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Road to the Sale is More than Ten Steps--You Knew this, Right?

Yeah, you know the Road to the Sale (RTTS) like the back of your hand, right?  Do you also know the Road to the Sale From the Sale?  Or the Road to the Sale from the Unsold?

And do you train your staff on any of this?  Even if you like a shorter RTTS, take a look below and see what you are missing!

This post is short and sweet, because sometimes the best things are simple.  Good selling!

Keith Shetterly
Copyright 2012 All Rights Reserved
www.keithshetterly.com keithshetterly@gmail.com 




TEN STEPS ON THE ROAD TO THE SALE

1. Meet and Greet 

2. Interview 

3. Vehicle Selection 

4. Walk-Around 

5. Test Drive 

6. Trade Evaluation 

7. Present Numbers and Ask for the Sale 

8. Close 

9. F&I Turn 

10. Delivery and Service Drive Intro

 

FIVE MORE STEPS ON THE ROAD TO THE SALE FROM THE SALE

1. Ask for Referrals at Delivery 

2. Ask for Online Review at Delivery 

3. Make a Properly-Timed CSI Reminder Call (New Vehicle Sales Only) 

4. Follow-up at Six Weeks and Mine the Household 

5. Follow-up every six months AND Birthdays/Anniversaries and Mine the Household 

 

FIVE MORE STEPS ON THE ROAD TO THE SALE FROM THE UNSOLD

1. Follow-Up Objection-Isolating Call From Manager/3rd Party ASAP the Customer Leaves the Lot

2. Follow-Up BeBack Call Next Day From the Salesperson

3. Follow-Up Beback Call EVERY Friday From the Salesperson for a MONTH

4. Put Customer on Monthly eMail Newsletter

5. Follow-Up Beback call EVERY Mid-Month for Four Months

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Comment by Keith Shetterly on May 30, 2012 at 3:56am

Well said, Stan.  We lose way too much business at "hello!", online or in person.  I like the "VIP" approach, good point.

Comment by Stan Sher on May 30, 2012 at 12:31am

We have to teach our sales staff how to customize the Meet and Greet.  For instance, if you have full fledged BDC operation you might want your sales people to ask the right questions when they greet an up.  For example, "Welcome to ABC Motors, my name is Stan and you are...." followed by "Great, it will be a pleasure to assist you.  By the way have you spoken to anyone in our guest relations department prior to coming here".  You can also ask "Did you have a VIP appointment scheduled".  Even if they didn't you can use the VIP as a hook to make them feel like a true guest with the warm and fuzzies.  You can at the very least clarify if they did speak to the BDC and have better accountability in the dealership.

Comment by Keith Shetterly on May 29, 2012 at 7:37am

Thanks Tom.  The second ten . . . so much failure, there, sadly.  Not a failure to sell, but a failure to engage to sell.

Comment by Tom Gorham on May 28, 2012 at 4:56pm

Keith, thank you for the 20 step program.  Sold does not mean done!  Neither does "unsold"!

Comment by Keith Shetterly on May 25, 2012 at 7:11am

RTTS3

Road to the Sale Cubed (to the third power!)

What do you think?

Comment by Keith Shetterly on May 25, 2012 at 7:06am

Thanks folks!  :)

Comment by Jae Chang on May 25, 2012 at 5:47am

Nice! Great Share Keith.

Comment by Stan Sher on May 23, 2012 at 9:14am

I agree 100%. Good stuff.

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