Do you have a sales process in place in your dealership? If you said “of course I do, Helmi”, go outside and ask the first salesperson you see to tell you what it is – step by step. If they answer correctly, ask them which step is their greatest strength and which step they are currently working to improve.
Having a sales process is like having a playbook in football. When all of your players understand the plays and are working to improve in each area, your team will win. It’s that simple and it’s that effective.
If you don’t have a sales process in place, create one today. Teach your people to follow every step and don’t allow excuses or exceptions. Provide interesting, valuable and informative training that your salespeople will enjoy. Become a hero by helping your team increase their income by 50% or more in 90 days.
Need some help? Here’s my “No Fail” Sales Process that we teach in our Sub Prime Finance Boot Camp and In-House programs for Dealers and General Managers. To learn more about each step, subscribe to my Blog as I will be adding new and fresh content regularly!
Step 1 - Meet and greet
Step 2 - Qualify wants & needs / build rapport
Step 3 - Touch base with the desk
Step 4 -Vehicle selection
Step 5 - Presentation
Step 6 - Demonstration
Step 7 - Service drive presentation
Step 8 - Reestablish salesperson / customer relationship
Step 9 - Work the deal
Step 10 - Close the deal
Step 11 - 30 – 3 – 10 follow up
Step 12 - Sharpen the saw
Have a great day,
Helmi Felfel
