80 percent of customers come to a dealership to buy, the average closing ratio
nationally is only 20 percent."
percent of sales people donít understand or follow the key steps to a sale."
Fred G. Slabine, President
Automotive Training & Development
Our Mission and Core Beliefs
Our mission is to boost automotive sales, profits and customer
satisfaction by providing high quality and affordable recruitment and sales
training services for automotive, marine, RV, and motorcycle dealerships.
A highly motivated and effective sales team can accelerate sales
product quality and competitive pricing are important, the quality of your sales
force can give you a real competitive edge. Thatís because between
35 to 37% of a customerís buying decision is based on the
Successful sales people build
relationships and add value during the sales process so that customers buy from
your dealership, not your competitors.
following up, soliciting referrals, and actively prospecting, they generate
repeat business and bring customers flocking to your dealership.
In most dealerships, the sales team needs
additional training and development.
While 80 percent of
customers come to a dealership to buy, the average closing ratio nationally is
only 20 percent. Thatís because 90 percent of sales people donít understand or
follow the key steps to a sale. Most of these ďlostĒ customers will make a
purchase within a week, yet only 10 percent will receive a follow-up call. If
they do return to your showroom, 65 percent will make a purchase.
training programs cover a variety of important topics, not just product
include: 1) how to set and meet goals, create and maintain a positive mental
attitude, and develop strong personal relationships; 2) the 11 steps to a sale,
from welcoming the customer to negotiation and closing, delivery, follow-up, and
prospecting; and 3) strategies and resources for continuous learning and
Even GREAT sales
professionals need ongoing training and development, performance monitoring, and
a supportive working environment.
The industry changes rapidly, and even top performers need
periodic refresher programs to stay on their game. By setting clear performance
criteria, sales managers can reward success and identify areas in need of
improvement. Finally, the best way to retain your top staff and avoid costly
turnover is by creating a positive, family-like environment where both sales
people and customers feel valued and supported.