The Sales & Marketing Pathway:
Improve Sales Productivity by Focusing on the Customer Interview
Bob McCann, MRAA
Date & Time: In Person: Dec. 8, 10:00 am - 11:30 a.m.
Online: Jan. 11, 2:15 - 3:00 p.m. CST
*If you register for Dealer Week in person in December, you'll gain access to the online version of this course launching in January for free. Register for Online Only and gain access to this course starting in January only. The Online content will be available until March 30, 2022.
The inventory shortage has placed new demands on your dealership sales team that has most salespeople spending more time with each customer per sale.
Not only has the buying process been stretched out as customers wait for the boat they ordered to be built, shipped and to arrive at the dealership, but the potential for price changes, unexpected delays, quality issues and parts shortages makes it particularly challenging to provide the customer experience you envision with the staff you have in place.
This perfect storm makes your salespeople’s mastery of the customer interview more important than ever. It’s a key structural component in a dealership’s sales methodology, where you establish the foundation for the customer relationship on which future interactions lie. Without it, any bridge to the sale will be shaky, requiring extra time and energy your team may struggle to find nowadays.
During this session from veteran dealership consultant and sales trainer Bob McCann, you’ll learn how to train your salespeople to improve their interviewing skills. They’ll better learn the customer’s wants and needs while building rapport. The quickest way to get proficient at a structured interview is to use role-playing to learn and get comfortable with the skill before using it with a customer.
What you'll learn:
Understand how the inventory shortage has impacted sales department productivity;
Discover the links between sales process proficiency, productivity and customer experience;
And pick up methods for improving your team’s customer interview skills.
*This session meets one of the 2022 Continuous Certification Requirements for Certified Dealers: