NetForum - Message Replies

Forum: Idea Exchange

Topic: New Recruit Sales Consultant Questions

Posted by: Bill
Date posted: Thu Mar 6 9:09:57 2003
Subject: 8-9 units and holding
Message:
I've been in the Sales force or almost a year now. I am still hovering at 8-9 units a month. I recently switched brands and stores (Followed a great GM) Feb. was my first full month at the new store and Guess how many I sold....EIGHT!. Mostly floor traffic. Some Internet. This is great in the eyes of the new Mgr's but for me it's the same old, same old. Where should I focus my energy the most? I have access to the internet at my desk, and get a couple of leads a day. I need to know how to build the volume. I like the Negotiation section on this site is has a helped open my mind to creative ways to overcome objections. I just need more ups to use them on. We have a turn based up system so I have down time I could be using to better my self. We sold 160 units even after losing Presidents day to the Snow. With spring coming I know floor traffic will pick up regardless, but I can't rely on floor traffic for long. I need more of this pie Any suggestions?

Subject: more opportunities
Reply Posted by: Michael Hargrove (mhargrove@bluinc.com )
Organization: My Success Company
Date Posted: Thu Mar 6 18:05:36 2003
Message:
Bill:

Since you're already getting two Internet leads a day, let's start there. One technique for turning Net leads into appointments is called "Best Non-Negotiated Price". When pressed for pricing information, it works like this; we tell our prospect,

"Best prices, as I'm sure you know, are determined by the availability at the time you decide to do business. There are other variables too, of course, like time of the month, how readily the car can be replaced, what bank or manufacturer programs are in place at the time, condition of your present vehicle (if you're planning to sell it to the dealership), even the moods of everyone involved.

Whenever my Internet customers ask me for the 'Best price' what they're usually trying to do is narrow their choices down to the most competitive two or three stores. You know, those within $300, $400, $500 of each other. So what I'd be happy to do is give you our best non-negotiated price to help you do just that.

Now, some customers hate the negotiating process so much, that they just decide to pay whatever the lowest quote was that they received. Most, however, want to save the very last nickle they can and decide to come in to negotiate an even better deal, if possible, based on the current conditions I mentioned earlier.

I'd be happy to accomodate you either way. When you decide to come see me, I will eliminate the pressure and hassle of the traditional negoitating process. It's really very easy to do business here, as you will see.

I'll contact you within X amount of time to see which way you'd like to proceed."

I think, Bill, you'll find you're setting more appointments this way than simply being evasive or simply quoting low gross prices. The "best non-negotiated price" you give them still needs to be competitive but don't sell yourself short. Many sales people report additional gross being generated by having the customer come in allowing them (the rep) to actually build value and rapport.

Other ideas for leads would be:

1) Your service drive 2) Orphan customer lists 3) Referrals (real marketing efforts as opposed to just doing follow up - hit me up directly and I'll plug you into our e-newsletter archive to get the five article series we did on the marketing efforts of top salespeople in our field) 4) Distributing your personal flyer within a four block radius of your home 5) Letting everyone you know know what you do for a living 6) And most importantly, practicing your craft during down times! Learning & role playing new strategies so you'll be more effective with the few opportunities you do get!

Best of luck to you and I hope this helps a bit.

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