Increase your pay check, NOW!

We always focus on how to make sales, but there is another side to this business. How many sales have you lost this month? Change this statistic and let the money fall in your lap. How much money did lost sales cost you as a salesperson? Many lost deals can be saved and you will make serious money, folks. I want you to succeed so here’s how.

What is a lost sale?

1. One lost sale is one you didn't make because: you didn't get the key decision maker to say yes and they walked. Why?

2. The second lost sale came when you didn’t put them into your follow-up system and in the end they chose your competitor. Why?

3. The third lost sale is the client you sold previously who buys their next vehicle from someone else. Why?

Three lost sales that you could reduce or STOP, right?

The average cost of a lost sale today is not the gross profit to the dealer or the commission to you as a sales consultant—it is at least 12 times that. The average customer will buy at least 12 vehicles, often over 20 vehicles, in their lifetime. And here is the bonus point—your customers influence even more vehicle sales when you consider family members buying from you. You don’t want to lose this money.

In addition, the lost sales and commissions you lay yourself open to because you are not receiving referral to friends and fellow workers is awful. This is a ton of vehicles!! That’s a lot of sales opportunities lost! And when you throw in the lost service labour and parts dollars for your dealership it is more again.

So why do we lose sales?

? focusing on vehicles and price rebates and other incentives first rather than building a relationship first

? giving poor sales presentation drives

? not asking for the business before you walk them

? negotiating before you get the commitment process is complete

? selling a low price rather than high perceived value

and

? not following up walk-outs

? not keeping previously sold customers returning to buy again.

? not focusing on referrals from satisfied, sold customers.

Know this about your customer.

? They want to buy much more quickly than they tell you.

? They are willing to pay more than they tell you.

? They value payments over price.

? They want value first and payments second.

? They buy from salespeople who follow-up.

? They value a long-term relationship with their salesperson and will be loyal to them.

? They will send you referrals because they value your relationship.

The CHAMPION STRATEGIES key to Success in the car business.

? If you cannot sell them the first time put them in your follow-up system. Follow-up your walk-outs and turn them into Be-back customers.

? When you sell them once, keep them coming back to buy again and again and again. That is what your customers want most – a relationship with someone they can trust. It makes buying easier and more fun, less stress.

? Always focus on referrals as part of your delivery process.

Be good to yourself and your customer. My Jim Ellis Automotive Group Champion Sales and Sales Manager clients have a slogan, “Turn your walk-outs into be-back customers and turn your customers into clients for life.”

So increase your sales. Focus on reducing lost customers and you will increase your income... big time.

Make it a champion day!

"SALES TRAINING MATTERS"