Overview:
Too many dealerships are still focused on their showroom floor walk in traffic when the real growth opportunity is optimizing remote leads. The only way for dealerships today to profitably gain market share is to have a “bullet-proof” lead handling sales process. Approximately 80% of prospects will contact a dealership before setting an appointment. The handling of this initial contact is where the real close takes place. Salespeople who have excellent product knowledge and signal dealership transparency will gain the most appointments. Digital Dealerships also have numerous ways to create a differentiated customer experience in the online world. They are also “omni-channel” meaning they can create a seamless experience for prospects moving from online to the showroom floor. Millenials, especially women, are attracted to “internet selling.” This cohort generally don’t like waiting on a showroom floor for guests to come in. They would rather establish a relationship via phone/internet, set an appointment and then meet someone they have “socially interacted with.”
Key Learning Takeaways:
- Advanced lead handling for internet, phone, text and chat
- Methods for recruiting salespeople with the right skill sets to handle incoming leads
- Compensation plans
- Department structure
- Pricing strategies
- Technology applications
- Ability to read and compose emails
Target Audience: Dealers; GM’s; GSM’s
Length of presentation: Webinars 30 minutes; in person presentation 45 minutes
Fees: Travel related expenses