I run into people all the time who proudly proclaim they “used to sell cars”. If I were a dentist, or a doctor or an attorney, I wonder if I would run into as many people so proud of no longer practicing the profession.  Obviously , a large part of this phenomenon is the checkered past of the car business. Many people aren’t proud to tell others that they’re even IN the car business, much less on the “sales” side of the business.

Except for the successful ones…  When they’re successful, they tell everyone they know. Read more…

For Managers hiring, published value, steps to a sale, successful, training

Steps to success

Most people would tell you life is hard enough without adding extra “steps”.  If you have been in the car business for more than 30 minutes, you’ve heard someone say that you must follow the Steps to a Sale.  Aside from following dealership policy (“do it because I said so”), most sales professionals don’t really know why they should follow certain “steps”. 

Do any of these scenarios sound familiar?

• When things get busy, you might skip steps so you can keep pace…
• When things are slow, you might skip steps with a certain customer, so you can get back on the floor and find a “real” customer…. Read more…

Sales Process building value, CSI, customer service, Demonstration Drive, Employee Pricing, perceived value, Sales Process, satisfaction survey, Service Walk, steps to a sale, Vehicle Published Price