Three Effective Ways To Increase Sales At Your Car Dealership
If you own and operate a car dealership and aren't quite satisfied with the amount of sales your company is generating, you probably already know that you're in an extremely competitive business. You probably also find yourself wishing that your salespeople were more effective at times. You'll be glad to know that there are strategies available that are designed to enhance the performance of your sales staff. Following are three of them.
Provide Travel Incentives
Providing your top sales staff with trips to an exciting destination can have a bigger influence on their performance than standard bonuses. Part of this is psychological — the chance to enjoy a fabulous fishing trip to the beautiful state of Alaska is more tangible than the chance to glean some cold, hard cash. The trips shouldn't be given out on an individual basis, however — sending the winners on a group adventure benefits you as an employer in two ways. First of all, you can save money by getting group rates. Perhaps even more important, however, is that positive group travel experiences promote bonding and company loyalty between staff members, ultimately resulting in your having a stronger team.
Travel incentives also foster friendly competition between members of your sales team — keep in mind that most sales professionals are Type-A personalities who thrive when competition is a part of the picture.
Offer Ongoing Training to Your Staff
Customers have a way of picking up whether or not a salesperson is truly knowledgeable about the product that he or she is selling, and this can do a lot to undermine confidence. When you're selling cars and trucks, it's particularly important to be knowledgeable concerning any new features on the latest models. Today's new cars are being changed at a rapid pace by the introduction of technology into the picture, and consumers want to know how to use this technology and how it can benefit them and their families. Salespeople need to be familiar enough with this technology and how it works to be able to explain it to potential buyers in layman's terms.
Salespeople also need to be aware of trends among different demographics. For instance, it's a common misconception that those of the millennial generation are not as likely to purchase vehicles as their parents and grandparents, but this has been found to be untrue. In fact, it's been found that car loans are 21-percent higher among those currently between the ages of 21 and 34 than their counterparts of the past.
Cultivate Call Conversion Tactics
The most common point of contact between prospective customers and your automobile dealership is the telephone — and callers can be notoriously fickle. Salespeople need to be friendly, knowledgeable, and willing to go the extra mile to please the customer without coming across as overbearing. Even a lack of proper phone etiquette can cause customers to decide to contact another dealership, and you should also keep in mind that because vehicle sales transactions are increasingly being conducted via the internet, it's more important than ever to provide consumers with an incentive to pay a visit to your dealership showroom in person.
A good dealership phone sales service identifies weaknesses in the phone interactions and works to transform them from downfalls to opportunities. One of their tactics is to call your dealership pretending to be a potential car buyer, asking to speak to a salesperson. The conversation is recorded for use in later training sessions.
Please feel free to contact your local car sales phone training service for more information on how your sales staff can increase their call conversion rates.