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Rick McGill?s Airport Toyota

Back to Basics nets quick results

The first thing you notice when logging in at Rick McGill Airport Toyota website is a President's Award for Sales success, followed by a Thank You message that includes this statement:

"We are the only dealership in the area that posts our true cost of every new vehicle in our inventory. We want you to be the best informed customers because with honest information you can make the best decisions."

Located on the Motor Mile in Alcoa, Tennessee, Rick McGill's dealership has seen tremendous repeat and referral business success due to their customer friendly approach. And until 2001, much of that success was driven by short term lease strategies. But when many of the manufacturers turned to Zero - Zero financing, much of the lease business fell off.

Getting Back to Basics

For many years, Rick McGill has relied on Ted Ings to deliver Sales Consultant training to his team. And last week, Ted delivered a back to basics message that included a return to the fundaments of presenting finance options to every customer. "Regardless of the financing programs out there, leasing is still a great option for many customers," says Ted Ings. "Unfortunately, we tend to follow the path of least resistance by structuring all of our deals according to the factory programs. So we don't let the customers have a choice."

All that changed, however, when the sales team began to present lease options to their customers following the training. The first night they sold 5 leases, and the second day they sold their first 24 month lease in over a year. "Remember, short term leases make for happier customers, higher gross profits, and they create a faster sales cycle," says Ings. If you're interested in learning more about the Ted Ings workshops, click here.

For information on Rick McGill's Airport Toyota, visit http://www.airporttoyota.com