“I don’t know if my sales team is ready to leverage better lead data.”

I’ve heard that statement from dealer principles many times over the last year. As digital strategies become more complex, dealers are working to keep them informed of changes; all the while, dealing with sales team turnover. It’s complex  and anything but seamless for the dealership.  With the growth of “buy it now” features on dealer websites, it’s now more important than ever that the sales team be prepared. Why? Because the consumer expects the experience to feel seamless between their online research and their in-store purchase.  

That’s why I’m so excited to be presenting at DSES next week to tackle this very issue.  During my session, I’ll discuss important changes in digital strategy and how those changes are impacting the sales team. We’ll review how to prepare the team, and we will go beyond theory to give dealer principles real tools and tactics that can be implemented immediately.

I need your help to make this session as relevant as possible. One of the biggest challenges our clients voice is when sales team members follow-up with online leads with the intention of bringing them into the dealership. These objections are real and tough to conquer.

In addition to tackling proactive messaging, I want to hear what objections your team faces. As with any training, we can create the most change and have the biggest impact by addressing the most frequent objections sales teams face from consumers. I can cover the most extreme consumer responses, but that isn’t likely to create meaningful change for the dealership.

Please take a moment and share examples of the most frequent or common objections your sales team or BDC team hears when they follow-up with online consumers.  

Thank you for your help and participation! I look forward to hearing about your experiences!

Join us October 23rd at 4:05 PM PST for our DSES Presentation!