car dealerships is a joke. Training is an everyday process. It's like sending a child to kindergarden or watching a baby attempt to walk. Each step is an understanding and learning experience. It's not about how to greet someone or how to do a proper walk-around. Although the steps are important, a person in training has to have a "full" understanding why they need training and what it means to the team and the dealership.
A process controlled training program starts at the beginning of why training is essential to be "in front" of the competition. The reason you have a Super Bowl team is because the coaches, staff and players are all in-tune and prepared for every scenario another team can throw at them. The same holds true with a car dealership and the training they receive from their management staff. If they are unprepared, they lose. It's that simple.
Are salespeople smarter than they were ten years ago? Yes. They have to be with today's market and the educated consumers they do battle with. But, are they really better at understanding "how" a sales process works and why it is essential to understand it? The answer is no. They have very little training of how to listen properly, how to recognize buying signals and how to negotiate properly.
I agree with you Phil that training and more training is something we all must do. It's an understanding what that training means to an organization and how every piece of the puzzle fits to compete in this market. The market conditions are miserable and only the strong survive. My opinion is that it's a little too late to concentrate on training now. Training and learning is every second of every minute of every hour of every day. Once you learn something, you practice it and make it work for you. It's just too bad that many dealerships have no clue to what a real selling process is. And it's hardly a time to worry about training when you're in a trench with no ammunition.…
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