Sales Training re: Qualification process
Holding a training meeting for our 40 member staff of Salespeople in 4 days. The staff ranges from the 1 week rookie to the 20 yr Pro who hasn't taken a floor customer in years.....any suggestions for an effective 20 min meeting that will help us make sure everyone is staying on 'relatively' the same path?
Thanks
Replies to This Discussion
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Permalink Reply by Jason McIntosh "Jmac" on
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Wow! This is a HOT BUTTON for me!
As a trainer, I send my new recruits on what I call a "Life changing" homework assignment... After just 1 day of training when that assignment is completed their confidence level is through the roof!
Besides the obvious.. lack of professionalism starting with the greeting,no presentation, T.O., Demo...
The biggest step skipped is exactly that!! The interview... which we know sets the tone for maintaining control and ensuring we are on the right vehicle or vehicles to begin with. Every consumer including ourselves want to save Time, Money, & Hassle. Too many customers leave the dealership no more informed than they came in... thus not presenting them anything to make a decision on... Pure waste of time!
I found a customer doesn't always know what they want or can afford... a common question I have found left out is what are the back up plans and what else are they considering? On my YouTube channels I have extensive videos of these such homework assignments... the link is on my page! Great tool!
A clear interview does need to be spelled out but more importantly the salesperson and the customer needs to know why they are doing it in the first place...
I would actually suggest having a few people doing this shopping assignment... A seasoned vet and a newbie.Obviously you will not
have time to hear 40 stories... But the 2, 3 or 4 you do will be priceless and very educational! What the sales professional they shopped did right, what they did wrong, and what would your staff of done different! Awesome training!
If we do not conduct an interview we give customer control of the sales process... may as well have a self checkout! and we know what would happen there: ring out at retail for trade & wholesale for vehicle they are purchasing!
Steve I believe your staff by what was encounterd will have a better feel for the real purpose of qualification proceess is. Also it isn't a bad thing to know what the competition is doing. I am pretty certain we all know what questions make up a proper interview but the value when conducted is far more beneficial...
Trust and rapport built... Common ground discovered... Peace of mind... Confidence... Control... Value and on and on...
Would love to hear the outcome... Thats a meeting I would love to see!
Hope that helps
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Permalink Reply by Tobias Sedillos on
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Steve,
It says a lot about you that you I willing to take an extra step to bring value to those that you work with. The following blog may give you some suggestions about some information that will be relevant for all of those in attendance:
http://www.dealerelite.net/profiles/blogs/the-new-steps-to-the-sale...
Wishing you the very best,
Tobias Sedillos
303-827-4785
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