Automotive Sales Training Tip: Vary your Business Office sales processes
Watch our video to discover “How to Improve Business Office Profits by Varying your Sales Process”. The transcript for the video is below for those of you who prefer reading over watching.
Hello and welcome to Wye ProTip. I’m Hector Bosotti. Today, we’re discussing how you could perhaps improve your business office profitability. In our travels, business managers are always asking us, “What type of process should we use?” The honest answer is the one that you feel the most comfortable with. Unfortunately, many business managers haven’t been exposed to the various sales processes that they’re available to them. They’re trained by their insurance carrier, the previous business manager at the dealership or their existing partner. Today, we find business managers actually changing sales processes based on the profile of the customer, or the type of transaction, that is a cash, finance, or perhaps, a lease transaction. Let’s have a look at them.
Perhaps changing your process based on the profile of the customer or the transaction might be one way that you improve. We’ll share more tips with you down the road, but let’s have a look at some of the sales processes that you have options to choose from. We have step selling which you sell one product at a time, also have menu selling that could be a columnar menu or a table menu that sits in front of the customer for the whole transaction. A lot of business managers use table menus even if they’re step selling so the customer knows where there’s going to be a start and there’s going to be a finish. We have sandwich selling traditionally where you’re presenting a loan protection product that will probably have a higher degree of acceptability to the customer, other vehicle protection extended warranty options in the middle of your presentation, and wrapping up with perhaps a loan protection plan that the customer will have less desire in securing. There’s staggered selling where you sell tangible products at the time of sale and intangible at the time of delivery. Terrific for sale events, busy times, and also if three or four deals have been done at one time and there’s only perhaps one business manager on duty. Load, lock and fire, very popular out in the field. You present all of your products, usually in a table menu, and then make a recommendation on what the customer should get based on your experience and the customer profile. If you’re lucky enough to work in a dealership where no payments are discussed on the showroom floor, when your customers are coming in, you could package up a couple of different options for your customer that include several levels of protection, a business managers dream come true. We recommend that you learn all of these sales process so you can pick and choose based on the customer profile or based on the transaction. We can come in and do a tune up for you and improve your profitability immediately.
I’m Hector Bosotti with Wye Management.
