Look prepared and professional.
Tip #2 – Insert useful information.
Draw upon your previous contacts to determine content that will be most valuable to your meeting.
Tip #3 – Document notes during your time together.
It’s hard to recall all details after an appointment and sale. Make the effort to take notes throughout your time together so no detail is lost. You will need this information to maintain your relationship while displaying a high-level buying experience.
Ongoing Training Curriculum
Here’s some hard-hitting facts given to us by the 2016 NADA Workforce Study.
- Did you know that Salesperson turnover is 67% in dealerships?
- Moreover, 39% of terminations happen within the first 90 days for sales consultants.
- Only 33% of all sales consultants reached the three-year tenure milestone.
- Average dealership hiring efficiency has been around 65 percent for the last four years.
- Greatest increase in Millennial new hires – seven percentage points – was sales consultant.
We take training and building people up very seriously. When teaching new process even if is super easy, it takes a lot of practice to get new ways into your natural groove. Without a training program, new hires will be left to sink or swim – not always the best strategy.
Here are some tips:
- Organize a 3-year career path for employees.
If you have a path, then your team knows what is ahead.
Click here to see an example for a sales consultant.
- Set goals and timeframes for completion.
- Develop curriculum for each training genre.
- Stack skill sets with requesting order training sessions.
- Always provide a handout or training tool for implementation.
We help salespeople understand how to set appointments and get them to show on time. We believe in helping people succeed and our resources will help any new hire on board effectively with the tools to succeed.
Experience-Based Selling Tips
There are some instances when using a sales prop can come in handy! Try introducing yourself to your customers at appointment time with a folder like this one in hand. You may include some useful and helpful information about the customer or even the vehicle(s) they are most interested in.
Here are some aspects to address as you maintain relevancy in your dealership sales processes.
- Modern early manager introduction that uses CRM notes from appointment setter
- Process to sell yourself before you give pricing (emails and phone calls), especially OTD’s
- Test drive folder – online research, side-by-side trim level differences, consumer reviews, vehicle model year review +clean sheet of paper for salesperson notes
We now recognize that there are several types of walk-ins at your dealership.
- Ready to buy
- Research and discovery phase; here to rule out options
- Test drive only
It’s relevant now to modify your walk-in qualifying questions so you can determine type of customer and treat accordingly so they do not blow-out upset and will never return. You know there are plenty of customers that intend to leave as they are in a discovery and test-drive mode only for now….the key is to treat them well so they want to return to you when the time is right. You want them to pick up your call, respond to your email follow up and happily text you back.
Professional, respectful customer experience will prevail. Be nice to people :). Help this industry change the current poor reputation to a pleasant and peaceful one.
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