em> . This questions lead us right back into dangerous territory where we become the offense and the buyer has no other side to be on besides defense. Why not be on the same team, and does this question divide us (buyer/seller)?</p> Oh this is so true to what ha…tag:www.dealerelite.net,2013-11-29:5283893:Comment:4006312013-11-29T20:47:38.422ZTRACY JOHNSONhttps://www.dealerelite.net/profile/TRACYJOHNSON
<p>Oh this is so true to what happened to me today!! I have encountered the part where you said;</p>
<p> Too often we train our sales people to ask questions of customers because we know that information is power. Unfortunately, sometimes when they try to share that information, the manager cuts them off by saying, “I don’t need all that. I need to know three things: Are they buying today? Do they have a trade? Where do they want their payments?” If that happens, all the training we have…</p>
<p>Oh this is so true to what happened to me today!! I have encountered the part where you said;</p>
<p> Too often we train our sales people to ask questions of customers because we know that information is power. Unfortunately, sometimes when they try to share that information, the manager cuts them off by saying, “I don’t need all that. I need to know three things: Are they buying today? Do they have a trade? Where do they want their payments?” If that happens, all the training we have done gets undone in an instant and the salesperson gets retrained on the spot. It’s called negative reinforcement and it is a killer.</p>
<p>But in my case it was with telling my Regional Sales Manager in proposing to him that I want to train and educate my internet department sales teams so that internet sales is more profitable in return. He just cut me off, like above...But I love your post! Thank you</p>
<p>Tracy Johnson</p> I appreciate that, Kurtis. Al…tag:www.dealerelite.net,2011-09-28:5283893:Comment:2266642011-09-28T21:39:56.820ZDavid Martinhttps://www.dealerelite.net/profile/DavidMartin
I appreciate that, Kurtis. All many salespeople need is a little love and professional direction. And I agree with what you wrote to me earlier. Sales training needs to be based less on transactions and should be part of a comprehensive approach. Otherwise they will never achieve the success they desire.
I appreciate that, Kurtis. All many salespeople need is a little love and professional direction. And I agree with what you wrote to me earlier. Sales training needs to be based less on transactions and should be part of a comprehensive approach. Otherwise they will never achieve the success they desire. Dave I love your road map app…tag:www.dealerelite.net,2011-09-28:5283893:Comment:2265722011-09-28T21:28:24.863ZKurtis Smithhttps://www.dealerelite.net/profile/KurtisSmith
<p>Dave I love your road map approach to providing those that truly want to succeed direction that they can really use now! I am truly a fan.</p>
<p> </p>
<p>Kurtis</p>
<p>Dave I love your road map approach to providing those that truly want to succeed direction that they can really use now! I am truly a fan.</p>
<p> </p>
<p>Kurtis</p> Thanks, Pete. After all these…tag:www.dealerelite.net,2011-08-11:5283893:Comment:1835582011-08-11T13:31:48.569ZDavid Martinhttps://www.dealerelite.net/profile/DavidMartin
Thanks, Pete. After all these years, it still surprises me how few sales managers understand this simple concept and how few Dealers/ GMs insist on it.
Thanks, Pete. After all these years, it still surprises me how few sales managers understand this simple concept and how few Dealers/ GMs insist on it. Love this post! We actually u…tag:www.dealerelite.net,2011-08-09:5283893:Comment:1813242011-08-09T16:50:19.689ZPete Grimmhttps://www.dealerelite.net/profile/HenryFPeteGrimmIII
<p>Love this post! We actually used a pre-padded checklist with most of these questions (and a few others) as a guide for desk-salesperson interaction at each of my dealerships. They work! They help communication, they help retain gross, they help close deals and they help keep salespeople and the desk on track. Reading over the worksheets of both closed and unclosed transactions after-the-fact also yield a ton of useful management data. As I said, I love this…</p>
<p>Love this post! We actually used a pre-padded checklist with most of these questions (and a few others) as a guide for desk-salesperson interaction at each of my dealerships. They work! They help communication, they help retain gross, they help close deals and they help keep salespeople and the desk on track. Reading over the worksheets of both closed and unclosed transactions after-the-fact also yield a ton of useful management data. As I said, I love this post!</p>
<p>Cheers,</p>
<p>Pete</p> Managers must manager! The e…tag:www.dealerelite.net,2011-08-04:5283893:Comment:1748572011-08-04T15:16:55.265ZBob Carmackhttps://www.dealerelite.net/profile/BobCarmack
Managers must manager! The easy, or difficulty, of the close is DIRECTLY related to fact finding. It's true for any sales person selling any product. In my workshops with thousands of sales managers, I've asked them to bring their work sheets on the deals they MISSED and didn't sell. Outside of the things you can't control (too much negative equity, etc), the number one reason that surfaces is the sales person is showing "the wrong car, too much car for the budget", etc. and it's all directly…
Managers must manager! The easy, or difficulty, of the close is DIRECTLY related to fact finding. It's true for any sales person selling any product. In my workshops with thousands of sales managers, I've asked them to bring their work sheets on the deals they MISSED and didn't sell. Outside of the things you can't control (too much negative equity, etc), the number one reason that surfaces is the sales person is showing "the wrong car, too much car for the budget", etc. and it's all directly related back to fact finding. The manager needs to interview the sales person before they show the customer a car and control/verify they are showing the "right" car for the reasons already mentioned. "Build it, and it (the close) will come". It starts with the interview and selection process. Closing only takes a few minutes, profits are higher, and the bottom line is you sell more cars.