Prepare your dealership by sharpening up on these four processes before the tides turn.
While some people have more raw talent and people skills than others, no one starts as a perfect salesperson; therefore, it’s your job as a dealer and as a leader to train, grow and utilize your salespeople’s abilities!
Dealer Panel: What’s One Habit That One of Your Salespeople Has That Inspires or Produces Great Results?
Our Dealer Panel gives voice to dealers, GMs and sales professionals to share their experiences — sales techniques, new technology and ways to motivate staff — giving our readers the benefit of learning from their peers.
Dealers are struggling to fill sales positions, according to the NADA 2018 Dealership Workforce Study. Total sales consultant turnover is at 80 percent, and hiring efficiency is 46 percent, which means dealers need two new hires to find the right sales consultant. Additionally, 42 percent of sales consultant terminations happen within the first 90 days.
Sales is an occupation that, in general, has a higher turnover than most other occupations. This is largely due to the tough learning curve and competitive nature of selling. Not surprisingly, the industry with one of the fastest turnarounds is automotive sales.
Train them on how to sell, and them compensate them based on their efforts. Remember, if a good salesperson wants a pay raise he simply looks in the mirror and asks for one.
Here’s a secret — it’s easier than you think. All it takes is a shift in perspective, and the way opens right up. Here are four attitudes that add up to a great salesperson without scaring off your prospects.
Salespeople will only become obsolete if they refuse to adapt and interact with customers the way that they expect.
Analyze your fixed operations marketing plan to see how you compare with these strategies. Make the commitment to support your service advisors so you can keep those customers coming back.
It’s time to make the investment in accessory technology that engages the customer and streamlines the sales process. It’s time to get serious about following through on such investments three, six and 12 months down the road.
Bill Wittenmyer of ELEAD1ONE on the benefits of the “80/20” Rule of selling, and why going for the close can be a mistake. elead-crm.com