Sales Target Planning
Sales target planning, with any sales team, starts with the sales manager knowing what each sales consultant is capable of.
With that information in-hand, the sales manager schedules a meeting with each sales consultant. This is the beginning of the three E’s to effective goal setting .
- Expectations – a one-on-one meeting with each sales consultant. The purpose of the meeting is to review what is expected for the coming sales year.
- Execution – a follow-up meeting where the sales manager and sales consultant agree on a the salesperson’s plan-of-action.
- Evaluation – the sales manager monitoring the progress of each sales consultant. Support or coaching is provided where required to help the sales consultant achieve the agreed upon sales target.
The focus of this post is the first E – expectations. (more…)
Hitting sales targets is how sales managers and commission salespeople earn bonuses. This is the good news.
The bad news is how the target for each sales consultant is determined.
In most car stores, the Dealer Principle provides the General Sales Manager the sales target for the next year. In a franchise store, the new vehicle sales target is strongly influenced by the Manufacturer. (more…)
- SUCCESS TACTIC FOR COMMISSION SALES PEOPLE
What is the number one success tactic for commission sales people?
How do commission sales people achieve success?
The answer – 2 words. (more…)
List building tools are the foundation for earning a six figure sales commission income. Most automobile salespeople consider the vehicles on the lot as their inventory.
Don’t be fooled.
The steel on the lot is not your inventory. Nor are the cars in the showroom. And, neither is your demo. (more…)
YouTube disaster for sales professionals and marketers is in its easy application.
Not only you, but your competition, is easily found.
Plus, your video presentation often leads your target audience right to their door!
Posting video and commentary about your business on Social Media has its place.
It is fast. Easy. Efficient. For many, the idea of services like YouTube being free with the potential for unlimited exposure is a powerful draw.
So What Is The YouTube Disaster
So what is the problem with YouTube?
Why should a business owner or entrepreneur be concerned about getting all of this free exposure?
The reality is that the exposure is really NOT free!
The cost of posting your business content on YouTube is that your competition is listed right along side of it. (more…)
Automobile Sales System is a process proven to close sales.
The Presentation and Demonstration step is a critical step in the automotive sales process.
Whether the prospect has been online studying the vehicle or just drove in on an impulse, it would be rare for a purchase to be made without the prospect at least looking the vehicle over.
I say rare because we have many documented instances where people have purchased a vehicle over the internet without ever having been in one.
Generally purchasers want to see, touch, get in, and drive the vehicle before committing.
Automobile Salesman Social Media Selling Process Tips
Automobile salesman social media presence is essential in your sales arsenal.
Facebook, LinkedIn, Twitter, and other Social Media provide opportunity for you to be found.
Many automobile sales consultants kid themselves about the value of a Social Media presence. (more…)
As a career sales professional, you are a brand.
Like any corporate brand building journey, establishing you as a brand means you need to take every opportunity to connect with your prospects and sold list.
An automobile sales manager must challenge his sales people.
One of Tom Peters rants is “Stick to the knitting.” For an automobile sales manager, this means sticking to what you are paid to do. No deviation.
In fact, this is so important that this just might be one occasion when it really is okay to say “It is not my job“. If it is not related to selling automobiles, then it truly is not your prime responsibility!
Automobile Sales Manager Selling Process Tips
I thought of this Peterism when a manager shared some thoughts about an upcoming project.
He told me the project will be housed in his facility. But other than being landlord, this automobile sales manager had little to do with the proposal.
What happened is the day after being given an overview of what the project entailed, he emailed the project leader a list of ideas he believed would benefit the project.
Shortly after hitting SEND, the manager received a reply that essentially said “Thank you for the input but stick to your own knitting.”
Vehicle demonstration is the one phase of the automobile sales process where a lot of prospect and sales consultant interaction is a must.
Vehicle Demonstration Selling Process Tips
There are many approaches to vehicle demonstrations.
Successful automobile sales consultants recognize winning presentations and demonstrations include:
1. Excitement, Enthusiasm, Energy
2. The Value Expression: V=F+A+B
3. Prospect Participation
4. Lots of Opportunity for “YES” Responses