The Basics
The customer of today has a wider selection than ever for choosing a new automobile or truck in today’s marketplace.
The quickest way to lose a sale is to attempt to close the sale in the first moments of contact. The days of “If I could, would ya ” are just about over and rightfully so!
The mainstay of many top performers is the relationship that is made between the customer and the salesperson. The relationship is earned through a professional sales process that assists the prospect in making the ownership decisions that are not only good for the company, but more importantly, good for the customer. A productive repeat and referral element of a dealerships overall sales effort will not only make an average sales consultant more productive, it will turn the whole sales force into Top Performers.
Most sales processes contain the following basic selling steps. I have incorporated them into a 12 Step +2 Process. Constant coaching is required in order to turn this Common Sense approach of retailing vehicles into a Common Practice method to assist our customers in their ownership decisions.
· Contact
· Counsel
· Selection
· Presentation
· Demonstration
· Transition
· Closing
· Delivery
· Follow Up
When a professional sales process along with referral efforts become the norm, great CSI will follow!
Once the sales process becomes a constant discipline, a measurement system is needed to track progress and re-direct behavior where targeted coaching is needed. I created “The AutoTrax System” years ago. AutoTrax provides the sales stats and performance ratios needed to direct continued training and to identify top performers. Top performance is not just the number of units sold. Rather it is units sold verses the number of opportunities taken. The ratio and the number of opportunities will determine the overall effectiveness of the individual sales consultant and the sales team as a whole.
Listen to the "Master" on Selling and Closing.
Top Performance Means Never Having to Say…....Let’s Get Back To The BASICS