2011 SEMA Show Education Days - Powesports Dealer Tracks

Download PDF

Let’s face it, you have a lot of important income streams for your business, but they all really flow from vehicle sales. This session will show you how to navigate the whitewater of selling your vehicles taking on the most frequent customer challenges quickly and easily, so you can close the business and get the cash flowing. This presentation will show you how to:

• Qualify potential buyers, reduce defensiveness and demonstrate your inimitable marketplace differential in just two words
• Quickly, easily and early, not only radically increase your chances for closing this deal, but also that this person will bring others to you as well
• Effectively answer common pricing and financing questions
• Deliver a one-two punch in closing that can get you more business than you imagined

Download the session handout.

We all know referrals are important, yet few of us actively pursue them the way we should. This presentation will give you all the tools you need to kick-start your referral efforts instantly! Download the session handout.

Mastering the art of objection rebuttal may be the most important sales skill needed by sales professionals today. It shouldn’t be adversarial; it should be educational, with more than a little persuasive psychology thrown in. Learn how to:

• Understand objections and communication to increase your objection success.
• Identify the four most common objection areas, used by the four most common types of customers and see strategies to win them over!
• Discover 19 sales psychology best practices to respond to tough questions.
• Get specific word tracks to respond to objection situations including: “I can get it cheaper, somewhere else.”; “What’s my out the door price?”; “Why buy now?”; “I’m concerned about the economy”; “It’s way too expensive.”

This is the sort of information you’ll want to keep readily accessible for more effective staff meetings, new employee training session and veteran tune-ups. Download the session handout.

We often talk about how to get more business, but sometimes we have too much. Being able to “Anticipate, Prepare and Execute” for high volumes of customer traffic is a key to your success. This presentation does all that with pragmatic advice on how to thrive and not just survive, the busy times. Included in this presentation:

• The crucial dealership policies to put in place prior to high volumes of customer traffic.
• One practice which will transform your dealership’s busy Saturdays.
• Six displays which keep customers interested and enthusiastic, while you process others.
• You’ve heard you’re only supposed to use open-ended questions, right? Wrong! We’ll show you when and where closed-ended questions are preferred.
• Covert communication, so your team knows what’s going on, while your customers enjoy shopping.
• And literally dozens of other best practices.

In this business you have to make the dollars in the season. This presentation will show you how. Download the session handout.

Are you looking for more profit from your finance office? Do you wonder how successful powersport dealers achieve F&I gross profit per vehicle sold of $500-$700 or more? You can’t sell many F&I products unless the customer uses dealership financing. Gart will share proven techniques to improve the conversion ratio of your cash, bank and credit union customers to dealership financing. Attendees will receive effective word-tracks and hear the when, how and why of finance conversions as well as best practices for improved lender relations. Download the session handout.