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From: Jared Hamilton
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Mike Marshall

Mike Marshall Retail Automotive Coach

Exclusive Blog Posts

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Unleash the High-Performing Internet Sales Consultant

The General Manager and I were beating our heads against the wall.  FYI - putting noggin-sized dents in the wall violates the OEM's Facility Image standards. 

We were trying to figure out why an Internet sales consultant (ISC) was not selling more vehicles.  The ISC was smart, knew the process, had previously proven that he was able to execute the process and had previously been very successful.  Now he was selling five to six cars per month.  

We sat down and watched the RSA Animate - Drive: The Surprising Truth About What Motivates Us http://www.youtube.com/watch?v=u6XAPnuFjJc.

The video inspired the General Manager to take action.

He gave the ISC complete control of his leads in the Contact Management Program.  The ISC could now close out a lead without asking a sales manager.  The ISC was given authority to price new vehicles up to $400 below invoice without asking anyone.   The results: The ISC sold 17 vehicles the first full month after the changes took place. 

Now this will not work for all Internet Sales Consultants. However, if you have the right person who shares the values of the General Manager and has the ability and desire to execute the Internet lead follow up process ... it may be time to unleash that ISC.

Next steps: Watch the video and think about whom in your dealerships could soar if management removed some of their restraints.

Make it a GREAT day,

Mike Marshall

Russ Chandler
@Mike Thanks for sharing, I have to say I absolutely love the story and especially the video. Great stuff!
Bryan Armstrong
EMPOWER!!!!
Chris Costner
The "heartbeat" of the dealership, BDC / Internet, treat it as such for sales, service and parts. Great story.

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