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In the past, automotive sales teams were able to create success by being re-active, rather than pro-active. Sales Professionals typically came to work to wait for customers. But today, customers no longer need to go to a dealership to get information on vehicles, or in some cases even to purchase a vehicle.
Now we must be pro-active to succeed. What does this mean? It starts by coming to work, to work, not to wait.
Jeff Williams joins Jason and Glenn on this episode of Strategy with Jason to explore the current status of the automotive industry and how dealers can get ahead of the curve as economies start to open up again.
Everything has changed. Prepare your leaders for the future: You have the opportunity to structure your retail operations around these three foundational principles.
Here are a few things that I learned from these dealers who chose to keep talking to their customers during the pandemic. Many of these dealers sold cars, in some cases quite a few. But that wasn’t their goal. They simply wanted to build goodwill with their customers.
Your customers need to hear from you! Communicate your desire to help your customers. Build goodwill and be available NOW when your customers really need you. And yes, you will sell cars.
Sometimes people ask me, being a good person that’s kind of subjective isn’t it? And my response is always the same, ”Absolutely.” So let’s define being a good person a little deeper with a question. I call it “The Question.”
The “margin struggle” for car dealers today is really the battle to de-commoditize the car buying process by delivering a high-value customer experience. Dealers need to construct their sales process around their customer’s three buying decisions.
Trainers, being a good person in any service industry, but especially professional automotive sales, has at its foundation the goal of adding real value to those we serve. This applies first to adding real value to the sales teams we lead, and then of course, to their customers, who are ultimately our customers.
Today we’re going to talk about second pillar of Sales Leadership – Working Hard, and we’ll focus on the first Operational Priority – the Appointment Culture.
