Auto con2013 powerpoint
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The auto sales industry has changed significantly. Traditional dealership models and the roles of salespeople and managers must also change. Specifically, salespeople should focus on prospecting, follow up, phone skills, and customer care rather than just closing deals. Managers should coach salespeople rather than act as clerks. The document discusses rethinking the sales process to focus on customer needs like trade-ins earlier and providing choices. It also notes problems like excessive time in financing that could be addressed with new approaches and specialization within teams.
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Auto con2013 powerpoint
- 1. High Performance Selling - Death of the Traditional Dealership and Salesperson By Mark Tewart
- 2. Question #1 - How much has the auto business changed? Question #2 - ____________________________________? “The Times They Are A Changin”
- 3. Some Things Never Change “If I could just get my people to…” • Follow up • Use good phone skills • Prospect • Close • ?
- 4. What Should Your Team Members Do? Duties and job functions of a manager? __________________________? __________________________? __________________________? Duties and job functions of a salesperson? ___________________________? ___________________________? ___________________________?
- 5. What Do Your Customers Fear?
- 8. Stop It!
- 9. It’s Time To Make A Decision You have two choices: #1 – Recruit, hire, train and retain true professionals capable of their duties #2 – Segment and specialize There is not a right or wrong way but you have to choose!
- 11. Contrarian Auto Concepts Slippery Slide Sales Method & TLC – Think Like a Customer
- 12. Rethink And Re-Order Your Sales Process • Change online impressions and MOT’s • In store – Managers as sales coaches • Greetings that match today’s buyers
- 13. Rethink And Re-Order Your Process • Job mission • Trade-In to the front of the sale process • Practice apples to oranges selling - Choices - Pick 2 - Proactive - Customer care
- 14. Things That Make You Go Hmmm… • Manager towers • Green sharpie proposals • Deal killer questions • Too much back and forth
- 15. Things That Make You Go Hmmm… • Too much time waiting for F&I • Too much time in F&I • Average sales to service retention is 19% • Managers as clerks and dealer trade specialists • 2011 - $654 average cost per vehicle sold for advertising and $____ for training
- 16. Stop It! Mark Tewart, author of “How To Be A Sales Superstar – Break All The Rules and Succeed While Doing It” Tewart Enterprises Inc www.tewart.com - “Free Newsletter” info@tewart.com 888 2 Tewart Twitter @marktewart LinkedIn @marktewart Facebook @marktewartfanpage
- 17. Take 30 Seconds to Rate Me as a Speaker Your Feedback Matters! Scan the QR Code on the Table in Front of You & Answer a Few Quick Questions!
Editor's Notes
- Example of phone vs. on the lotGive me a couple of things you are good at doingGive me a couple of things you are not good at doing?
- How many of your managers do all these functions in a day and do them well?How many salespeople have the talent and training to do all these functions well?
- *Lack of Professionalism*Untrained Sales Staff*Not Listening*Too Much Time*Too Much Back and Forth*Being Pressured*Too Much Time for F&I Process*Lack of Follow UpPaying too much
- What are the 2 words?
- Here is the bottom line
- It’s time to make a decision
- - Stop using boring form letters/responders * MOT’s – Moments of Truth * Headlines * Bullets * CTA’s & Engagement * P.S. Statement * Intentional Congruence * Video email * Text * YouTube * Special reports
- - Comfort Zones - Role Reversal - Experience Sub-Conscious Data Dump - Practice Reciprocation Obligation - Discover buyers keywords - Discover buyers communication style - Discover the buyers patterns – Law of Familiarity - Discover if the buyer is a wants or needs buyer - Know the buyers HFG – Hope for Gain - Discover the customers fears and practice risk aversion
- How much per month?How much down?What do you owe on your trade?Looking to buy today?