Other top-performing brands included Audi, GMC, Hyundai, Jaguar, and Kia. And according to the firm, 19 of the 33 brands led in at least one PSI sales process. For instance, Infiniti, Land Rover, and Smart were most likely to give a walk-around demo.
Comparing the 2013 results to those of last year, salespeople are now more likely to mention different finance or leasing options, ask about a trade-in, or ask about factors preventing purchase, while they're less likely to offer a brochure, use visual aids, or discuss features that are unique versus the competition.
The company says that, on an individual dealership basis, the PSI survey is closely correlated to sales success. A good point to remember for some of these dealerships that are struggling is that while products might be relatively slow to change, the sales process can change virtually overnight.
The survey was conducted with 5,203 hired “mystery shoppers,” who visited dealerships through the U.S. between July 2012 and June 2013.