2010 10 step road to a sale

2010 10 step Road to a Sale Larry Bruce Founder / President / CEO MicrositesByU

Meet & Greet NOW Engage & Convert The first rule “I want what I want” Most of the time you or your web properties are engaging the customer online there are 2 things they want 1. Do you have the car I want 2. What is it going to cost me You must answer these 2 questions or you will not convert

Establish Common Ground NOW Responsiveness The second rule “when I want it” which is NOW. Time is currency now, your customer has far less of it and would rather you respect their time than to be your friend. The Common Ground part of this equation is established once the customer has decided that you are someone who respects their time and worth considering in the buying process. They will look to research you and your dealership through social media and review sites on their time.

Honestly, quickly Select a vehicle NOW answer questions People look for a car first and a dealership second, then they seek to disqualify salespeople they talk to who won’t answer their questions. By the time the customer is talking with you they already know what they want to buy, you’re are not helping them select a vehicle, you’re helping them buy the one they want.

Present the price & Present the vehicle NOW offer choice The customer already knows what they want to buy and a walk around is of little value to them. By this time it is almost your deal to lose. One of the best things you can do at this point is offer choices the customer may want to take advantage of that benefit them.

Steamline the Drive the vehicle NOW purchase process A tried and true old saying “A customer who won’t drive your car won’t buy your car” was an absolute truth until a few years ago. Time, ratings and review have eliminated this need now the customer just wants you to streamline this process if I don’t want to come to your dealership don’t make me, if I do have to make it quick in – and – out in 90 minutes or less.

Inspect and drive The Virtual Trade the trade NOW Appraisal The most friction in the deal comes in the trade appraisal. Have a transparent process and form a customer can see exactly how you got your figure. Use Kelly Blue Book not because their better just because they are better known. Don’t make the customer come to you do it with pictures over email. Eliminate the friction.

Write & negotiate Clear pricing no the deal NOW brain damage Bottom line we are quickly moving to a one price world, you don’t have to like it but you know how the saying goes. Get over it and get with it. Offer a 30 day money back guarantee. Be clear with all the pricing and finance contracts and eliminate the brain damage, in the end you’ll be better off for it.

Introduction to Service NOW Dealership Value This is where lifetime customers are created. If they can take advantage of your service department then make their first service appointment for them. Enroll them in your online scheduler, walk them through it online. Make sure they have all the contact and blog info for the service department.

Introduction to Payment options on finance NOW the customer’s terms This is the “way I want it” part. I get to choose how I will pay, let me see your options online first and then I will do what research I want to find the payment option that suits me best.

Deliver the vehicle NOW Delivery options This is the “way I want it” part. I get to choose how I will take delivery come to you or you come to me.

2010 10 step Road to a Sale Larry Bruce Founder / President / CEO MicrositesByU @pcmguy / lbruce@micrositesbyu.com 281.455.3811

http://pcmguy.com	164
http://www.micrositesbyu.com	81
http://www.drivingsales.com	47
http://micrositesbyu.com	30
http://www.slideshare.net	25
http://pcmguy.wordpress.com	18
http://stradaautostore.squarespace.com	10
http://feeds.feedburner.com	9
http://www.lmodules.com	1
http://localhost:3370	1
http://localhost	1

2010 10 step road to a sale

by MicrositesByU on May 04, 2010

Accessibility

Upload Details

Usage Rights

11 Embeds 387

Statistics

2010 10 step road to a sale — Presentation Transcript