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Do you remember your first sale? It was such a rush when I reached out my hand and said "Congratulations!" There’s nothing like the thrill of the sale and nothing quite like the process of selling a car or turning an oil change into a major service. That’s why it is so important that managers return regularly to the trenches of the car business.
That’s right! Get away from your desk, greet a customer, perform a write up, or do some fact finding. Provide a value presentation or service Service Walk Around, demonstrate a vehicle, ask for the sale and overcome objections. Experience the customer, the process, and your products the way your sales or service team experiences them every day.
The Benefits to Your Team
When we enter a dealership to implement sales or service processes, we’re often asked to put our money where our mouth is. They want to see us prove that what we teach is more than just a theory. So our consultants actually get out with the customers and show the sales and service staff how the process works. This helps to establish credibility and trust. The same thing is needed from you as the leader of your department.
The Benefits to You
One of the best things we can do is experience the real world. It helps us make sure that what we teach is still working. It also helps us continue to learn new things and bring best practices to our subscribers. And it reminds us of things we forgot that will help close one more deal, add gross, or increase an RO.
Getting out into the real world helps us stay sharp and focused on the important things and at the top of our game. As Managers, the best possible leader you can be is to model the behaviors you want from your team. Do you want them to prospect? Pick up the phone and make some calls. Should they walk the inventory? Walk it yourself.
Leaving the security of your office can be a little unnerving if you’re rusty. But the rust just grows thicker the longer you stay in the chair. If you need to brush up on your skills, we can help. Enroll in our courses or get some training. But don’t wait too long or you might find someone else sitting in your chair.
Founder and President
Auto University, Inc.
(800) 344 4100 Headquarters (toll-free)
(313) 486 4501 Detroit
(310) 464-1510 Los Angeles
(716) 984 6611 Mobile |
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