High Performance Selling Death of Traditional Auto Sales
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This document discusses how the auto sales industry has changed and provides suggestions for how dealerships and salespeople should adapt. It notes that traditional dealership models and salesperson roles no longer work as well due to changes in customer expectations and behaviors. The document recommends that dealerships either recruit true professionals or specialize job roles. It also provides tips for rethinking and reordering sales processes to better match today's customers, such as changing online impressions, having managers coach salespeople, and moving trade-ins earlier in the sales process.
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High Performance Selling Death of Traditional Auto Sales
- 1. High Performance Selling Death of the Traditional Dealership and Salesperson By Mark Tewart Page: 59
- 2. “The Times They Are A Changin” Question #1 - How much has the auto business changed? Question #2 - ____________________________________?
- 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