Why do some managers think some steps of a sale are more important than others?
Every dealership I train in the manager has a major problem if the salesman doesn't do a demo or T'O'. To me the other steps of a sale are just as important. A great meet and greet, million dollar walk around and a service walk are just as important . Why is this accepted in a lot of stores?
Replies to This Discussion
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Permalink Reply by Bill Goodfriend on -
Simple answer Fran. So many Mgr's today are tuned into the technilogical age that they have lost the art of the basics. Some like to use the term old school vs. new school whatever that means. But there are 5 golden rules in the sales process that will never change. The technology and psychology and what not change, but that's what will always & forever be the difference between the average sales person wrapped in the same brown paper packaging as opposed to those that pride themselves on being a true sales professional. The same principles that applied in the 70's vs. today are the same. The advertising may be different, the approach may be different, and the results may be different. If those that do not know the 5 principles of the sales process are running the business it's doomed to fail. In order to sustain any kind of success it must be understood that there are certain things that must be adhered to and stay consistent.
I will not be at NADA this year Fran, but I truly hope to meet you personally perhaps at next years convention. You and I share alot of like opinions and views. I saw one of your video's that Craig posted from the Automax Convention and I loved your comment 'thumbsucking babies'. I was already pumped today but it actually added a spark to my day to push me just a little bit further even though it's a sleeper week. I think we just may be kindered souls. Great Post! I wish you & yours a wonderful and very happy Thanksgiving!
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Permalink Reply by Fran Taylor on
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Thank you so much Mr Goodfriend. I wish the same to you as well. I had a manager call me and told me this. He asked how do you fix this one? The two biggest problems is with the owners son and a guy that has been with the dealer since they opened 11 years ago. He has only been there for two years. Sure makes it tough when all are not on the same page and aren't allowed to do anything about it. Thank you sir.
Bill Goodfriend said:Simple answer Fran. So many Mgr's today are tuned into the technilogical age that they have lost the art of the basics. Some like to use the term old school vs. new school whatever that means. But there are 5 golden rules in the sales process that will never change. The technology and psychology and what not change, but that's what will always & forever be the difference between the average sales person wrapped in the same brown paper packaging as opposed to those that pride themselves on being a true sales professional. The same principles that applied in the 70's vs. today are the same. The advertising may be different, the approach may be different, and the results may be different. If those that do not know the 5 principles of the sales process are running the business it's doomed to fail. In order to sustain any kind of success it must be understood that there are certain things that must be adhered to and stay consistent.
I will not be at NADA this year Fran, but I truly hope to meet you personally perhaps at next years convention. You and I share alot of like opinions and views. I saw one of your video's that Craig posted from the Automax Convention and I loved your comment 'thumbsucking babies'. I was already pumped today but it actually added a spark to my day to push me just a little bit further even though it's a sleeper week. I think we just may be kindered souls. Great Post! I wish you & yours a wonderful and very happy Thanksgiving!
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Permalink Reply by Joe Brunner on
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I think the most important step to the sale is the one that you are on! And the most important step in a lost sale is usually the one that you "skipped"! First impression to me is a huge step that is overlooked. It's what people think of you before words are spoken. If you can't master this step, you are done before you even say hello! Great post Fran.
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You are right on that one Mr. Brunner. If people see a smiling manager that is kind and shows he is trying to help is so important and it will make the sale go easy.. It is the manager who controlls the sale. If a salesman skipped a step the manager should make them go back and do it or it will cost you money. Here is where an owner must back the manager 100% or it is very hard to manage. Thank you.
Joe Brunner said:I think the most important step to the sale is the one that you are on! And the most important step in a lost sale is usually the one that you "skipped"! First impression to me is a huge step that is overlooked. It's what people think of you before words are spoken. If you can't master this step, you are done before you even say hello! Great post Fran.
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