ROAD TO A SALE

What is Road to a Sale?

Road to a Sale is a procedural guide for helping a client to buy a car.  Different versions of Road to a Sale have been around for decades and there have been an extraordinary number of different versions of Road to a Sale.  Some manufacturers and dealerships have their own versions of Road to a Sale.

In its simplest form, Road to a Sale may be condensed into four steps:

Step 1. Opening ( meeting and greeting )

Step 2. Needs analysis ( establishing the client's needs )

Step 3. Capability Demonstration ( showing that your product meets the client's needs ) and...

Step 4. Securing Agreement ( client agrees to proceed )

Opening covers meeting your clients in a professional and courteous way.

Needs analysis involves finding out what the customers needs are.  This may involve uncovering needs that the client isn't necessarily aware of beforehand.

Capability Demonstration may involve a presentation and/or demonstration ( test drive ), as well as answering the client's final questions to the client's satisfaction.

Securing Agreement involves finalising the paperwork and financials to initiate supply of your product to the client.

Some Benefits of Auto's Road to a Sale

Sell More

• Auto's Road to a Sale provides salespeople knowledge and skills to be more effective with their clients
• Auto's Road to a Sale better organises salespeople's time to be more efficient
• Auto's Road to a Sale supplies salespeople with skills to create more sales opportunities

Earn more

• Auto's Road to a Sale improves earnings through improved sales ratios
• Auto's Road to a Sale gives salespeople the understanding and skills to build value
• Auto's Road to a Sale reduces the amount of time spent on price negotiations
• Auto's Road to a Sale provides a stronger base from which to negotiate

There are even more benefits to Auto's Road to a Sale.  To discuss these with us, please call (02) 9771 9133 or if you have 'Outlook' e-mail, click on the e-mail link below:

 

Why Our Road to a Sale?

Why is Auto's Road to a Sale better than the existing versions?  Well, in some respects it isn't better, it's on par.  There are some fundamentals of customer service that are self-evident and are rightly common to all versions of Road to a Sale. 

However our Road to a Sale focuses on two major areas that maximise sales success.  These two areas were ignored or minimised in the versions of Road to a Sale that we had previously seen, and the lack of them often caused salespeople and their managers frustration in trying to implement the rest of the Road to a Sale.

We designed this version of Road to a Sale ourselves from decades of personal experience in sales and management, including two versions of 'Road to a Sale' that we implemented at Mercedes-Benz.  In fact, most of the 'common' Road to a Sale knowledge is only about 50% of our course content.  The majority is these two new topics which have had great impact with the people we've trained.

Difference 1: Customer Needs Techniques

Yes, most 'Roads to a Sale' give you some ideas on 'Qualifying' a customer, but few give it the importance it deserves.  Even fewer give you the background understanding and specific techniques to make this as effective as it should be.

As we acknowledge in our 'Road to a Sale', the greatest motivation that a customer has to do anything, including buy a car from us, is their needs.  If we do not accurately determine their needs, the remainder of our 'Road to a Sale' may be wasted, costly, or at least unnecessary hard work.

One of the flaws we've found with other 'Roads to a Sale' is classifying customer 'needs' and 'wants'.  We will show you why this actually sabotages your success in determining what's important to your customer.

We show you some techniques and give you some exact questions to establish and develop your customer's needs more effectively.

Difference 2: Credibility

We provide specific ideas on how to establish and enhance your credibility with your clients, how to reduce their fear, and how to earn the customer's trust now and in the future.

Sadly, most salespeople are at least perceived to lack credibility before the customer even meets them.  Sometimes this lack of perceived credibility is heightened by the client receiving conflicting information from various sources about the same vehicle.  This only serves to confuse your client.  Confused clients tend not to take action ( Does "I need to go home and think about it " sound familiar? ).  We'll show you how to keep your customer from being dazed and confused, so that they can act confidently.

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