Our guest blogger today is Timm Cuzzo. Tim is the COO at The Next Up.
Put Test Drives Back in the Mix with Geo-Fencing
As more online researchers hit dealership lots ready to buy, the industry as a whole has seen a steep decline in test drives. Many salespeople assume a customer is already sold, so they don't insist on "feeling the wheel." But skipping this crucial step means salespeople are missing the biggest value-add available. A test drive is the one step that will never physically take place online, and it's a game-changer. The fact is that test drives simply sell more vehicles; that's why forward-thinking dealers are adding geo-fencing apps to their salespersons' mobile devices. These apps track and collect test drive data to hold salespeople accountable, enable sales managers to proactively help close more deals, and identify patterns that can lead to more sales.