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" Although 80 percent of customers come to a dealership to buy, the average closing ratio nationally is only 20 percent."

 "90 percent of sales people donít understand or follow the key steps to a sale."

Fred G. Slabine, President

Automotive Training & Development

 
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Our Mission and Core Beliefs

OUR MISSION 

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.

CORE BELIEFS

A highly motivated and effective sales team can accelerate sales and profits.  Although 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 salesperson.

Successful sales people build relationships and add value during the sales process so that customers buy from your dealership, not your competitors. Furthermore, by 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.

Effective sales training programs cover a variety of important topics, not just product knowledge. These 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 improvement.

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.

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