Jim Fisher & Associates, Inc.
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Assumptive Selling System:

Todays automobile purchaser only needs to go to a retail dealership to get a price,  make a definite selection of color and equipment, get their vehicle appraised or to make a final decision.

If that is the  case, every customer should be treated as a buyer. This system teaches the  salesperson to assume that the customer is buying and lets the customer close the  salesperson on why he is not buying.  This system is designed to use your  employees, not replace them. Train them, help them to put in controls for everyone's benefit and help them to record their progress.

Installation:  Management by Objectives - Setting goals 
                     and  procedures your employees want to implement.
Initial Training:  Working with your personnel, not replacing them.  
                    Getting everyone on the same page.  Working on 5 areas as selected by your  management.  
                     Implementation of procedures
Follow up:    Reveiwing the 5 areas for improvement and recommending changes or minor adjustments.  Set up                            additional areas to concentrate on.

                                         Assumptive  Selling  System
                                                                                     Because 
                                                               it is you’re A.S.S.  on the line every day

     
Assumptive Selling System operates on the premise that today’s  automobile buyer researches vehicles before they even step into a  dealership. They cannot demo an automobile on the website, but they can  narrow their decisions down to 2 or 3 vehicles. They will also investigate  pricing before coming in.  If all of the above is reasonably true, then the  customer that walks in is a buyer, not a shopper or looker. 

How  do we treat a buyer when we know he or she is buying? That’s easy!  We will do  everything necessary to complete the sale. We will devote all of the time necessary to satisfy the customer.

Then why do salespeople constantly ask qualifying questions when they meet a new  customer. What is your time frame?  If we agree on a price, can I have your  business today?  What do I have to do to sell you a car  today?

The answer is easy!
  
Even  though the internet has cut down on brochure customers and a majority of customers have time restraints, the average closing ratio is still around 15% nationally.  Why?  More time is spent on price/payment instead of selection and selling of the dealership. Selection is not picking out a vehicle to get a price/payment on. Selection is the process of using the customer’s answers to qualifying questions to help the customer select the best vehicle based on their  needs and wants.  Instead of trying to fit the customer into a price/payment  vehicle and waste precious time negotiating on the wrong vehicle, we will spend  a majority of our time selling the features and benefits based upon the  customer’s needs and wants.

                                                           Basis of  A.S.S.

1.) Meet and greet  (Strong first impression)
2.) Qualifying  questions for selection
3.) Product presentation - could be 2 or 3 different  vehicles
4.) Demo - Quality demo ride
5.) Close on selection or inventory  walk working on selection
6.) Service and Parts walk and Tour
7.)  Refreshment
8.) Closing room with best selection or locate
9.) Fill in  worksheet - order blank close
10.) No today - review selection
11.) If  trade - Can my buyer have your car today?
12.) To the Manager- Availability  or used vehicle buyer.

                             Training Green  Peas

1.) A.S.S. forces the  customer to close the salesperson on his no or maybe answers, instead of the  inexperienced  salesperson’s weak attempts to change the customer’s  minds.

2.) Majority of the time, the inexperienced salesperson chases an  objection that is not the real  objection.               Training  to  isolate  objections is  advanced training.

3.) Most selling systems try to bypass inexperience by  having the green pea grab on to anything and try to turn it into  an  offer.      If  I  can, will you or take any offer and then try to bump it.

4.) Most selling  systems bypass money with an offer, since the majority of green peas and some  experienced
salespeople can’t handle asking for money. The only reason for money  with an offer is to verify selection.

5.) Most systems waste precious  time negotiating on the wrong car and leave no time to negotiate on the right 
car/truck.

6.) Most systems force the customer into buying out of stock instead of negotiating on the vehicle the customer wants. Sell him or her what they want and deliver what we have.

7.) Most used car systems prequalify credit, payments and money down and miss the opportunity to switch  the customer to a new vehicle.

8.) Most systems have an open floor - “Let  the strong survive and weak perish". Open floors benefit the Salespeople, not  the dealership. Up systems force the salespeople to work each Up and create referrals and be backs.

9.) Most systems don’t use a greeter/hostess.  You  don’t need a greeter if you have an open floor.

10.) Most Managers only want to talk to serious buyers or negotiators. They want the salesperson to  screen the customers and in many cases the buyers.

11.) Most systems are  designed to make Salespeople and Managers look good. The log systems force the  salesperson to log the customer to get an appraisal or price. What happens  to  the customer that doesn’t want an appraisal or price?

12.) Most systems  are designed to show a lack of advertising. Inflated closing ratios mislead the  Dealer/General Manager to increase advertising instead of training. It is proven  that 1 week of intense training increases closing ratios and grosses for the  next 60 to 90 days. After 60 or 90 days the salespeople and Managers will take  the dealership back to its comfort level. The right system keeps moving the  comfort zone upward.

13.) Most systems need  experienced salespeople. Since there is a lack of written procedures and  policies, the dealership needs “Pros”, not green peas. To get these “Pros”, you  have to relax your hiring practices and provide demos to everyone. “Pros  decrease your closing ratios and they try to infect your sales force to get rid of salespeople for their benefit.  Managers like “Pros” because they get instant  production and they don’t think they have to train them.

14.) Most  managers do not like to train! So no green peas unless they have to hire them.  Then they have the weakest manager train the green peas while they work and  close deals with the “Pros”. When they do work deals with the green peas, they  have no patience and in many cases they deflate the green pea’s egos. They are  then easy pickings for the “Pros”. The “Pros” then help the green peas get bad  attitudes, which eventually leads to the green peas leaving on their own or with  the manager’s help. This creates a shortage on the floor which is to the “pros” advantage, not the dealerships.

                                                                            “A.S.S. is  Simple”
                                                                          (Management is the Key)


The program is put in place  with your existing people. It is not your way or the highway. The process is  implementation of a period of time after training and experimentation. If you  try to force the system, it will fail or you will have to hire new managers and  salespeople.

Step One: Dealership Evaluation
1.) What system is present
2.) Management and Salesperson evaluation
3.) Management by objectives   (Where are we and where do we want to go.)
4.) Outline step by step conversion
5.) Work on high priority steps, first to show immediate  improvement.

Step Two: Implementation
1.) Train Managers First (The  key is the Management Team)
2.) Train the Salespeople
3.) Set up system,  policies and procedures

Step Three: Evaluation
1.) Document  everything
2.) Create reports
3.) Analyze reports



 
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