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Five Simple Strategies to Sell More Cars Now!

Five Simple Strategies to Sell More Cars Now!. Alan Ram President Proactive Training Solutions. ALAN RAM’S BIO. Honorable discharge United States Marine Corps 1985-Tank Crewman Over 20 years in the Automotive Solution Business Original partner NADA University

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Five Simple Strategies to Sell More Cars Now!

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  1. Five Simple Strategies to Sell More Cars Now! Alan Ram President Proactive Training Solutions

  2. ALAN RAM’S BIO • Honorable discharge United States Marine Corps 1985-Tank Crewman • Over 20 years in the Automotive Solution Business • Original partner NADA University • Management By Fire Workshop endorsed and promoted by NCM Associates • #1 Attended Workshop at the 2012 NADA Convention

  3. Managers need to manage!

  4. Managers’ Two Most Important Functions Today: • Managing Individual Activity • Training

  5. Emphasis on Appointments set today -versus- Appointments coming in today

  6. Is your website secretly killing you?

  7. How do you increase gross?

  8. Car Dealer Family Feud 1 2 3

  9. Car Dealer Family Feud 1. SELL THE VALUE 2 3

  10. Car Dealer Family Feud 1. SELL THE VALUE 2. U/A THE TRADE 3

  11. Car Dealer Family Feud 1. SELL THE VALUE 2. U/A THE TRADE 3. DON’T TALK PRICE ON THE LOT

  12. How do you increase gross? Answer: Get to customers before they get to you

  13. BEST AMBUSH OPPORTUNITIES • Sold customers • Higher mileage service vehicles

  14. Have you ever had to bribe your children to get them to eat their candy and ice cream?

  15. Spiff your people for doing what you want them to do instead of spiffing them for what they would have done anyway! • Rethink your spiffs

  16. Referral Opportunity: 250 deals per month x 2 names and numbers 500 names and numbers -250 non-qualifying/no interest 250 good referrals x 40% visit store once 100 visits x 50% buy (at least) 50 deals!

  17. What’s the goal of a phone-up?

  18. What’s the goal of a phone-up? Answer: To get the customer in the door!

  19. REALLY TRAIN YOUR PEOPLE! • EDUCATION • SIMULATION (5-10 minutes per day) • ACCOUNTABILITY “Training isn’t something you did, it’s something you do.”

  20. Every time someone on your staff picks up the telephone and doesn’t know what to say or says the wrong thing it costs you money! How much?

  21. Dealerships without specific training and processes in place: 20 inbound sales calls per day= approximately 520 per month 8% visit dealership=42 visits At 45% closing= 19 deliveries

  22. What your results should be: 20 inbound sales calls per day= approximately 520 per month 40% visit dealership=208 visits At 45% closing= 94 deliveries

  23. ACTION ITEMS • Focus on appointments set today • Scrolling banner on website • Get to customers before they get to you • Rethink your spiffs • REALLY train your people

  24. Please call (866) 996-4665 to schedule a 15 minute demonstration of our ADAPT Virtual Trainer and to find out about special Digital Dealer pricing! OR For information on our Management By Fire Workshops alan@proactivetrainingsolutions.com Follow me on Twitter! @TheAlanRam

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