Posted on Mon, Jan 30, 2012 @ 02:25 PM
Insignia Group, the leading provider of accessories sales systems and training has helped dealers maximize profits for over 10 years. Supporting 20+ brands and dealerships nationwide, we help our customers establish and grow their Accessories Profit Center. Call 888-579-4458 to learn more or schedule a demo.
Posted on Thu, Jan 26, 2012 @ 09:28 AM
Everyone remembers the famous line from the movie Boiler Room, “Always be closing”. Sounds good in theory, but is it practical? As a dealership you have to be creative, but use practical knowledge to improve your closing ratio. Here are four tips to help. All are creative but easy to apply to your operations.
1. Practice Relationship Building:
In order to gain a new customer and their loyalty, you must build a positive relationship with them. Ask those qualifying questions, but don’t forget to be conversational and genuine. Your objective is not to just simply close the deal but, you should be striving to make a connection. When a prospect walks into your dealership whether they test drive a vehicle or not always get their contact information. Let them know you want them to be aware of any deals and specials you’re promoting. Also, ask for special dates, like their birthday and send birthday coupons. This helps facilitate a positive connection between them and your dealership. Not every prospect will purchase on their first visit, but that doesn’t mean they won’t become a loyal customer.
2. Show and Tell:
Nothing is more frustrating for your prospect than for them to know more about the product you’re selling than you do. A salesman that doesn’t know their product immediately impacts whether a person will buy from a dealership. You should know enough about every product you sell to give a presentation. Don’t just give them enough information to operate the vehicle during a test drive. Show off certain features that will appeal to them, show them how they work and how it will benefit them. Accessories solutions and displays are an excellent interactive way of showing and telling. Pre-loaded vehicles also make great show and tell tools.
3. Understand the meaning NO:
“No” in car sales doesn’t always mean no, it usually means “not right now”. 33% of potential dealership customers that said no said they would come back to that dealership and allow them another chance to close the deal. But, what usually happens is no one follows up. If a person says "no" it’s important to follow up and find out why. When a customer says no, invite them to take a “how are we doing?” survey. Use that information to follow up and close the deal.
4. Practice Team Building:
Every dealership has that champion sales consultant, the one that has a 75% closing ratio and averages $800 per car in accessories sales. But you also have the salesmen that could use some work; they’re the new kid on the block or just haven’t gotten the hang of it yet. And, your entire sales team is only as strong as the latter. Use everyone else to strengthen your team. Your champion is sure to have some tips to share and lessons to teach the rest of the team. Sharing best practices or word tracks is a great dialogue for team growth..
Insignia Group, the leading provider of accessories sales systems and training has helped dealers maximize profits for over 10 years. Supporting 20+ brands and dealerships nationwide, we help our customers establish and grow their Accessories Profit Center. Call 888-579-4458 to learn more or schedule a demo.
Posted on Fri, Jan 20, 2012 @ 09:08 AM
Insignia has many years of experience in the automotive industry. And we’ve discovered a few strategies and techniques very successful dealerships use to create profit margins by selling accessories.
One sales strategy that we have discovered to be successful is word tracks. Now, I know what you are thinking. "It’s a sales script", but not necessarily. A good sales consultant understands active listening, information processing, and then responding. Ever heard the saying, good actors don’t act. It’s true, although they are saying pre written and memorized lines, the thought, intent, and emotions are real. Why? Because, they are truly listening, processing the information, and responding. They’re just using the script to do so. You say you are not an actor, good, you shouldn’t be. But there are four characteristics you must contain to be a successful salesmen when using word tracks:
- Excellent listener...to prepare for great questions / responses
- Diligent at practicing...then apply word tracks
- Empathy towards your customers...you understand their needs
- Knowledge about your customers and your product
Insignia Group, the leading provider of accessories sales systems and training has helped dealers maximize profits for over 10 years. Supporting 20+ brands and dealerships nationwide, we help our customers establish and grow their Accessories Profit Center. Call 888-579-4458 to learn more or schedule a demo.
Posted on Fri, Jan 13, 2012 @ 11:43 AM
Have you been setting Sales goals for 2012? How about this one?
Make more money per vehicle sold
Research suggests that when setting goals being as specific as possible makes you more likely to achieve it. So, what your goal for 2012 should really look like is this:
- Example: $830 accessories sales per vehicle.
It’s specific, realistic, and completely obtainable. Toyota of Braintree achieved $1.42 Million in 2010 accessories sales and has set their sights on $2 million for 2012. They are able to set realistic and specific sales goals based on real numbers and real time information. An accessories sales solution can allow you to track your sales so that you can set specific goals too. Using the system’s tools allows you to access information such as:
- Popular Parts based on Sales
- Customer Registrations
- Sales Commission Report
- Popular Vehicle by views and much more!
Listen to Bill DeTellis projections for 2012 based on sales information tracked and analyzed using Insignia.
Insignia Group, the leading provider of accessories sales systems and training has helped dealers maximize profits for over 10 years. Supporting 20+ brands and dealerships nationwide, we help our customers establish and grow their Accessories Profit Center. Call 888-579-4458 to learn more or schedule a demo.