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 …
Part 2 of 2 When it comes to trade-ins, embracing and updating your in-store and online sales process can represent one of your biggest opportunities for improved trade-in acquisitions and an improved customer experience. Fumble Many dealerships appraise the trade-in …
