It’s the People Business – Get Involved!!!

Sales Process

Meet & Greet:

  • Do this with great excitement.
  • Make people feel really good about being here.

Service Walk:

  • Introduce the customer to the cashier and the writers.
  • Walk with them back to detail.
  • Ask them how their past experiences have been.
  • Ask how they feel about being here.
  • Ask how they would like to put this deal together

Waiting Area:

  • Offer refreshments, popcorn and all the amenities.

Sit and Write Up:

  • Get the customer profile
  • Get the trade-in info - repair and accident info.

Appraisal Walk:

  • Manager, customer and sales person.
  • We will have fun, getting to know each other and gathering more info.

Walk Around:

  • Everyone gets involved, lights, camera, action.
  • Be the star. Have fun with your customer.

Demo Drive:

  • Make it a great ride, have fun, get pumped up.
  • Ask closing questions.
    • “Can you see this vehicle in your driveway?”
    • “How enjoyable is this ride?”
    • “Doesn’t this vehicle handle great?”
  • Remember: People sell the product… SELL/CLOSE. Repeat this SELL/CLOSE.

Close the Deal:

  • Word tracks!!! Practice them
    • Direct your customer; “We are going to go inside and make this happen!”
    • “This is going to be great; we will finish this in less than 5 minutes. Aren’t you excited?”

Start-to-finish… 30 minutes!!!

Practice. Practice. Practice. The only way to grow is to keep learning.

Remember: When you are ripe, you start to deteriorate. When you are green you grow!!!

Stay green my friends!!!

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Comment by Tony Provost on August 26, 2011 at 10:51am
stephanie- Use this road map anytime, it is the start of "The Raving Fan"!!.
Comment by Stephanie Young on August 26, 2011 at 10:37am
Great road map for making a transition from treating people like a number and treating them like people.
Comment by Tony Provost on August 26, 2011 at 10:24am
Melanie- It is absolutely wonderful, when people get something positive, from your thoughts. It is a true motivator for me, to think and write more, so others can benefit. thanks for the support.
Comment by Tony Provost on August 26, 2011 at 9:58am
dE-thank all of you for the ongoing inspiration and support!! Your company is truly an asset for the car industry!!!
Comment by Tony Provost on August 26, 2011 at 9:40am
Rick, How are you doing in sunny FLORIDA? Thanks for the confidence and the inspiring motivation!! Love to hear from you. You have a fantastic weekend!!
Comment by Rick Williams on August 26, 2011 at 9:35am
All the greats practice everyday.....they love what they do and their customers/fans see the difference .......No brag just fact.....A Raving Fan, Rick ....have a good weekend Tony
Comment by Tony Provost on August 26, 2011 at 9:28am
Richard- Hope all is well in Atlanta. Thanks for the support! Have a great close to your month! Tell the EASYCARE people I was asking about them!
Comment by Tony Provost on August 26, 2011 at 8:31am
Jerry- YOU are the man!!! thanks for the support.
Comment by Tony Provost on August 26, 2011 at 8:28am
Jim- their it is. YOU are now the 'BIG-SHOW of dE! I love it!!! Have a great day!
Comment by Jim Kristoff on August 26, 2011 at 8:15am

Great blog Tony!

 

The bigger the show.....the bigger the dough!!!

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