Then What?

What is:           $20,000,000,000+?

That is the amount of money the automotive industry spends a year on advertising getting people into the dealership, to talk with a salesperson and sell millions of vehicles in the same year!

When I started we sold about 28% of walk-in traffic now the dealer only sells 15% of walk-in traffic. It seams to me the only one that is doing better is the advertising industry.

What is:           Gone in 30-Seconds?

That is about how long it takes a traditional salesperson to chase 4 out of every 5 of those very expensive customers from your dealership!

Why?

Let us look at the Vehicle Buying Cycle. (The Customers Thought Process.)

Approximately 87% of customers made the decision to buy before they left home.

1. The first question is which brand or brands of vehicle should we buy?
   1. National Brand advertising from the manufacturer.
   2. And/Or your local dealer groups advertising is a major factor in this decision.
2. Where to buy the vehicle of choice? (You Control this Decision.)
   1. Your Local Advertising helps with this decision.
   2. Your Location helps with this decision.
   3. Your Reputation helps with this decision.
   4. The Customer’s Friend’s, Family or past experience helps with this decision.

Advertising, Research and Reputation will determine your customers’ choice. Once the customer has decided on which brands, they next decide on which dealerships to visit.

Therefore, the customer has decided to purchase the brand you have at your dealership next the customer chooses which dealerships to shop and compare. (The average customer shops 3.1 dealerships before purchasing.) What is the customer comparing?

Location – Reputation – Inventory – Service Facility – Sales Facility

Greeting – Helpfulness – Concern for the Customer (Investigating the customers Wants, Needs and Desires) – Presentation – Value – Money

That is what they say! However, the truth is, people buy with emotion and justify with logic. People buy from People not your building or your company.

What is the real Reason the Customer Buys or Not?

Approximately 77% of customers buy from you because they feel comfortable and respect Your Salespeople.

Yet 4 out of 5 leave with out buying. Why?

Because they haven’t found a salesperson that they feel comfortable with.

Increase sales; treat everyone with Deep Respect & Appreciation.