Auto Dealer Monthly, Q4 2020

The world has changed and so too must your sales practices This unique relationship quickly gives sales personnel compelling detail about the vehicles now in your inventory and in the reconditioning pipeline PHOTO GETTYIMAGES COM ANDRESR Sales departments that interact closely with their dealerships reconditioning function put more sold units on the board Unfortunately few sales managers and their teams are aware of this advantage Practiced correctly this unique relationship quickly gives sales personnel rich and compelling detail about the vehicles now in your inventory and in the reconditioning pipeline They now have the right answers to the questions inquiring sales leads ask about your cars Fast knowledgeable responses build customer trust It also invests the sales teams contribution to increased inventory turn by helping them convert more sales leads to deals When this relationship works well the dealership sells more cars trade ins flow into the reconditioning process without delay and reconditioning gets more cars sale ready faster and all these factors contribute to increased inventory turn By Nicole Renninger 24 auto dealer today Q4 2020 Sales THE MODERN SALES TEAM AS A DRIVER OF INVENTORY TURN KNOWLEDGE DRIVES TURN The best sales associates have an innate skill set for building and sustaining customer trust and loyalty the two most powerful sales influencers Most dealers are privileged to have one such personality on staff Fortunately for those less gifted members of the sales team modern reconditioning software contains a library of robust and compelling vehicle sales knowledge to help them present and sell like a pro Who would ever think that automated reconditioning could also provide the rich detailed vehicle information a sales associate needs to instantly answer a prospects questions without having to put them on hold to ask a manager With this at a click access an associate not only has basic vehicle VIN information but recon status notes recon repair information including before and after photography and walkaround video and the cars vehicle inspection report With this your associate can answer just about any question a prospect might ask all from desktop or mobile integration with the dealerships reconditioning software This information is used not only during the first few minutes with the lead or walk up but it can be pushed via text or email to their smartphone or computer to reinforce the sales discussion and the value in the vehicle being considered LOCATION DRIVES TURN In your dealership is it too often a mystery what happened to the trade ins and their keys Were the keys put in the deal jacket only to sit in the F I office for five days Did a porter move the car behind service where it sits forgotten A best practice is to assign this task to the sales associate who took in the trade Hold them responsible for moving trades to the reconditioning department and handing over their keys Faster inventory turn 12 times annually is the new standard is a must in this modern age when online