Скачать или смотреть Car Sales Training: How to Perform a Professional “Turn Over” From Car Salesman to Sales Manager

#christianyounggren #automotivetraining #carsales

Why do you want to go to the trouble to introduce your guest to a sales manager or senior salesperson?

1. Playing the odds. NADA statistics show that only 33% of guests return to a dealership after the first visit, it’s imperative that do everything possible to wrap the deal up before they leave.
2. Your manager usually has more experience and authority to negotiate figures so it’s a good idea to get them involved. …speaking of authority, Check out the link to a video up above to learn how to use this cognitive bias of authority, to help you to close more car deals. (2:19)
3. If done properly it helps your store stand out as friendly & professional dealership.

To make this a little easier to understand I want to break down the Turn Over opportunities into 2 categories:
#1 is when a salesperson has been working with a guest up until they present figures and the guest wants to leave before working a deal.
#2 is when the sales person has presented the figures and now the guest wants to leave without committing to purchase the vehicle.

Both situations create TO opportunities, so let’s dive into to understand them a little better.
In Category #1 your guest hasn’t even gotten the figures for price, trade, or payments so you should be on alert when is happens. Why? b/c it’s impossible for them to make an informed decision without knowing this part.

Now in Breaking down category #1 further there are 3 common reasons a guest would leave before you’ve worked figures. The 3 reasons a guest would want to leave:

1. No Time (7:30)
2. No Inventory Match (9:14)
3. No Rapport, they don’t like you.

I want to take each reason 1 at time so we can give you a chance to keep your sale moving forward.
No time. This typically is a reflex objections. You’re best defense against this one is to simply continue to move your guest though the sales process until you can’t. Meaning in many situations I have found guests bring up time constraints early on to give themselves an out just in case they don’t like the vibe you or the dealership is giving off. Once you display that you’re a professional, it’s amazing how the time issue seems to fade.

However, time is a limited commodity. We only have 24 hours in a day so your time with this guest will run out and we need to learn how to do a proper T.O. when this happens.
You might be thinking, well how to handle it if you’re on the lot? And yes it can be difficult & un-natural to ask your guest to come in and meet your manager. BUT what if we there was something in it for the guest to come inside.

What if we create a valid reason to go inside the store with the guest? Let me give you a couple of ideas. You can create a special business card with your cell number on it. Or have stress ball’s made up with your name & social media information on it. Here’s another good one, give the guest a special article on the vehicle they are considering.

Now that you’ve created some value for the guest to stop in the showroom for a moment you can strategically walk by your manager’s office, pop your head in and casually introduce the guests to your manager by saying: "Hey Mark, this is Joe and Jamie Phanorton, Mark, my Sales manager. Mark, the Phanorton’s are interested in the Volvo Limited, we looked at the black one and they’ve just run out of time before we could drive one. Folks, I ‘m going to get you a copy of that safety rating comparison from Automotive News. I will be right back…." (7:30)

Word Track If Don't Have Inventory:
"Folks, I make it a priority to stay on top of our ever-changing new and used inventory, but with our volume, it’s a hard sometimes to keep up with. Now, here's the good news... We have a sales manager whose #1 focus is knowing our inventory inside and out. He knows about all the recent trades, auctions purchases, and even what’s on the way. Let’s take just a few minutes now—it could save you hours of searching later!" (9:14)

The 3rd reason they leave without working figures, they don’t like you. Well, that’s a tough one b/c unfortunately the guest most likely won’t come out and tell you. In fact, they probably give you time or wrong inventory as an excuse so if my best practices for #1 and #2 don’t work, there’s your sign!

Category #2: Your guest is leaving with no pricing information. But what about when you have presented figures and the guest wants to leave? Well now its game on, b/c NADA statistics will tell you 90% of customer who receive price, trade, and payment quote and leave without buy, will shop those numbers!
Let’s say you’ve just shown your guest a worksheet with price, trade, & payment information and they hit you with the dreaded, Thanks for your time, we’ll think it over and get back to you! Now for the purpose of our video, we’ll assume you have attempted to overcome this objection, with I want to think about word tracks we’ve learned in previous videos