Whether you are teeing off on the way to a 300+ yard drive or you hit a baseball deep to center field 420 feet. It took seeing where the ball will go before even swinging, it took practice in order to hit the ball straight toward the area you wanted it to land and it takes a continued commitment toward training to become better each and every day.

In our industry a lot of sales consultants and managers rely on luck rather than perusing their wants and desirers through dedication, persistence and hard work. So how do you turn an “Up bus waiter into an up bus driver?” First, it takes a management staff that is willing to move from their seats and become a part of the training solution rather than the lack of training commitment. Secondly, it takes on-going consistency to follow up with and follow through with the staff, which shows leading by example. Thirdly, it takes a sales consultant that is eager to learn or relearn a process that is far more dedicated than only taking lot ups and phone calls. Here are some examples on how to teach your staff on how to gain and maintain your clients for many years to come and keep your sales staff in the driver’s seat of the up bus.

• Sales staff members are to not only to schedule first service appointments but to become a liaison between the client and the dealership scheduling every service appointment.
• Sales staff must follow up with every sold client and re-deliver the vehicle if the client does not completely understand ALL functions.
• Sales staff must continually be more Pro-Active rather than Reactive. They must attend local events not only promoting the dealership but also promoting themselves. They should call upon a successful professional in the area such as a realtor or insurance agent and set up a lunch which the sales member will pay for and pick the brain of that professional in areas such as marketing, advertising and possible referrals. They may also offer the realtor a vehicle to drive to their next showing. This way you get the realtor and the potential client looking at the vehicle.
• Managers must meet with each sales consultant EVERY DAY and do one on one’s with them discussing opportunities gained and missed opportunities.  This is also a great opportunity to give praise or re-direct if need be.
• Managers must also meet with the Business Managers each day and discuss previous day’s business and also upcoming appointments for the day.
• Managers MUST every morning conduct a save-a-deal meeting with the entire staff.

Above are just a very few examples of how to help you hit for distance. Would you rather have a 300+ yard drive or a worm burner? The choice and responsibility is completely yours.

If you would like to get some more ideas or learn more, contact me at dealerslice@gmail.com or call me directly on my cellular at 419-706-5770.

“Opportunity is missed by most people because it is dressed in overalls and looks like work” – Thomas Edison