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
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
