Mike Anderson — President of The Rikess Group “One of the advantages of a process that I always want to get a client to understand is that solid processes are measurable.” This is the 6th in a series of 6 articles that will outline the SPoC roadmap: Part 1: What is SPoC? Part 2: […]
Part 6 – Single Point of Contact Selling: Execute Continued Read More »
Mike Anderson — President of The Rikess Group “Tell me how you are going to pay me, and I will show you how I am going to behave.” This is the 4th in a series of 6 articles that will outline the SPoC roadmap: Part 1: What is SPoC? Part 2: The Beach Part
Part 4 – Single Point of Contact Selling: “Pre-Work” Continued Read More »
Mike Anderson — President of The Rikess Group “Choose the right technology and vendor partner to meet the desired outcome, not for today but for the future.” This is the 3rd in a series of 6 articles that will outline the SPoC roadmap: Part 1: What is SPoC? Part 2: The Beach Part 3:
Part 3 – Single Point of Contact Selling: “Pre-Work” Read More »
Mike Anderson — President of The Rikess Group “I have spent my professional automotive career focused on approaching processes from the consumer’s point first, these topics are derived from this philosophy.” This is the 2nd in a series of 6 articles that will outline the SPoC roadmap: Part 1: What is SPoC? Part 2:
Part 2 – Single Point of Contact Selling | Establish Goals, Reap Benefits Read More »
Mike Anderson — President of The Rikess Group I would like to tell you why YOUR dealership needs a 21st-century sales solution and why Single Point of Contact (SPoC) IS THAT sales solution. This is the 1st in a series of 6 articles that will outline the SPoC roadmap: Part 1: What is SPoC? Part 2:
What is Single Point of Contact (SPoC) Selling and Why Does My Dealership Need it? Read More »
The High-Turnover/Low-Productivity Vicious Circle According to NADA, the average salesperson’s productivity is slightly less than 10 units per month. The Rikess Group works with two of the largest volume dealerships in the country, and they need to have a minimum of 80 salespeople on staff to hit their volume targets. With customers physically shopping less
Why Salespeople Have Such Low Productivity Read More »
According to Call Source, 80% of prospects contact a dealership before coming in—by phone, email, lead form, text or chat. So when do you really close a sale? I believe the real close today starts before the prospect even visits your dealership; it begins with those initial telephone and Internet contacts. Because the close begins
The New Definition of Closing Read More »
Most Dealers are closer to a One Price Selling sales process than they may realize. If you’re an excellent pre-owned dealer you’re basically not negotiating. You must price your cars to market to get leads. On the new car side, the customer is setting the prices. With new tools that allow prospects to literally buy
One Price Selling – What Are You Waiting For? Read More »
When asked “what is your biggest challenge?”, the vast majority of Dealers will say, “finding qualified sales associates!” Unfortunately, most Dealers don’t have a clear idea of how to find the right sales candidate for today’s marketplace. Compounding the problem is that they employ an old-school compensation plan. The majority of Dealers are still looking
You’re Probably Looking For the Wrong Salesperson, or, How to Find Your New Horses Read More »
About Gen Y: Gen Y are in there 20’s through early 30’s. They are buying 27% of new vehicles sold; by 2020 it will be 40% making them the largest generation of auto purchasers. Social media and review sites in particular, are how they decide what cars to buy and where to buy them. They
