Maximize the Mini Deal With Accessories

The pendulum of dealer sales climates has swung sharply in the other direction for the first time post-COVID. 

The current inventory levels, unprecedented in years, have necessitated a shift in strategy. Salespeople, who previously thrived on high-profit orders, now need to accept smaller deals to maintain the dealership's momentum. 

In extreme cases, salespeople may even receive less than $100 for selling a vehicle. That’s one to two hours of work, sometimes more, to make $100 or less.

The reality is harsh, yet we all must work within it, knowing the pendulum is bound to stay in motion. 

Here’s a three-step process to help you double your earnings on a smaller deal in five to ten minutes. It's time to rethink our approach to selling, using a tool that’s been readily available and unaffected by industry changes.

Accessories.

Start at the Trade 

If you need any more confidence that people are, in fact, accessorizing their vehicles, just look at your customers’ trade-in vehicles. Even if they unknowingly bought their vehicle with preloaded accessories, they’ve likely been benefiting from said accessories for the duration of their time with the car. 

Do a walkaround of it and take mental notes of any accessories on the car and any wear and tear that could be prevented with accessories. 

When it comes time to present, you’ll be armed with information that’s relevant to the individual. 

Build Rapport With Purpose

Building rapport is a natural part of the sales process. When you get good at it, you can use rapport to generate a higher profit sale. As you get to know your customer, ask questions that will help you understand their lifestyle. How much time does the person spend in the car, and with whom? Where do they like to go? What hobby would they pursue if they had the time? 

Getting to know the person in front of you will enable you to build a car they’ll love long term. Adding accessories creates a vehicle that stays in top shape longer, and is more convenient and enjoyable to drive. Not only will you make more money by selling accessories, you’ll also reap the benefit of a satisfied customer who can see that you took the time to listen, and deliver. 

Present Four 

Accessories are always best presented during the wait time for F&I. Make the accessory presentation a shopping experience by taking your customers to a comfortable area and presenting them with a computer or iPad to showcase accessory options. Using what you know, present four accessories to every customer. 

As a best practice, start with the same lead-in product for every presentation, then suggest three other accessories that are a mix of popular items for their vehicle and tailored recommendations. 

Once you’ve presented four of the best options, step out to get your customers a drink and allow them time to browse. When you return, help your customer complete their cart so they can roll accessories in with F&I. 

Insignia Group Can Help

For over twenty years, Insignia Group has been the leading provider of digital accessory-selling systems in dealerships nationwide. Our sleek interface allows dealerships to create profitable accessory programs at the point of sale. Using the Insignia Group accessories selling system, dealers can bundle accessories into custom packages featuring hot-selling accessories, process orders, and more. In addition, our integration with major digital retailers covers all your bases and allows for a seamless transition when customers decide to come into the store.

Schedule a demo today to see how our system can help you sell more accessories at the point of sale!