Your Company For: Selling more cars & automotive training
Start Learning Automotive
·Start Selling is a program that has been designed over the past 8 years through experience and can teach both salespeople and dealers how to increase sales in any market.
·Start Selling is a process that is designed around giving the salesperson the tools that they need to sell a car today, whether it is over the phone or from a fresh walk in. The process is designed around ASKING THE RIGHT QUESTIONS TO GET THE RIGHT RESPONCE TO GIVE THE SALES PERSON A POSITIVE OUTCOME, A SALE.
·It amazes methat Dealers and manufacturers spend combined millions of dollars a year on advertising, yet only about 20% of our sales force know how to handle an inquiry
·Most of our sales people are sat at a desk given a hand full of brochures and told Read these and when you see a customer go sell them a carand when they fail we say boy it is hard to get good sales staff and the process goes on, over and over again.
Start sellings Road to a sale Process
·These are the five steps to success. Check out my dealers current results last month. They achieved a closing ratio of 39.8% of their total walk in traffic. Start selling has a very unique set of word tracks designed around selling a car today, NOW
1.Selling Yourself
The first 30 seconds are the most important; if the customer doesn't like you will they buy from you? I have some techniques that are designed to get the customer talking.
Qualifying the customer into the right car is important, but if you ask the wrong questions you won't be able to find the right car, you may even qualify them out of buying a car. Most dealerships I talk to, managements biggest issue is that the sales team cannot qualify. My process gives the sales person quality questions that are designed to get quality answers from the customer.
Selecting the right caris a choices program based aroundgetting the customer settled on the car that they like, setting you up for the test drive. It is much easier to sell a customer a car that they like than to push them into something they don't.
2.Selling the Turnover/Referral
The importance of turnover/referral.
Human behaviour says that we will only ever get on with about 70% of the people that we meet. So what happens to the 30% of people that we don't get on with? In our situation, on a car yard our sales people tend to let the people go; maybe telling our managers that the customer was a wacker and definitely not a prospect to buy a car and probably didn't bother to even get the customers particulars. Teaching the sales people to turn these people over or refer them to the manager will help the dealership sell more cars.
3.Selling the Drive
Why do people need to test drive cars?
Out of the 100 random people that I have surveyed, when asked the question did you drive the car you currently own before you bought it, 95% answered yes. Therefore if 95% of people answered yes, that would have to mean that the test drive has to be a common denominator to the purchase of a new or used motor car.
Therefore out of 100 prospects if you test drove only 10 of them, how many chances do you have of selling them a car? Answer=10.
Now if you had 100 prospects and you test drove 70 of them how many chances do you have now? Answer = 70.
Most dealers that I work with before training have a test drive ratio of 30%,but by asking the right questions my process can increase your test drives to around 70%.More test drives more sales.
4.Selling the Car
Now that we are on the test drive we need to give the customer 10 reasons to buy the car. Selling features and benefits, installing value in the product, so that we can maximise gross profit.
5.Selling the Deal
What we now need to do is get 100% of our customers from the test drive to the salespersons desk, I have developed a process that will have the salesperson asking quality questions while on the test drive to allow this to happen. Once the customer is seated let's talk money, this negotiation workshop will give your sales people all the tools and techniques to close the sale and handle the most common objections like:
Im not ready to buy today!
How much will you give me for my trade?
The car is too expensive!
I've still got others to look at!
I'm going to go home and think about the purchase!
After our negotiation workshop your sales people will know how to handle these customers. Selling the car now, today!!!!!
Why NOW
·You will make the maximum profit before the customer shops.
·After the customer has left our dealership, let's say 10hrs later, how many dealers do you think that the customer has shopped?
·After 24hrs how many do you think they will have shopped?
·How confused is the customer after 48hrs?
·After 48hrs now how educated will they be on price and trade?
·Let's face facts, customers don't leave our dealerships and go home and watch Days of our lives, do they, NO!
·So how much will it cost you to get this customer back to your dealership tomorrow $$$$$$$$$$$$$$$$$$$$$$$$$$$$$ and lots of it.
A lot more than it will cost you to let me teach your sales people how not to let them go in the first place!!!
Dealership Results.Floor Traffic
Salesperson
Walk ins
Test Drives
Commit
Sales
%
Sold
Dealer 1
84
37
29
28
34.5%
Dealer 2
78
54
29
27
34.6%
Dealer 3
82
63
47
39
47.5%
Dealer 4
44
40
30
21
47.2%
Dealer 5
56
49
31
22
39.2%
Total/%
344
249/72
166/48
137/39
39.8%
Bench Mark
Percentage %
70%
50%
35%
+ 4%
This graph is self explanatory the focus is on getting a great result from the prospects that you receive.
These are some bench marks that I set with my teams and they are achievable if followed and managed. Teaching both salespeople and managers to become accountable
