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Sunday, August 12, 2012

Take An Up Bus Rider And Turn Them Into An Up Bus Driver - DealerELITE.net

Take An Up Bus Rider And Turn Them Into An Up Bus Driver - DealerELITE.net


I don’t know about you but nothing ticks me off more than a sales person sitting on their a** waiting for the up bus to pull into the lot and hand deliver them a deal on a silver platter. Let’s face it there are more of these untrained, unmotivated just don’t seem to care sales consultants than ever before. Think about this, how much money do you spend to attract new clients to your dealership compared to how much money do you spend to keep the clients that you have already sold to? If you had a sales staff full of All-Star’s how many more vehicles would you sell each month? How much more gross would you make? How many more repeat buyers would you have?

So how do you take an up bus rider and turn them into an up bus driver? It all starts with a process that I developed called “Reach 8”. The “Reach 8” process is designed to increase sales consultant engagement and help them increase the traffic flow to the dealership without spending $1 in advertising. If this process is followed with a new sales consultant they will never need to take a lot up after just 3 years and they will make more money than they have ever dreamed of.

Here is some of how it works
Every sales consultant must reach out to and make contact with 8 potential clients every day. Here are some ideas on how to create reaches:
*Church *Local Realtors *Family *Friends
*Service Lounge *Email Sales Coupons
*Orphan Clients *Networking groups

Here is what you are looking for when you make a reach:
  • Name
  • Address
  • Phone Number Preferably Cell-Phone
  • Email Address
  • Current Vehicle
  • Year
  • Make
  • Model
  • N-Date

N-Date: The date that the client anticipates replacing their vehicle. Load this date into the CRM

F-Date: Is the date that you schedule a follow-up with the client based upon the N-Date. I suggest starting 6 months out from the new date.

Now let’s break down the first 3 years of a sales consultant without the “Reach 8” process
The figures below are based upon the national average of $275 of commission PVR, 8 unit average each month with an additional unit each month for each additional year.

Monthly Sales                   Year 1                       Year 2                      Year 3                       Year 4
Lot Sales                                8                              9                              10                              11    
Reach Sales                                                           7                               7                                7
Reach Sales                                                                                            7                                7     
Reach Sales                                                                                                                              7
Monthly Sales Total                8                             16                             24                              32
Monthly Income               $2,200                        $4.400                       $6,600                     $8,800                
YearlyIncome                  $29,700                      $52,800                     $79,200                 $105,600             

This is a very in-depth training process that not only includes the Reach 8 but also includes how to follow up after the sale and teaches your sales staff how to make non-intrusive contacts with sold clients on consistent basis.

Written by Shawn Clos and posted on dealerELITE.net