Even after online research, consumers want to learn firsthand about a vehicle and take it for a test drive before making a decision, regardless of the brand. What’s this mean for dealerships? It means going back to and sticking to the basics.
Followup. It’s an essential part of the sales process that often is overlooked. By following a few guidelines and creating personalized emails that extend your relationships, you will convey your enthusiasm, professionalism and sincerity in your communication — and, of course, close more business.
Salespeople need to know the product. They must embrace this and focus on creating an exceptional experience for the customer, letting them try out the product, and helping them buy.
A manager’s job is to work with each person to determine what success means so they can contribute to the performance of the organization.
Working at the speed of change is not an option. Unless you and your business can adapt, you may be left behind.
Accountability, communication, comprehension and consistency, when taken to heart and applied by dealership management, truly are the four most important words in achieving excellence.
Even with a plan in place, the process of improving doesn’t happen automatically. When managers build a finely tuned team through goal setting, training, educating and coaching, they will put the business on the road to success.
People return to purchase or purchase again because salespeople took the time to build a relationship, which includes selling the customer on the dealership.
Salespeople will only become obsolete if they refuse to adapt and interact with customers the way that they expect.
Each day, new tricks, techniques and magic formulas seem to crop up, all designed to make selling easy. Let’s face it: These are mostly gimmicks. There is no “silver bullet.” But there are three essential basics that must happen in order to sell anything.
Building a relationship built on trust and confidence makes buying from you easier from every prospect you cultivate.
In our experience, the management at those companies follows most of these practices. And, while there is no “silver bullet” or guarantee, we’ve seen these companies succeed in the hardest of times.