Not the kind and way cars that your sales staff have been trained to sell it to buy their customers.
Factory intervention retail sales game has changed things. Zero interest rates, large factory cash bonuses, Internet information, and retail prices on "transactional pricing" reduced approach of your customers have had on the purchase. The result?
1. Not your customers buy reality check - cars the way, that your sales staff have been trained to sell it.
Today, the Internet, now your customers have trained, prices from get talk going. You focus on the latest program, the best incentive available not your vehicle. Many customers are too impatient to pay to get.
2. The rules of the game have changed reality check-.
Most of your seller cope with this aggressive Outlook not good. And it costs you and your sales staff. Went to many real buyers, too many offers are lower earnings than will need too many low commissions and too many sellers of our business as a result finished.
The rules of the game have changed if it is today the sale of cars at your dealer! Did it like a that perhaps "the basics" no longer work?
SHE BETS! In the 70's through the 1990's is very different what their current customers. The sale process, you and take your sales team for granted may not work.
3. Reality check - the old foundations are not working!
Here is just one important example.
The most sales managers and most sales trainers are still on the so-called basic ' meet and greet "walk for each exhibition space." The old ideal was--all interested parties with a friendly smile, a warm friendly welcome meet, then they take on your desktop, to consult with them. Great in theory.
But today, the theory is flawed errors. It would work, of course, if your customers Mr or Mrs nice human-customers are friendly, warm, kuschelig, who like to meet your dealer and can't wait for his very stimulating presentation.
4. Reality check - your customers are graduates of the new buyer's school.
Today, 50% of your showroom views, fit not the classic "meet and greet" model that your sales staff have been trained to use! Why is it not work and often annoying to your customers?
This Internet informed that people "in your face" type of buyer. "I call them the ' Don Cherry school the buyer". "Rock ' em, tmp/mysql.sock ' em, take the seller on the boards quickly," technology. Their customers control quickly.
The first thing that say these buyers for your quiet, comfortable, go by the book dealer is, "You work here?" "I'm in a hurry and I want only your best price." Or the price shopper, whose opening is welcome, "as for your"best price", Wombat there is blue?" "If your price is right, I'll be - back."
5. Reality check - most of your seller fail the class if they are tested by this purchaser. You know treated not as 'aggressive' customers. It is wrong its aggressive words and attitude, as if he or she not a purchaser! In a recent boot camp sales training session for car sales consultants loved these experienced people the sales process.
6. Your customers are more willing than seller sell to buy are willing reality check!
Customers are today only at your dealer if they are informed and ready to take over on your sales consultant. The facts are: they have their decision making process, have feel the need to buy a vehicle in mind, know prices, think they know the payments and shopping are only for salespeople to help, close the transaction completed.
7. Connect reality check - not the most sales consultant.
Their sales staff are still convinced that your customer is 'only'. Their salespeople think that your shoppers just start business because of what they hear at the beginning of the sale. "I'm not buying today, I want only your best price". This graduate of school new buyers are so compelling that your salespeople are not trying, even the close most of the time.
Their reality check - if you are depending on the old sales ideas and training, you compete not well today. Seller must qualified, flexible and professional in their sales presentations today. Or she will fail.
At the heart of 'How to' of the sales process to improve the shopping experience and increase your sales and profits to improve.
Contact me if I can help. Great success, Dave Dave Kemp, the car Motivator of the car sales manager.
Dave Kemp, car Motivator, President of the car Motivator sales training and leadership development - improve the shopping experience in the nation automobile showrooms. http://www.Automotivator.com Dave@Automotivator.com 1-800-668-0362
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