Today’s sales model is out-dated and fails more than it succeeds, so why do we keep using it? The consumers continue to plead and beg that we find a different way of conducting business and lets face it… we comply only as far as we have to, to meet factory C.S.I standards. We only take it this far because of fear of losing control of the customer. I stumble across some statistics of how the car buyer perceives us and how we conduct business today and I have to be honest I was a little set back by the results. So I conducted some of my own focus groups and found that these stats were right on! 97% of shoppers wanted to look at the inventory without being hassled. 85% said the salesperson was not professional and didn’t like the aggressiveness of the sales people when they 1st stepped foot on the lot. 99% insisted on a professional presentation. 87% felt an attitude of indifference or lack of concern from the salesperson. 90% never got a complete product presentation on the vehicle and 91% believed the salesperson did not know the product. Now for me that was enough proof that we, as Automobile Sales Professionals, need to find a better, more consumer friendly, way to conduct business.
I was a GM of an Auto Group in AZ and stumbled across a small, new to the market, company that seemed to have the solution to these problems. I asked them to come and present it to me. I was pleased to see the company was composed of Dealership owners, GMs and GSMs… “car people”, unlike some of these other companies who have little to no actual auto sales experience. These were people who had experienced the same problems I had but found the solution. I was so excited and impressed with this new company that I resigned my position and came aboard as the VP of Marketing and Product Development.
Today’s world has become a technological driven world to the point that it is almost a new language and we have no way for our salespeople to speak this language to the consumer when they come on our lot. We have developed a way for your salespeople to not only speak this new language but do it in a non-confrontational manner without losing control of the customer. Today there are over 50 million users of the iphone and ipod touch. So with this technology we have developed a product presentation tool that is a fully automated data provider and allows you to constantly monitor the customer’s activity at your desk top. It breaks down the customers fear barrier. It gives an accurate and consistent product presentation, all the while selling value rather that price! It integrates with your current CRM. It automatically follows up via email to your sold and unsold customers. And it gets your service and parts customers back on your lot, looking at the new products.
What other industry do you know today, that could have the customer perception similar to the auto industry’s and survive? Maybe there is a reason for our problems today!!! www.imalooker.com