NO PRESSURE SELLING?
I absolutely support that non pressure selling or integrity sales is the way to bring the customer coming back for more that you don't have to break laws to break records but how many key managers really see it this way?
Why do managers insist on allowing transactions to go into finance without disclosing the key terms such as sales price or trade amounts? (lease transactions are seldom disclosed with sales price and trade amounts prior to the transaction going into finance) Why do transactions continue to go into finance with payments that are quoted inaccurately under water by 30.00 or not at all or based on tiers that just don't exist? Why do we continue to send a transaction into finance without a buyers agreement completed (with all the buying numbers) with a signature from the customer and sales manager? Why does the dealer support box closing today when we all know that it creates high pressure selling tactic's? Unless we agree that compliance integrity sales begins with the meet and greet we are all in for an uphill battle. If you send a transaction into finance that is not complete that a four square was penciled without proper disclosure or you don't engage in the interview process do you really expect that finance execute a fully disclosed menu presentation- "really"? Integrity sales is a store wide culture it doesn't begin in finance!
Integrated floor philosophy is the key to a successful sales campaign that breeds integrity on the floor. You can not manage what you don't know! Designating inter-departmental ideas cripples growth among the troops!
Replies to This Discussion
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Permalink Reply by Matthew J. Cisneros on
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well said rebecca. It is amazing that there are still people that do not disclose properly, I guess they always believe its the other guy that gets dragged into court.
Our business in my humble opinion is entirely relationship based, the internet is great, and we all need to have an active presence to remain competetive, however it still boils down to forming a relationship with the customer built on trust and respect to be successful.
Training, training, training is the answer. The more knowledge a sales team has the more effective they will be, how many dealerships train on body language, personality traits, effective communication, etc.? Probably not many.
We should all remain students of our profession, hear and respect all ideas and concepts. I wish everyone the best, and happy selling.
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Permalink Reply by Rebecca Chernek on
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Matthew the bottom line is that many dealers would be astounded to learn that the software menu systems they have in place are useless in reducing their chance of a law suit simply because the base payment or pertinent buying information has been deleted. When the F&I manager deletes the base payment on the menu or when the disclosure doesn't match the contract... you have nothing! I just can't get over the lack of controls in dealerships today especially with the mountains of information available. Get out from under a rock and realize its the 21st century that the customer is a whole lot smarter then they ever used to be! When you have inconsistent practices and lack of support from one department to the next you can't manage what you don't know! All managers must work together in unison to support integrity sales and do a better job bridging the gap between the sales and finance department. BOX CLOSES ARE HIGH PRESSURE TACTICS! Compliance does not begin in finance it begins with the meet and greet.
Matthew J. Cisneros said:well said rebecca. It is amazing that there are still people that do not disclose properly, I guess they always believe its the other guy that gets dragged into court.
Our business in my humble opinion is entirely relationship based, the internet is great, and we all need to have an active presence to remain competetive, however it still boils down to forming a relationship with the customer built on trust and respect to be successful.
Training, training, training is the answer. The more knowledge a sales team has the more effective they will be, how many dealerships train on body language, personality traits, effective communication, etc.? Probably not many.
We should all remain students of our profession, hear and respect all ideas and concepts. I wish everyone the best, and happy selling.
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