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Jared Hamilton
From: Jared Hamilton
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Scott Bergeron

Scott Bergeron Director of Operations

Exclusive Blog Posts

social media ads.....what works?

social media ads.....what works?

 Lets talk a little about social media. The dealership that I have worked at has always focused on Facebook in this area. We would do a dail…

3 Proven Marketing Strategies for Small Businesses

3 Proven Marketing Strategies for Small Businesses

One of the most important things that small businesses need is a marketing strategy that is affordable and produces a high return on investment. There are …

Be More Than A Salesperson

Be More Than A Salesperson

Ease the anxiety and create an experience that is stress-free, encouraging and hopefully ends with sending them home in a new set of wheels. Leverage the …

Car Sales Advice For New Salespeople

Car Sales Advice For New Salespeople

When I started selling cars five and a half years ago there were 3 pieces of advice given to me that have helped me succeed in this business. I want to sha…

5 Avoidable Ways that Car Dealerships Can Reduce Staff or Customer Injuries and Liability

5 Avoidable Ways that Car Dealerships Can Reduce Staff or Customer Injuries and Liability

The National Automotive Dealer Association (NADA) data for 2016, revealed that there are 16,708 franchised dealerships in the United States, who sold a rec…

Don't Sink The Sub

A submarine has individual compartments to protect itself from disaster. When attacked, the crew moves through each compartment, closing the hatch of the previous compartment behind them. Selling requires the same procedure: moving completely through each compartment, or step of the sales process, to arrive safely at a successful sale. We all know salespeople who skip steps to get to the close faster, without shutting the other hatches behind them. And chances are, their sale ended up dead in the water.
 


Each step of the sales process - introduction, qualify, demo, write-up, and closing - should be completed fully and in order before moving forward. Jumping from the introduction stage to the demo stage may seem fine, but if you don't ask the right questions to find out what the customer really wants, you may just be wasting both of your guys' time. Likewise, if you skip straight to the numbers without establishing the trust and rapport built in the earlier stages, you're likely to alienate the customer and lose control of the deal.

While each dealership's sales process is different (yours may be three steps or ten), the principles behind them are the same. Complete each step one at a time before moving on to the next one. If you don't shortcut the sales process, you won't sink the sub.

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