Make Money Mondays with Sean V. Bradley - Know Your Used Car Inventory
In this week's Episode of Make Money Mondays Sean V. Bradley, President of Dealer Synergy, explains the importance of evidence manuals. A Digital Evidence Manual is a clever way for you to show why a prospect should buy a vehicle from you. Previously evidence manuals were made with notebooks and pictures, but in the modern age, we are seeing them created in videos and on tablets. You should always try to receive a customer review after you sell someone a vehicle.
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Bridge The Gap Between The Showroom Sales & Internet Sales / BDC Department At IS20G 7
Sean V. Bradley,CEO of Dealer Synergy wrote an article for Auto Success Magazine about Why BDC's fail. A BDC can handle unsold showroom traffic, data mining, campaign management, equity mining, expiring warranties, aftermarket products, special finance, Internet sales, phone sales, cross promotional marketing, fleet, etc. One of the main reasons that BDC doesn't work is because most dealerships put untrained people together to do everything. Your Internet department should not be a big cluster of people doing a bunch of different things. You should scale into the BDC, and start with the biggest opportunity to be successful. The best thing for you to do is to start with the Internet because 92-99% of Americans go online before stepping into a dealership.
Your Internet department should be your anchor. Secondly, the Internet is predominately a phone sale. Email sells the phone, phone sells the appointment, and the appointment builds the relationship, product, presentation, demo, drive, and delivery. Your Internet department should be trained in the Inbound and Outbound phone call process, Qualifications, Objections and Rebuttals. If they are trained in these fields, they should be able to take inbound phone ups as well. So, the anchor of a BDC should start with Internet leads and inbound phone ups. After, you could increase to the next module. Depending on what your goals are, will dictate what module you implement next. Stop playing checkers with your BDC, and start playing chess.
If you like Make Money Mondays, you will love Bradley On Demand: http://www.BradleyOnDemand.com
For more information about Dealer Synergy visit, http://www.DealerSynergy.com
From today forward we have 7 total selling days left. Push hard all the way through till the end. Revisit customers that came in and didn't buy. Relook at their trades. Check all other possibilities. What if they were on another vehicle? What about longer term? Used? Certified? New? Lease? One Pay Lease? More Down? Co-Signer? Turn up the heat! T.O everybody. Stay focused. Be happy.
“I’m Waiting For My Tax Return” Rebuttal
Customer on the showroom while working a deal:
Customer: We're going to wait until we get our tax return?
Dealer Synergy Partner: I understand. So based off of your experience today, would this be the vehicle you're considering to purchase after you receive your return?
Customer: Yes it is.
Dealer Synergy Partner: And based on the numbers we were able to work out, will this vehicle fit your budget as we discussed?
Customer: Yes it does.
Dealer Synergy Partner: So other than wanting to wait to receive your tax return, is there anything else holding you back from making a decision to move forward with the purchase of this vehicle today?
Customer: No, we just want to wait until we get our return so we can use some of if not all of the money towards this purchase.
Dealer Synergy Partner: I understand. So were you thinking you’d put all of it down or a portion of it towards the vehicle?
Customer: We’re not really sure yet, but when we see how much we’re going to get we want to look everything over to decide.
Dealer Synergy Partner: That makes total sense to me. So if I was able to help you not only keep some of your tax return & maybe even all of it to use towards anything else other than this purchase, and still keep this purchase affordable to your budget, would it be safe to say you’d like to move forward with the purchase of your new vehicle?
Customer on the phone not wanting to come in:
Dealer Synergy Partner: What will be the best time for you to come in today, the afternoon or evening?
Customer: We're going to wait until we get our tax returns.
Dealer Synergy Partner: I understand. So in waiting, what would be the difference between if you came in now versus waiting till after you receive your tax return?
Customer: We just want to wait until we get our return so we can use some of it if not all of the money towards this purchase.
Dealer Synergy Partner: That makes total sense to me. So if I was able to help you not only keep some of your tax return & maybe even all of it to use towards anything else other than this purchase, and still keep this purchase affordable to your budget, the money is better in your pocket then it is ours, wouldn’t you agree?
Dealer Synergy Partner: So then would this afternoon or evening work best for you come in and receive your maximum savings?