Tuesday, May 19, 2015

Few salespeople are better trained on closing tactics than car dealers. They have it almost down to a science.

An Automotive News article from last week highlighted how dealers are contacting existing customers with equity in their vehicles and reaching out to them well before their lease is up, or after three years in their "new" car -- and getting to them with great incentives BEFORE they start shopping. They cited a dealership in Yorktown Heights, NY, who used this system to sell more than 200 cars last year.

What can we learn from this? Get out in front of everything.

• Before a regular seasonal advertiser "avails" the business, go see them first and take your unfair share off the table.
• It's not too early to pitch Back To School or even 2011 Holiday programs. Tell them you're bringing it to them first.

A former DOS of mine always said there are two kinds of sellers: "Those who watch it happen and those who MAKE it happen."

Which one is most of your team?