mark tewart – the death of the traditional dealership and salesperson
TRANSCRIPT
High Performance Selling -Death of the Traditional Dealership and Salesperson
By Mark Tewart
Page: 59
“The Times They Are A Changin”
Question #1 - How much has the auto business changed?
Question #2 - ____________________________________?
Some Things Never Change
“If I could just get my people to…”
• Follow up• Use good phone skills• Prospect• Close• ?
What Should Your Team Members Do?
Duties and job functions of a manager?
__________________________? __________________________? __________________________?
Duties and job functions of a salesperson?
___________________________?___________________________?___________________________?
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!
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
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
Things That Make You Go Hmmm…
• Manager towers
• Green sharpie proposals
• Deal killer questions
• Too much back and forth
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
Stop It!
Mark Tewart, author of “How To Be A Sales Superstar – Break All The Rules and Succeed While Doing It”Tewart Enterprises Incwww.tewart.com - “Free Newsletter”[email protected] 2 TewartTwitter @marktewartLinkedIn @marktewartFacebook @marktewartfanpage