Strategies to encourage factory order sales and mitigate delay and price increase problems Dealerships across Canada are losing anywhere from ten to 50 per cent of their factory order sales. Although there are situations where vehicles are delayed for prolonged …
Overcoming customer objections to rising interest rates Both sales consultants and financial services managers are increasingly facing showroom and e-lead objections to higher interest rates on both new and pre-owned vehicles. Some customers are fully aware and reluctantly accept today’s …
Today’s new salespeople want to work differently. Are you creating the environment they seek? Millennials (born 1981-1996) and Generation Zs (born 1997-2012) are not lazy, lethargic, entitled and directionless; and the more the leaders of an organization think this way, …
Dealerships who don’t provide a great test drive experience are missing sales opportunities The vast majority of test drives in Canada do not have a sales consultant present in the vehicle. Is this considered “great salesmanship,” or a new habit, …
As dealership leaders we train and coach our sales consultants to ask a myriad of qualifying questions so that they gain a better understanding of a customer’s needs and wants in a newer vehicle. There are, however, two questions that …
As vehicle inventories slowly return to a new normal over the course of this year, dealership competition will again intensify. The focus over the past two years of the pandemic has been the creation of e-lead/digital sales processes. Finance Pre-Approval …
There are pros and cons to different approaches, and it all depends on your people. During a recent assignment at a Toronto Cadillac dealership, I asked the Dealer Principal how many walk-in customers they had the previous month. He told …
Take the fear out of factory orders by being proactive. In Part 2 of this column, we will explore other elements to consider as part of your factory-order sales process. FINANCE/LEASE PRE-APPROVAL SERVICE Your dealership currently allows your customers to …
Time to make factory-orders the new cool. In many dealerships, when a salesperson realizes that they are going to have to factory-order a customer’s request for a new vehicle, the salesperson often treats this scenario with either defeat, a lack …
Various industry studies indicate that the average sales manager is spending up to 80 per cent of their time in non-sales related activities, juggling up to 30 or more tasks in any given week. Most are inundated with more administrative …
Instead, lead by example. (Part 2) Part one of this article appeared in the July 2021 issue. The problem: Regardless of industry experience, many salespeople simply don’t know how to make effective outbound phone calls (and their sales managers assume …
Instead, lead by example. “Get on the phones, make appointments!” is one of the most single, dreaded statements to the panicked ears of dealership salespeople. Whenever walk-in traffic dwindles or when dealerships are behind their monthly sales target, sales managers …
