I wanted to share with my all my automotive friends this insight. It has been a long time since I have shared on DE. For those of you that have never have watched one of my videos or been part of my discussions I welcome you to this discussion. 

Back to Basics E-market

The majority of consumers that visit dealerships are filled with information overload..APR,Money Factor,Residual,blue book/MRM manheim, trade,invoice ETC... To the avarage salesman in this market it could be intimidating handling a normal consumer filled with "how to buy a car" typical E-Tips. This is where a majority of dealers will fail costing themselves gross profit. We need to train our sales professionals the basics. "Cars don't sell cars "Price doesn't sell cars" People sell cars" Every individual that is looking to buy a car is looking to be sold ! Why WHO where ?

Is this the right place? I am the right salesman ? Is this the right car ?  Even upper managment will some times feel they may loose a deal if they aren't low enough. I believe in an active desk, greeting all potential prospects will give you an overview of the deal and the individual as a buyer. Introduction to a manager is a key way to proceeding with the sale.  As much as we feel that our sales staff has done a propper job on fact-finding.(you may be shocked) Selection alternative is the save face technique, for instance customer is looking at a EX , show the LX first and also walk them by the used inventory. When it comes to the close, the EX may be too much. {{Saving face}} Even though the EX is too much the LX will work and the individual has already had an opportunity to view the features. The transaction will be much smoother and the decison will be much quicker. The basics are still the same and the customers are still human! TRAINING is key, prepare your staff to handle different obstacles,objections and offer solutions. Remember your the Sales Manager ! your input is not the same as the output of your salesman. Find TIME ! the more TIME you invest in your staff you invest in YOUR FUTURE. Good captain GREAT CREW "Bad Captain" Sunken SHIP! Sales Managers be ACTIVE, your part of the team. Be ready tp demo vehicles and close deals. As a manger "walk in their shoes" Your not a Judge your a leader. Lead by example and the rest is easy.

BE A USED CAR ROCK STAR

Walk your trades and Auction Purchases with your sales staff and service director. Missed items and reconditioning will cost you gross in the future. Having a constant line of communication with the sales team and a complete understanding of a USED PIPELINE will increase your used volume and gross. 1 owner, local customer etc are key selling points in the future sale.

7 steps to 8

1) Build Value in yourself,dealer,brand, Family,school,location,hobbies?? ETC...Intro service/parts

2) Fact finding ( the type of vehicle currently owned, features,likes,dislikes. The Lein Holder?? Who are you currently making your payments too. This will give you an idea of the history of CREDIT

3) Demo (Before desking a drive should have taken place) No excuses... You will be supprised the number of write ups with out a Demo

4) trial close ( is this the right vehicle for you? While your here I am happy to provide you with all the information you need to make a well informed decison.

5) write up  A B C pencil  term 48,60,72 or lease? different scenarios with down payment

6) close

7) Intro to FI and Service ...

8) Delivery