Six tips to go from showroom to sale.
As tax refunds roll in, new model lines turn over and pre-summer demand ramps up, now’s the time to take a look at your sales strategy. JD Power and GlobalData are forecasting a 4% increase in global new vehicle sales this year1, and with these six key tactics, we can help your team make the most of high-traffic sales periods and PVR opportunities.
1. UP YOUR ONLINE PRESENCE.
By the time customers step into your showroom, they’ve already done their homework. Make sure your website is up to date, showcases your inventory and highlights all of your offerings so they can make an informed decision. Ally has customer-facing video resources that spotlight our protection products and added benefits if you need some extra support.
2. ASK THE RIGHT QUESTIONS.
Every customer has a story, so make sure you know it. Your team should be ready to cater the sales experience to each person that walks through your doors. The more you understand their wants and needs, the faster you can match them with the right vehicle and close the deal.
3. SHARPEN YOUR SALES GAME.
Even the pros need practice. Use those questions to test different pitches within your sales team, so they can find their groove and always be ready to adapt. Don’t be afraid to use training techniques like role playing because the more comfortable your team is, the more confident they’ll be when it counts.
4. PERSONALIZE YOUR TEAM’S INCENTIVES.
Motivation isn’t one-size-fits-all. While cash bonuses are great, some employees might value extra PTO, recognition, swag or other perks. Talk with your team to find out what drives them. Then customize your incentives to help keep them closing deals.
5. SET THE STAGE FOR STRONGER SALES.
First impressions matter. From the showroom to the lot and even the servicing bay, it’s important to keep your dealership in pristine condition. Well-placed posters, brochures and other marketing materials can also help you make the deal. Check out what Ally has to offer your dealership.
6. MAKE REFERRALS YOUR SECRET WEAPON.
A great experience doesn’t just earn a sale — it turns happy customers into your best marketers. Implementing ways for your customers to share their positive experiences with others can help bring in new business.
A customer-focused sales process combined with a highly motivated staff is the perfect marriage for making customers happy and growing sales. That’s a strong recipe for success.
Julie Becker-Myers, Director, Auto Learning & Development at Ally Financial
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