Desking a Car Deal......

Who has desked 10 car deals or more at a time,and other than a lot of coffee,what are some of the key ingredients to insure Max # of deals and Max gross?

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Permalink Reply by Rick Bryant on February 3, 2011 at 10:54am
each car deal should be handeled exactly what we tell our sales people. The most important deal (customer) is the one in front of you. Stay focused on this deal and this salesman for the few minutes you are working it, then repeat, repeat, etc
Permalink Reply by Michael A. Tuno on February 3, 2011 at 11:01am
The key ingredient to maximizing the deal, front and back--the whole deal--is a properly trained sales force.  The Sales Management must continaully monitor, train on a effective process that hasn't changed in the car business in the last 26 years that I have been in it--and lastly holding people accountable.  Training sales people is not just a one time event, it is a continuous process that gets measured and then managed.  When this integral part of the "sales" process is done, bring on all the deals as there is less likely to be a need for any coffee or having a bottleneck at the desk.  So, the best question to ask is what sales process is followed and trained on by the sales managers--I hope that it is one based on what is important to the customer and not a "transactional" approach.
Permalink Reply by Glenn Wilkins on February 3, 2011 at 11:48am
Agreed....If you and your sales team arent in Synch then chaos will occur, including the flow into F&I.
Permalink Reply by David L Hoier on February 3, 2011 at 1:26pm
Leadership is the ability to appear calm amid choas.  As stated, all must be on the same page (continous training) and maintain a "flow", as all deals differ by customer and salesperson.  The key to successful desking is to treat all deals the same, differently.
Permalink Reply by Craig Lockerd on February 3, 2011 at 1:38pm
Would you all agree that "training" also happens at the desk...must be consistent message from training meetings,the process etc when the salespeople come to the desk with a customer and or situation.
Permalink Reply by David L Hoier on February 3, 2011 at 1:47pm
No question Craig, everyone has to be on the same "page", that way management knows what's been said and how it was presented.

Craig Lockerd said:
Would you all agree that "training" also happens at the desk...must be consistent message from training meetings,the process etc when the salespeople come to the desk with a customer and or situation.
Permalink Reply by Richard Emmons on February 3, 2011 at 3:19pm

The realty of this situation really comes down to several key things. ( when event sales were popular working 20 + at a time was common) Miss this and miss deals and gross... Every time!

1) The set up with all departments to be ready to do things the same way every time. People say every deal is different. I disagree.

2) Have all sales and T.O People use the same word track and be consistnant.

3) Keep the deals rolling fast and smooth. Slow pencils and long story's delays will costs deals & gross.

4) No skipping steps. No write up, No test drive, No service walk, No million dollar walk around No pencil. Send a T.O immediately. No delay.

5) Ask for all the money all the time, hold on the trade. This is when salespeople want you to get fast and cut deals. slow them down.

6) Get them in Dealertrack ASAP. You can not get gross if they can not get it all hawked. So this means early on get all the money down you can or you can close on a big gross and never get it approved or funded.

7) Never let the salespeople be the last person to talk to the potential buyer even if they said yes to everything signed the buyers order and gave their down payment. Lock them down with a new face to confirm everything before they go to F&I.

I know nothing here everyone does not know. The main thing that is toughest is to do all this every time. Skip some of this and we never will know why they walked or why the gross was low, you just will accept it after it is to late.

Permalink Reply by Richard Emmons on February 3, 2011 at 3:22pm
Yes sir Rick. Loose focus, loose the deal and all possibility of any gross.

Rick Bryant said:
each car deal should be handeled exactly what we tell our sales people. The most important deal (customer) is the one in front of you. Stay focused on this deal and this salesman for the few minutes you are working it, then repeat, repeat, etc
Permalink Reply by Richard Emmons on February 3, 2011 at 3:30pm
Right on Michael. I sure agree, Got to think of the customer,CSI and the dealer reputation during the entire process or we may get that deal and no service and referrals. So one big fat gross with out empathy for the customer can cost many future deals that no one would ever know they lost. Great Post Michael. I was stuck on getting the deal and big gross. You are 100% correct! To Quote you... "I hope that it is one based on what is important to the customer and not a "transactional" approach."
Michael A. Tuno said:
The key ingredient to maximizing the deal, front and back--the whole deal--is a properly trained sales force.  The Sales Management must continaully monitor, train on a effective process that hasn't changed in the car business in the last 26 years that I have been in it--and lastly holding people accountable.  Training sales people is not just a one time event, it is a continuous process that gets measured and then managed.  When this integral part of the "sales" process is done, bring on all the deals as there is less likely to be a need for any coffee or having a bottleneck at the desk.  So, the best question to ask is what sales process is followed and trained on by the sales managers--I hope that it is one based on what is important to the customer and not a "transactional" approach.
Permalink Reply by Richard Emmons on February 3, 2011 at 3:35pm
For sure Glenn. They may never get to F&I with any chaos. Then it will end up with no deal, no gross and a unhappy customer to never return or referrals.

Glenn Wilkins said:
Agreed....If you and your sales team arent in Synch then chaos will occur, including the flow into F&I.
Permalink Reply by Bob Gaber on February 3, 2011 at 6:48pm
It is all in the set and following the processes. That is why training is so important. Desking a deal is easy when there is value in the product. Doing a proper needs analysis and asking for the business before the client goes back into the showroom. Then we are only talking about the terms at which the deal will be done. The manager should never be involved in requalifying the client because the salesperson did not do their job. And besides, what manager would ever mind desking ten deals at once. :-) This means we are selling iron...
Permalink Reply by Bobby Compton on February 4, 2011 at 6:36am

Super Cool thread Craig! 

I have to agree with most opinions in regards to being on the same page, just like any other form of Team! As I came up in the business Desk Managers were extremely tough and some would ever belittle an unexperienced sales consultant. I vowed to never have the better than attitude or to knock a Sales Consultant for trying. 

My first experience as a Desk Manager was open floor, this meant that the sales consultants could bring the deals to whom ever they chose. In this environment a Desk Manager with the wrong attitude would starve. I think one key element is to follow the Sales Consultants money and to ensure that their commissions go up rather than down at the end of the day. When a Desk Manager earns the respect of the sales staff, he can then guide them to the promise land of more deals and higher gross... The key is to lead by example until they are well trained to do it them selves...

 

Awesome topic once again by team AutoMax, setting the bar for team work!!!! 

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