New Car Sales
Share a nugget of information that will help the dE community. Please keep it to 2 sentences. Short and sweet!
Replies to This Discussion
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Permalink Reply by Steve Richards on -
Sell intelligently; today's informed and internet savvy doesn't buy into the old-fashioned sales rhetoric used by many managers and trainers. Intelligent selling makes use of logic, truth, and mathematics; not sales tricks.
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Permalink Reply by MANNY LUNA on
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Kill them with kindness!
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Permalink Reply by Bobby Compton on
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Earn trust, be a servant and make a life long friend.
It's that simple! B.C.
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Permalink Reply by Philip Zelinger on
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The Internet and social networking that has been nurtured by it has provided a leveraged resource to deliver a targeted marketing message to new vehicle buyers that has been used since the days of the horse and buggie -- referrals and customer satisfaction leading to customer retention -- but new technologies have taken social media to a new level . Put you customers to work for you with C2C messaging from the inside out of social networking communities vs. B2C marketing from the outside in and they will be your best sales people with the most verifiable R.O.I..
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Permalink Reply by Steve Richards on
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A survey released yesterday by Automotive News says customers don't care about what dealership they buy from and care even less about the sales person they purchase from. The article pointed out the incredibly small number of people who buy because of a sales person or the dealership “brand.” Sort of makes you wonder about the ROI coming from the CRM systems and is a terrible indictment of the relationship building skills/efforts of sales people.
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Permalink Reply by Agustin Vasquez Jr on
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The old road to the sale or steps how to sell have been short cutted by the Internet. Savvy buyers are now coming into our showroom floors at step four or six and our sales staff must be ready!
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Permalink Reply by Philip Zelinger on
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DISCLAIMER: This is a slef servinge sales message, however, since it addresses your point I will indiuulge myself. IntellaCar is a new vendor client of mine that has developed a mobile sales presentation/training platform that empowers a sales person to compete with today's educated consumers by delivering relevant information wherever and whenever a salesperson needs it to improve the customer experience and allow the salesperson to control the customer by providing them with credible third party information to earn their trust and their business; in that order!
Agustin Vasquez Jr said:The old road to the sale or steps how to sell have been short cutted by the Internet. Savvy buyers are now coming into our showroom floors at step four or six and our sales staff must be ready!
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Permalink Reply by Steve Richards on
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Philip, how do you respond when you feel like someone is trying to "control" you? IntellaCar may be a nice tool, but a sales person using it for the purpose of controlling the customer is going fail miserably. And the customer experience is going to be as offensive as it's always been. You've perfectly illustrated how a 2010 tool used in a 1970 sales process is supposed to improve performance. It never has and it never will.
Philip Zelinger said:DISCLAIMER: This is a slef servinge sales message, however, since it addresses your point I will indiuulge myself. IntellaCar is a new vendor client of mine that has developed a mobile sales presentation/training platform that empowers a sales person to compete with today's educated consumers by delivering relevant information wherever and whenever a salesperson needs it to improve the customer experience and allow the salesperson to control the customer by providing them with credible third party information to earn their trust and their business; in that order!
Agustin Vasquez Jr said:The old road to the sale or steps how to sell have been short cutted by the Internet. Savvy buyers are now coming into our showroom floors at step four or six and our sales staff must be ready!
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Permalink Reply by Philip Zelinger on
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I agree, which is why IntellaCar serves simply as an information resource that is portable and organized to deliver information prioritized by the customer profile that the sales consultant enters based on the customers stated priorities. The SC can maneuver around the various steps to the sale -- qualifying to model and trim selections based on the customer's requested needs, feature/benefit, walk around, competitive comparisons, technical specifications (including videos for ease of explanation) etc. -- in any order that the customer requests with credible third party information to answer any question without having to run to a brochure or ask a manager. It's key role is to enhance the customer experience and empower the SC to keep up with today's more educated consumer. I have always trained my sales people that they must answer all customer's questions immediately and correctly to "control" the presentation. However, they don't need to know everything -- they simply need to know where to find out. Well, IntellaCar is an easy and portable way to find out using today's technology.
Steve Richards said:Philip, how do you respond when you feel like someone is trying to "control" you? IntellaCar may be a nice tool, but a sales person using it for the purpose of controlling the customer is going fail miserably. And the customer experience is going to be as offensive as it's always been. You've perfectly illustrated how a 2010 tool used in a 1970 sales process is supposed to improve performance. It never has and it never will.
Philip Zelinger said:DISCLAIMER: This is a slef servinge sales message, however, since it addresses your point I will indiuulge myself. IntellaCar is a new vendor client of mine that has developed a mobile sales presentation/training platform that empowers a sales person to compete with today's educated consumers by delivering relevant information wherever and whenever a salesperson needs it to improve the customer experience and allow the salesperson to control the customer by providing them with credible third party information to earn their trust and their business; in that order!
Agustin Vasquez Jr said:The old road to the sale or steps how to sell have been short cutted by the Internet. Savvy buyers are now coming into our showroom floors at step four or six and our sales staff must be ready!
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Permalink Reply by Steve Richards on
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Agustin, well put.
Agustin Vasquez Jr said:The old road to the sale or steps how to sell have been short cutted by the Internet. Savvy buyers are now coming into our showroom floors at step four or six and our sales staff must be ready!
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Permalink Reply by Steve Richards on
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Controlling the presentation makes sense; controlling the customer does not make sense. Thank you for the clarification.
Philip Zelinger said:I agree, which is why IntellaCar serves simply as an information resource that is portable and organized to deliver information prioritized by the customer profile that the sales consultant enters based on the customers stated priorities. The SC can maneuver around the various steps to the sale -- qualifying to model and trim selections based on the customer's requested needs, feature/benefit, walk around, competitive comparisons, technical specifications (including videos for ease of explanation) etc. -- in any order that the customer requests with credible third party information to answer any question without having to run to a brochure or ask a manager. It's key role is to enhance the customer experience and empower the SC to keep up with today's more educated consumer. I have always trained my sales people that they must answer all customer's questions immediately and correctly to "control" the presentation. However, they don't need to know everything -- they simply need to know where to find out. Well, IntellaCar is an easy and portable way to find out using today's technology.
Steve Richards said:Philip, how do you respond when you feel like someone is trying to "control" you? IntellaCar may be a nice tool, but a sales person using it for the purpose of controlling the customer is going fail miserably. And the customer experience is going to be as offensive as it's always been. You've perfectly illustrated how a 2010 tool used in a 1970 sales process is supposed to improve performance. It never has and it never will.
Philip Zelinger said:DISCLAIMER: This is a slef servinge sales message, however, since it addresses your point I will indiuulge myself. IntellaCar is a new vendor client of mine that has developed a mobile sales presentation/training platform that empowers a sales person to compete with today's educated consumers by delivering relevant information wherever and whenever a salesperson needs it to improve the customer experience and allow the salesperson to control the customer by providing them with credible third party information to earn their trust and their business; in that order!
Agustin Vasquez Jr said:The old road to the sale or steps how to sell have been short cutted by the Internet. Savvy buyers are now coming into our showroom floors at step four or six and our sales staff must be ready!
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Permalink Reply by Philip Zelinger on
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Service sells cars -- new or used -- so focus on fixed operations and your vehicle sales and customer retetention/satisfaction will climb along with your bottom line profits.
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