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Sales Training Article 3
11:44pm - 14/Jun/2010

Sales Meeting:   Your Sales Managers Involvement

In my early days as a salesperson, my sales were pretty good for a rookie. As I became more confident with my selling abilities, my sales went down. My selling skills were getting better, my product knowledge was great, my negotiating was much better, my customer satisfaction was a 96%. I was even wearing much better suits and shoes. Everything was on track for a good year. So what happened?

 

I analyzed everything and found one very important missing element. My sales manager; where did he go?

 

He actually didn’t go anywhere. He was right where he has always been, helping us sell more cars. I just didn’t think I needed his help anymore because I thought I knew everything. This had become my problem and from that day forward I involved my sales managers with every customer I had. My sales quickly went back up.

 

This is called;

Touching Desk or No one Leaves until You Talk with the Boss.

 

So why do I need a Sales  Manager?  Do any of the following sound familiar?

·         I can do it without my manager.

·         I’m not incompetent, I know my customer better than they do.

·         If I introduce my manager I will look as if I have no authority or credibility.

·         My customer will not like the pressure from my manager.

·         My manager will just scare or push the customer away. Then I’ll have no chance of them ever coming back to buy.

·         I’m better than my manager. I should even have their job.

·         I’m the greatest sales person that ever lived. I need help from no one.

·         I’m not being paid to get my manager every time I get a customer.

·         Does my management team think I’m a bad sales person - are they going to fire me?

 

The following are a few very easy ways to excuse yourself from the customer and work with your sales manager.

 

There are only about three points in the selling process that you should get your manager involved with you.

 

Point One:       BEFORE AND DURING THE VEHICLE SELECTION PROCESS

As a salesperson, if you cannot find a vehicle for your customer or if you feel you cannot go any further with the customer, excuse yourself.

Tell the Customer:“Mr. Customer, just give me one minute, I’ll be right back.”

At this point 99% of your customers will wait. You will immediately go and get some advice from your manager. You and your manager will be able to work as a team. The end result might be a possible change in vehicle, a demo drive for the customer or you might get the customer to a negotiation. The next step you take with the customer will be a planned team effort. Even if it’s just for you and your manager to say “thanks for visiting our dealership.”

 

Point Two:      DURING AND AFTER THE DEMOSTRATION DRIVE

(The potential customer wants to leave the dealership.)

A lot of customers get nervous after the test drive because they know what is going to take place next, they might buy a new car. It can also be that they do not like the vehicle they drove. Whatever the reason?

Tell the Customer: “Mr. Customer, just give me one minute, I’ll be right back.”

At this point, 95% of your customers will wait. You will immediately go and get some advice from your manager, again.

 

Point Three:    BEFORE AND DURING THE NEGOTIATIONS

If you have reached the point where you “the sales person” can go no further with the customer, excuse yourself. 

Tell the Customer: “Mr. Customer, just give me one minute, I’ll be right back”

You will go to your manager and explain how the negotiation is progressing (keep it brief). You and your manager will determine if your manager will talk with your customer or how you should proceed in the negotiations.

 

Never tell your customer you are going to get your sales managers, just go.

 

Introduction to the Sales Manager During Your Negotiations

 

If your manager is going to see your customer, you can introduce him or her as follows.

Tell the Customer: “Mr. Customer, this is our sales manager (name). He/she will be able to explain the figures to you.”

 

Leave the manager with the customer, do not stay with them. The Sales Manager can start with the customer by saying: “Hello, it is very nice to meet you. I hope……(salespersons name) has explained everything to you and has been helpful in your new vehicle selection? I wish I had more time to get to know you better but I’m sure you would like to get the final figures. So just to confirm everything with you, everything is OK with the vehicle you have chosen?  The MSRP on the vehicle is $…X…”  

At this point the sales manager will continue closing and finalizing the sale.

 

Sales Meeting Wrap-up

The best athletes have coach’s and trainers on their team, so do you, use them every time without questions. It all boils down to team work; always work as a team.

 

 

Darin George is the founder and head sales training instructor for the Automotive Sales College Inc. He is also the author of Sales Training – Automotive Edition and can be contacted by email at  darin@visitasc.com website: www.visitasc.com or call 416-346-9847, 480-735-4688.

 

avatar
Great Article, please supply more for our sales team.

Thanks
Jack
Comment by asctraining : 15/Jun/2010 00:32
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