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More Sales from the Service Lounge

Is one of your best customers sitting in your service department lounge right now? Many vehicle salespeople will answer: "uh I dunno - why?"

The fact is that many sales consultants don't make use of the CRM tools they have at their disposal to nurture their previous customers, increase loyalty, increase retention, shorten trade cycles, and increase sales today.

Goals for 2020?

I don't know how many sales and management related magazines, newsletters, and e-zines you subscribe to but if you are a sales professional I'm betting it is 4 or more. Every year at this time the authors of these sales resources write articles about the importance of goal setting and strategies to make sure you achieve your goals.

Cost of Ownership Part 3

The ability to explain the concept of cost of ownership is a skill that every successful sales consultant needs. It has been often said that people buy with emotion but pay with logic.
Helping a client make a positive buying decision means that we sometimes need to walk them through a logical cost of ownership discussion to:
 
• Resolve a price objection
• Make them comfortable paying more for a better product or
• Help the procrastinator make a decision to buy now
 

Cost of Ownership Part 2

The ability to explain the concept of cost of ownership is a skill that every successful sales consultant needs. It has been often said that people buy with emotion but pay with logic.
Helping a client make a positive buying decision means that we sometimes need to walk them through a logical cost of ownership discussion to:
 
• Resolve a price objection
• Make them comfortable paying more for a better product or
• Help the procrastinator make a decision to buy now
 

Cost Of Ownership - Part 1

The ability to explain the concept of cost of ownership is a skill that every successful sales consultant needs. It has been often said that people buy with emotion but pay with logic.
Helping a client make a positive buying decision means that we sometimes need to walk them through a logical cost of ownership discussion to:
 
• Resolve a price objection
• Make them comfortable paying more for a better product or
• Help the procrastinator make a decision to buy now
 

Strategy Execution Achievement

Every sales manager has goals. They are usually imposed on us from external sources like the manufacturer, our dealer principal, or general manager. These goals are highly visible, the data is readily available, and we are held responsible if we either hit them or not. Examples of these goals might be monthly sales volume or departmental gross profit.
 

Leadership or Self-serve?

In the face of a mountain of research on the modern automotive shopper, no one is going to deny that shopping patterns have changed:
 
• Buyers research online and self-serve themselves farther than ever towards a buying decision - before they contact or visit us
• Buyers have a wealth of information and shopping tools at their disposal - even on their phone
• Buyers are visiting fewer dealerships before making a purchase
 

Good Times Make Bad Habits

Who turned off the tap? We see in many markets a dramatic reduction in walk-in traffic. In some cases this is just a continuation of the pattern of highly researched shoppers who are shortening the list of brands or dealerships they will visit to 1-2. Other dealerships are in markets heavily impacted by economic shifts in the resource sector. Whatever the cause, salespeople suffer when traffic declines unless they have an effective and proactive strategy to create opportunities.