Many car dealers have already achieved their sales goals for the month thanks to high demand, strong pricing and effective strategies guiding their business. But for retailers falling behind on their targets, it may be helpful for managers and sales teams to review the tried and true principles that helped them get to where they are.
On this episode of CBT Now, host Shyann Malone is joined by Sean Gardner, instructor and sales trainer at the Joe Verde Group. Gardner is a veteran automotive salesperson and has helped many new entrants in the industry hone skillsets that have landed them in the top dealerships across the country. Now, he joins the show to talk about how car dealers and employees can achieve their sales goals with confidence every time, rather than crossing their fingers when the numbers start to stall.
Reach out to unsold customers to bring them into the store. Roughly 38% of unsold customers will purchase within the first four hours at a dealership.
Call your unsold customers a minimum of once a day. Checking that this task is completed will help the dealership ensure it is not letting any opportunities to get closer to its sales goals go to waste.
Leverage strategies that convert online shoppers into in-store shoppers. Customers who visit a dealership are much more likely to complete a purchase than those who simply peruse a website, which is why a website-to-store pipeline is crucial for achieving sales goals.
Reach out to former customers to identify if they are interested in buying another vehicle. Since these individuals have already built a rapport with their dealership, it can be easier to bring them back in for a visit than to reel in a new client.
Salespersons must use their time efficiently to achieve their sales goals. Gardner notes that employees often have enough spare time during an average workday to make 72 five-minute phone calls.
"If we want a huge month every single month, here's what we have to decide: is working long and hard and having good intentions enough of a plan to have those huge months...or do we need that strong daily routine that we follow every single day to put ourselves in a position to have the results for those huge months we're looking for." — Sean Gardner
If we want a huge month every single month, here’s what we have to decide: is working long and hard and having good intentions enough of a plan to have those huge months…or do we need that strong daily routine that we follow every single day to put ourselves in a position to have the results for those huge months we’re looking for.”