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Rebecca Tuohy

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Exclusive Blog Posts

Women in the Dealer Workforce: Where We Are & Where We Can Go

Women in the Dealer Workforce: Where We Are & Where We Can Go

It’s no secret that women make up a small portion of the dealer workforce and turnover among women is high. By not attracting and retaining women in the …

Car Subscriptions - Q and A with Bill Playford

Car Subscriptions - Q and A with Bill Playford

I had the chance to interview Bill Playford about car subscription services, and how they're going to change the marketplace. Take a look what this ins…

Be The Exception

Be The Exception

How brilliant marketers find and follow what makes their stories different in a world full of average content DrivingSales is excited to announce th…

Keeping Up with the Joneses in Quick Lube

Keeping Up with the Joneses in Quick Lube

More than half of all sales customers will abandon your dealership’s service department in the first year. It’s a widely varying statistic &nda…

It Has Never Been Easier To Be Average

It Has Never Been Easier To Be Average

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Tips for Dealership Sales Success from Expert Trainer Jeff Cowan

Looking to improve your sales strategy and success? The Best Training Day Ever™ 2014 event, taking place on Jan. 24 in New Orleans, will feature industry experts, including Jeff Cowan of ProTalk, who specialize in a different segments of automotive retail. Each presenter will provide training ranging from service, sales, and communications to management, leadership, motivation, and business analytics. Jeff has shared some helpful tips of the trade that he learned that helped him find success in the industry. For more details on the Best Training Day Ever, please visit www.besttrainingdayever.com.

Tips for Dealership Sales Success from Expert Trainer Jeff Cowan

  1. Have pride in your team. Put effort into your appearance and wear your work shirt or uniform with as much pride as you would your favorite sports teams t-shirt or jersey.  You’re being paid, just like an athlete, to proudly wear your teams’ colors.

2Enthusiasm is the main ingredient to making a sale.

  1. The best way to start a relationship with a prospect is to be on time. If the prospect is buying a product that’s going to help them relieve some type of stress in their life, the service person being late only adds to that stress. Being on time tells your clients that you’re enthused, you’re ready, willing and gladly take on whatever their needs dictate.

 

  1. Never underestimate what a customer will pay. The top sales people find out what the prospects needs are and then present the best solution, regardless of price.

 

  1. Put family first. Being able to prioritize the truly important things will create balance. Let employees know that family comes first. There is no better motivator than to work for the well being of family.

 

  1. To increase revenue, invest in the people who have the biggest impact in your dealership – the service advisors.

 

  1. Do not ask permission to do a walk around the customer’s vehicle at the initial check in. Take control and demonstrate expertise by pointing out the good and the bad. You’ll create trust and opportunities to sell.

 

8.The art of selling retail is dead.  Implement the basics:

  1. Professionally greet your customers
  2. Point out a “plus” about what you’re offering today
  3. Professionally present a solution to your customer’s request
  4. Always point out an “add on” sell, like detail, chrome wheels, Bluetooth technology, etc.
  5. Make the customer aware of an upcoming event

 

  1. If you want to add immediate impact and income to your earnings, become a “TO” or turnover sales master. Have a second person offer their expert option to help a customer decide and close the deal.

 

  1. Sell year round and don’t buy into “seasonal” service seasons.  As long as your customers are driving their cars, they need maintenance, service and repairs, and good advisors sell to them year round. 

 

* Jeff Cowan is the nation’s authority on training dealership service advisors and service support staff to increase sales revenues through time tested and proven sales techniques. He will be speaking on sales techniques to drive revenue at The Best Training Day Ever held on January 24 at The Roosevelt in New Orleans. 

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