If it ain’t broke don’t fix it. The sales process works, it's the people that are broken!
The automotive sales process is collaboration between the buyer and the seller. The buyer provides their needs and means, the seller provides a product, which best delivers to the buyer’s intersection of desire and capability. It’s simple and when a sale takes place it has occurred. There is no way to change this process nor is their any reason to. In my mind this is the single point that causes so many problems and such epic quantities of wasted dealership money.
If it ain’t broke don’t fix it. The sales process works, its the people that are broken!
Of course the process works; my description above infers an honestly engaged buyer and a seller intending to serve their customers needs. Perfect, but not every time; more often than not, the seller wants a larger profit and the buyer wants more for less.
So if a collaborative process is a pre-requisite for a sale and the only control you have is on the motivations of your salesperson what are you doing to facilitate the requirements of the sale?
<Disclosure> I am no longer a dealership employee; my perspective and opinions are based on my ten glorious years as a sales person, finance person, sales manager and finance director and are mine alone.
Replies to This Discussion
-
Permalink Reply by Mike Stoner on
-
The process may not be broken but is in need of some major adjustment in most stores.
The customer has been saying for many years they do not like the process as it is practiced in the majority of stores. When the process is adjusted to align with what the customer wants to see as a process results like this GSM talks about happen and they happen instantly.
-
Permalink Reply by Tony Troussov on
-
Internet has changed the way people research, shop and buy cars. The Gen X and Gen Y are way different than Boomers (no offense boomer friends) in terms of buying and negotiating. Consumers are getting less and less loyal and more and more demanding. The profit margins are shrinking and cost of running the store is rising. What are you doing about those changes? In most cases you have two to three guys in your store who are rock stars, the rest of your sales force is less than mediocre. What is you plan?
There is a better way. Creating a new type of dealership, where you have a different type of sales culture. A dealership which attracts Gen Y and females as a sales force. A place where employees feel appreciated and cared for, where a customer is not threatened by "car guys" ploys and "shifty games". A transperency haven. A dream??? No, this is a reality!!!
Change your sales philosophy and watch what type of employees you will attract. I have been part of Negotiation Free Sales dealer group for the past 9 years. Switching to "Best Price First" philosophy was the best thing ever happened to us. Customer retention is up, employee satisfaction is up, profits are up in every department, insurance cost is down, advertising budget is down, volume is up! It can be done!
If you have questions, call me 612-804-1706
-
Permalink Reply by FusionZone Automotive on
-
Absolutely true. It all starts with Attitude and Committment on the part of the employee. The business is not simple but not easy business. Way too much negativity on everyone's part. But, when done well and all gears are running smoothly, it is a thing of beauty.
© 2024 Created by DealerELITE.
Powered by
