TL;DR: Most dealerships try to increase gross profit by spending more on advertising or stocking more inventory. The real lever is management: getting your existing team to execute a proven process every day. A 3% closing improvement plus a $300 PVR increase on 100 units a month adds nearly $1 million in annual gross profit….
The Ben Franklin close is a pro and con list. For decades, sales consultants and managers have been using it to help decrease buyer’s fears and help them feel comfortable buying the car today.
All buyers have four questions. Answer these questions and you will close more deals and make more money.
How you communicate with your managers is very important. When there’s an effort, when managers and salespeople support each other, you are able to put together the best deal possible.
When you negotiate, you have to have a plan – a process. Practicing your process creates the confidence needed to become a master sales professional.
Dealer trades. Love them or hate them, we often create them.
There is power in trust and relationship. To stand out to your customers, you have to connect with them. Today’s Sales Tip looks at the power of relationship.
Why is it important to “know the why”? The why is the fuel that drives actions. It’s the motivation.
Sales is about integrity, curiosity, and creativity. Today, we’re talking about creativity. Knowing how to creatively solve problems keeps your buyers moving through the Sales Process.
You must sometimes adapt to get your buyer what they want.
Setting the new standard. Where culture wins, systems scale, and excellence becomes automatic.
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