Coaching salespeople

Bart Wilson

When I did 1 on 1s in the dealership, there was always a struggle to find out why someone isn't performing or achieving their goals.  What questions do you ask salespeople to identify the root cause of an issue?

Derrick Woolfson

I look at the sales process, i.e. at what point does the customer disengage. This is only effective, however, if the sales managers are diligent in marking which steps s/he has completed. For example, if after the trade-in numbers are presented and the customer does not want to move forward, I would ask/inquire how they presented the numbers. But more importantly, at which point during the sales process was the trade presented. If the customer loves the vehicle, then the chances of their purchasing the vehicle increases. 

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