I'm only now able to talk about it.  The team's lack of performance in the first half DEFINITELY impacted their second half.  Pittsburgh had a great first half which undoubtedly made their second half much easier.

Like a football game, the sales process can be divided into two halves.  Let's take a look at the first and second halves of our sales process which are broken down into 10 main steps:

  First Half

1. On the phone
2. At the dealership
3. Discussion of customer's needs
4. Value Presentation
5. Demonstration Ride

Second Half

6. Agreement
7. Financial Services
8. The Wrap-up
9. Last Chance to Impress
10. Tell Friends and Family

As you can see from these steps, if the performance isn't exceptional in the first half, not only are you going to have a more difficult second half... you're probably not going to have the opportunity to compete in the second half at all!!

Our 'Selling Skills' focuses on 1st half performance.  Just as a football team would begin preparing for a game by training, practicing and memorizing plays, your sales team should be researching and preparing before the customer even steps foot in your dealership!  It all begins with 'on the phone'.  At this point, you are setting up the customer's appointment, accomplishing some fact-finding and preparing both you and your customer for the visit to the dealership.

Next, when your customer arrives 'at the dealership', you want to make him or her feel welcome and assured that you are prepared to answer any questions.  Showing the customer you listened when fact-finding about his or her interests ('discussion of needs'), and that you are knowledgeable about the product, assists in building trust.  The customer will feel secure in your abilities; therefore feeling confident about his or her purchase.

Once you give your 'value presentation' and take the customer on the 'demonstration ride' you have completed your first half.  If your performance was extraordinary in this first half, how do you feel the second half will go?  If you've played as well as you think you have-given an outstanding presentation, answered all your customer's questions and presented the customer with a vehicle that will fit his or her needs, then you should be confident that your second half will proceed almost effortlessly!!