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A dealership’s steps to a sale play a crucial role in leading a client down the path to actually purchase a vehicle.
A true tried and tested sales process is key to a successful sales operations, whether it be new or pre-owned vehicles. That said, a great process is only as good as the people adhering to it. This takes discipline, determination and a desire to take sales to new levels. Not every plan and process is right for every dealership. This is why at Blaylock Consulting Group, we take core processes and mold them around the personality of each store while holding true to the principles of a sound foundation.
I am sure that most dealerships have guides like, The Steps to a Sale that the sales staff know and practice. A dealership’s steps to a sale play a crucial role in leading a client down the path to actually purchase a vehicle.
As a test, I ask dealers to show up at a sales meeting and pass out paper and pens to all sales people. Make sure that they have no way to cheat and then ask them to write down the steps to a sale. Obviously some dealers have anywhere from 7 to 12 steps, but whatever the case for your store, find out if your sales people actually know them. To dig deeper, you might try this with the management staff first and this might be an indication to the results of the sales people’s test.
For the fun of it, I have also asked the same people to write down the steps to change a flat tire on a vehicle. In most cases, I have found that they will be able to write all the steps to change a flat or at least pretty close. The provoking thought here is, how they can be able to write the tire steps with somewhat precise accuracy when most have never even changed a flat tire, but the steps to a sale in which their lively hood depends on, most can’t come close to getting it correct. This should be a telling sign of possible lost sales and a direct result of mismanagement. This is just one scenario, but it is an important one. If a dealer really wants to take sales to the next level and I have never met one yet that doesn’t, a process throughout the sales department that everyone is trained on and adheres to is paramount.
“If a dealer really wants to take sales to the next level and I have never met one yet that doesn’t, a process throughout the sales department that everyone is trained on and adheres to is paramount”
