In your dealership, is it too often a mystery what happened to the trade-ins and their keys? Were the keys put in the deal jacket only to sit in the F&I office for five days? Did a porter move the car behind service, where it sits, forgotten? A best practice is to assign this task to the sales associate who took in the trade. This information is used not only during the first few minutes with the lead or walk-up, but it can be pushed via text or email to their smartphone or computer to reinforce the sales discussion and the value in the vehicle being considered. With this, your associate can answer just about any question a prospect might ask, all from desktop or mobile integration with the dealership’s reconditioning software. With this “at-a-click” access, an associate not only has basic vehicle VIN information but recon-status notes, recon repair information (including before-and-after photography and walkaround video), and the car’s vehicle inspection report. Who would ever think that automated reconditioning could also provide the rich, detailed vehicle information a sales associate needs to instantly answer a prospect’s questions without having to put them on hold to ask a manager? Fortunately for those less gifted members of the sales team, modern reconditioning software contains a library of robust and compelling vehicle sales knowledge to help them present - and sell - like a pro. Most dealers are privileged to have one such personality on staff. The best sales associates have an innate skill set for building and sustaining customer trust and loyalty, the two most potent sales influencers. Where this relationship works well, the dealership sells more cars, trade-ins flow into the reconditioning process without delay, and reconditioning gets more cars sale-ready faster - and all these factors contributing to increased inventory turn.
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