These are the steps to sale.
Specific procedures that are based on general sales procedures: Contact prospective customers, establish rapport, find their wants and needs, present your product that satisfies their wants and needs, help them make a decision, deliver your product.
As discussed in the Basics post, if you follow your sales process and procedures in order with 100% of your customers, you will succeed majority of the time. Learn the process. Focus on the process. Follow the process. Learn what to do. Learn how to do it. Understand why you are doing the way you are doing it.
Always know which step you are in at a given time.
If you can’t advance from one step to the next you should turn. Do not take shortcuts.
- Find new customers
Handle phone and online inquiries
Prospect new customers - Meet & Greet
First impression
Introductions
Sell yourself - Get to know
Build rapport
Ask questions
Identify of Wants and Needs - Present
Land on a car
Features & Benefits - Demonstrate
Let them experience the car - Get a commitment
Ask them to buy
At least three times. Why?
Discover and handle objections - Close
Get them on paper
Committed write-up
Completed credit application - Turn to Finance Department
Proper turn to finance manager - Deliver
Customized - Follow-up
Service
Follow up
Referrals