http://www.automotiveinternetsales.com
http://www.internetsales20group.com
3 Part Video Interview with Durran Cage, GSM of Alan Vines Automotive The September 2012 AutoSuccess Cover Story...
You can meet Durran Cage at the upcoming Internet Sales 20 Group in Chicago October 23-25th
http://www.internetsales20group.com
http://www.alanvinesautomotive.com
AUDUBON, N.J., Aug. 31, 2012 /PRNewswire/ -- GSM of Alan Vines Automotive & AutoSuccess Magazine September Cover Story, Durran Cage Will be a Speaker at the Internet Sales 20 Group Workshop in Chicago, October 23-25th.
Sean V. Bradley, Creator and Moderator for the Internet Sales 20 Group, is quoted as saying, "It is an honor to have Durran Cage as Speaker at this year's Internet Sales 20 Group. Durran brings a unique perspective to our community. He started as a Chrysler OEM rep then he got recruited to a dealership as an Internet Director and he took that department from 25 units online to 95 units online. He did such an incredible job in the Internet Department that the Dealer Principal, Mr. Alan Vines promoted him to General Sales Manager of the entire dealership. I think Dealer Principals, GMs, GSMs, Internet and BDC Directors alike will get a tremendous amount of information and value from Durran's presentation."
The upcoming Internet Sales 20 Group will be held in beautiful downtown Chicago at the Hilton from October 23rd, 24th and 25th.
This is a major industry event with some of the most prestigious companies in the Automotive Sales industry sponsoring the event, such as:
Additional Speakers at the Internet Sales 20 Group are:
** The first 20 Dealerships to sign up before September 15th will receive a FREE consulting Package worth $1,500. Package includes:
** Once all of this data is complied from all 20 different dealerships we will then create a powerful "Internet Sales 20 Group Composite". (Which will be given to the entire 20 group at the workshop".
If you want to register for the Internet Sales 20 Group you can use this registration code DSIS20 to save $500 off Registration.
For more information on the upcoming Internet Sales 20 Group in Chicago, October 23rd, 24th and 25th please go to www.internetsales20group.com or call 267-319-6776.
Contact is Amanda Melendez
SOURCE Synergized Media
PR Newswire (http://s.tt/1mccS)
GSM of Alan Vines Automotive & AutoSuccess Magazine September Cover Story, Durran Cage Will be a Speaker at the Internet Sales 20 Group in Chicago, October 23-25th
Got Bad Credit?
Have you ever heard this before? “Treat people the way you would want to be treated?” Otherwise known as the Golden Rule. Maybe you heard this one; “All people are created equal,” which just so happens to be mentioned by Thomas Jefferson over 2 centuries ago. But these statements are still not enforced 100% of the time in our Dealerships. The problem is that in today’s society and business we continue to do the same things over and over again expecting a different result, sometimes referred to as insanity.
Check out this scenario, (true story) I ask a sales consultant why his sales this month are off, and he responds like the average sales person, “got too much bad credit.” Well I guess he was unaware that West Tennessee and Memphis has been known in the past as the “bankruptcy capital of the world.” The problem here is not the bad credit, the problem here is the sales consultants mind set about a customer with challenged credit. I decided to watch this sales consultant closer, I needed to understand the sales consultants process with challenged credit customers before I could analyze the true problem. After 5 minutes here was my conclusion:
But who is to blame here, has the store created a culture to treat all customers the same? Does the sales consultant really understand the process with challenged credit customers? Here is what we do know, the sales consultant already thought in his mind that this customer has bad credit and that he would not sell them a car. The sales person treated them is if they were not important, almost as if that people with challenged credit are not allowed at this dealership unless they fit the banks guidelines. Would this sales consultant have treated his grandmother the same way? Would this sales person have treated a customer that stepped out of 2008 BMW 7 Series with business attire the same way? My guess is probably not, I would guess that the red carpet would have been rolled out for both.
Would you like to know how to sell more cars to people with challenged credit? Follow these easy steps:
I will not go through all the steps here, but what I can tell you is that if you perform these first 5 steps on a challenged credit customer the way you would on a customer with an 800+ beacon, the results will be immeasurable. Here is why, regardless if you sell this customer or not, they will tell more people about there experience with you than a customer with excellent credit because typically an excellent credit customer gets the red carpet rolled out 99% of the time. The same with challenged credit customers, they typically get treated poorly the same way at every dealership. Statistics show that when a customer purchases a vehicle someone else in the household or family tree is looking to purchase a car within the next 90-120 days. Well I say the same statement would be made for people that visit a dealership and do not purchase, they know someone in the family, friend, or co-worker that is looking within the next 3 months.
For example, a customer recently visited our website and submitted an online credit application. Immediately we emailed the customer and then followed up with a phone call. We first thanked the customer for the opportunity, performed a need analysis, explained our dealerships value package, and sold the appointment. Down payment and any other financial questions are not to be mentioned over the phone to our customers. This customer received a confirmation number and came in to meet with me directly. I thanked the customer and performed the steps listed above and assigned the proper “Product Specialists” to go over the features of this vehicle. In short, we were unable to obtain financing for this customer, but she was so enthused about the visit that she referred 2 people to us within 48 hours because of the great experience she received. We sold one of them and the other is still a working prospect. She also just so happens to be employed at the local Y.M.C.A. so as you can imagine she interacts with hundreds upon hundreds of people everyday. She continues to send us business and we continue to work on getting her a vehicle. All this because the Red Carpet was rolled out and we treated her differently than our competition.
Do you have bad credit? Want to sell more customers with challenged credit? Start with the most basic thing, treat the customers the way you would want to be treated and the rest will take care of itself. All customers are created equal.
Durran Cage
Internet Sales Director
Alan Vines Automotive
