Today, every dealership has processes and tools in place to handle the before and after of every potential sale. As an industry, we’ve nailed down the process of handling leads, scheduling appointments, sending marketing emails, and following up with missed opportunities and sold customers alike. What we haven’t nailed down are the processes to handle and manage the sale as it’s happening.
An astounding 74% of walk-in traffic leaves without buying a vehicle. On average, customers visit at most two dealerships. If they leave your store, what are the chances they’re going to come back to you to buy? Managing the sale as it happens helps capture these lost opportunities, preventing them from leaving your store in the first place.
When a new customer walks in for an appointment, and the salesperson greets them but has no access to their personal information, what does your sales manager do? When you take a customer on a test drive, and you’re ready to start the deal, but the customer says, “I need time to think about it, I’ll be back another day,” when does your sales manager find out? When the salesperson doesn’t apply the proper rebates making the proposed deal inaccurate, what do you do?
These scenarios happen. Situations like these cause dealerships to lose sales every day. So, as an industry, what’s being done to solve these issues? You need processes and tools in place that give you a full view of every sale. You need to manage the steps taken as the sale happens to help ensure these problems don’t occur – and if they do, you need the right processes in place to solve them quickly.
During this session, Dave Bowling will walk you through the sales process today, highlighting the gaps in the process that cause dealerships to lose customers and deals. Dave will explain how these gaps can be filled by managing every aspect of each sale as it happens. He will also discuss the benefits this brings to dealerships.
Primary Learning Objectives:
- Understand the difference between managing the before and after of a potential sale and managing the sale as it happens.
- Learn how managing the sale as it happens can benefit the dealership and the customer experience.
- Discover how to take control of the entire sales process to create positive changes in the dealership.