No Reason for Sales Team Anxiety When Implementing a Digital Solution - AutoSuccessOnline

No Reason for Sales Team Anxiety When Implementing a Digital Solution

The digital revolution is a paradigm shift that cannot be ignored. Here are six tips to help steer your sales team into a digital retailing comfort zone. 

The digital revolution arrived a long time ago and is finally sweeping over the nation’s dealerships. Sales representatives will have many questions and even a little angst about how this new sales tool will boost their sales performance.

Yes, this is a paradigm shift, and for some it’s a bigger shift than for others. It is a reality that cannot be ignored. Those who see the advantages sooner will reap the rewards sooner. To help steer your sales team into a comfort zone with digital retailing, here are six tips to consider.

1. Encourage your team members to engage their customers with your digital retailing solution. Assure the sales team that your solution is going to streamline the sales process and improve customer satisfaction (by saving time in the store) and drive more sales.

2. At sales meetings, review digital-retail accounts (leads) and identify the inventory that is getting the most activity. Give the sales team additional insight into what consumers are shopping for. Make communicating about digital retailing a daily essential.

3. Make sure your BDC team has a clear process on how to route digital retail customers. It’s important to recognize the perspective of the digital-retail customer and to treat them differently than the typical BDC lead. Reinforce to your team members that consumers who are in the digital-retailing pipeline are more than leads. Many already have their trade-in and credit application completed and are closing in on a purchase.

4. Provide exceptional training on the new digital retailing solution. Explain the overall sales strategy. Your sales team needs to know the ins-and-outs of the online sales process so members can confidently assist buyers on their journey.

5. Emphasize the importance of making clear notes in CRM so the appropriate credit is allocated when the consumer completes their deal online.  Remember, WebBuy allows shoppers to complete the deal all online — or start the process online and finish the transaction at the dealership on their digital device or the dealership’s device set to “showroom mode.”

6. Have fun! Incentivize the sales team with a spiff for all customers who start on the digital retailing solution and then interact with the showroom in person, or via phone or BDC.  It is important to reward team members for helping buyers through the process. Remember — the dealership maintains control of all facets of pricing, appraisals, accessorizing, F&I profitability, etc.

Millennials are demanding a self-directed, transparent, “Amazon-like” experience when buying a new car. Sales teams that understand and embrace the opportunities of a digital retailing solution will see great success serving a new group of customers they’ve never done business with before.

Greg Kelly, WebBuy Training and Optimization Manager

You May Also Like

How to Boost Appointment Conversions with Positive First Impressions

It’s crucial to equip your staff with effective phone handling strategies that can make a lasting impression and persuade callers to choose your dealership.

Your dealership only has seven seconds to make a positive first impression with potential buyers. Oftentimes, a first impression is made before your leads walk through your doors. Prospective buyers typically invest a significant amount of time conducting research and reaching out to different stores to determine where they’d like to purchase their vehicle. Therefore, it becomes crucial to equip your staff with effective phone handling strategies that can make a lasting impression and persuade callers to choose your dealership. By implementing these proven strategies, you can help your dealership stand out against the competition and greatly enhance customer experience.

Why Data Security Must Be a Priority in Today’s Automotive Retail Market

Dealers who gain a better understanding of data security and how data relates to industry trends will ultimately find themselves in a better position to achieve long-term goals.

The Digital Dilemma: How to Rethink Sales and Delivery to Drive a Successful Car Buying Future

By taking the right steps, traditional car dealers can still compete, win and flourish, even as digital sales become more prolific.

Revolutionizing Auto Service: How Digital Tools Are Transforming the Auto Dealership Landscape

Remote diagnostics, over-the-air updates, faster service appointments and less vehicle downtime all represent the emerging reality of remote automotive services.

147,348 Reasons Why Customer Experience & Dealership Loyalty Matter – The Power of a Point

That’s the annual average revenue increase a dealership can expect to realize by raising its customer satisfaction score by a single point.

Other Posts

Back to the Fundamentals of Selling, Post-COVID

Has your sales team gotten “COVID-lazy”? Here’s what you can do to turn them around.

In a Fickle Market, How Do We Continue Winning Customers for Life?

It is imperative to ask the right questions to find out what motivates your customers. Getting to know the customer means getting to know their needs and that benefits everyone. 

Alarming Number of Dealers Are Still Not Ready for This Year’s Safeguards Rule — Here’s What to Know

The ruling oversees how financial institutions protect consumer data, and dealerships must implement changes to protect their consumer data.

Before You Make a Video…

Here are a few tips for creating value proposition, service special or test-drive videos. With a little planning you can quickly produce high-quality videos for your dealership.

taking video of car with phone