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From: Jared Hamilton
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Keith Shetterly

Keith Shetterly Owner

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Road to the Sale is More than Ten Steps--You Knew This, Right

 

Yeah, you know the Road to the Sale (RTTS) like the back of your hand, right?  Do you also know the Road to the Sale From the Sale?  Or the Road to the Sale from the Unsold?
 
And do you train your staff on any of this?  Even if you like a shorter RTTS, take a look below and see what you are missing!
 
This post is short and sweet, because sometimes the best things are simple.  Good selling!
 
Keith Shetterly
Copyright 2012 All Rights Reserved
www.keithshetterly.com keithshetterly@gmail.com
 
TEN STEPS ON THE ROAD TO THE SALE
1. Meet and Greet 
2. Interview 
3. Vehicle Selection 
4. Walk-Around 
5. Test Drive 
6. Trade Evaluation 
7. Present Numbers and Ask for the Sale 
8. Close 
9. F&I Turn 
10. Delivery and Service Drive Intro
 
FIVE MORE STEPS ON THE ROAD TO THE SALE FROM THE SALE
1. Ask for Referrals at Delivery 
2. Ask for Online Review at Delivery 
3. Make a Properly-Timed CSI Reminder Call (New Vehicle Sales Only) 
4. Follow-up at Six Weeks and Mine the Household 
5. Follow-up every six months AND Birthdays/Anniversaries and Mine the Household 
 
FIVE MORE STEPS ON THE ROAD TO THE SALE FROM THE UNSOLD
1. Follow-Up Objection-Isolating Call From Manager/3rd Party ASAP the Customer Leaves the Lot
2. Follow-Up BeBack Call Next Day From the Salesperson
3. Follow-Up Beback Call EVERY Friday From the Salesperson for a MONTH
4. Put Customer on Monthly eMail Newsletter
5. Follow-Up Beback call EVERY Mid-Month for Four Months
Hunter Swift
Keith, Great tips! It was nice meeting you.
Keith Shetterly
Thanks Hunter! You, too.
Bryan Armstrong
Love this! This is, IMO, where the role of a well-run CCC/BDC comes in to play. I want the Customer building the relationship with the Store not the Salesperson. Most of this will only be done by 2% or less of Salespeople, so why not create a Dept, that fosters relationships and actually follows up?
Keith Shetterly
@ Bryan: Great idea about the department! I'm now calling this RTTS3 (Road to the Sale Cubed). If you haven't done the 10-5-5, you are losing sales!!
Jeremy Alicandri
As usual, great stuff!

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