An effective sales process is very important within a car dealership. In, most cases this is how a effective dealership operates; dealership sales operations need to be structured for effective sales results.
Here at CarWoo! our goal is to help perfect a complicated sales process, from which both buyers and dealers can benefit. As a former car dealer myself, I’m able to look at the CarWoo! model and see how it really helps the sales process for dealers.
An effective sales process in a car dealership is important for three reasons:
1. It maintains order within the dealership, and sets standards on how management and sales staff within the dealership are supposed to convert a potential prospect (buyer) in to a paying customer.
2. It guarantees that the customer is well taken care of and is converted to paying customer as soon as possible. (Think along the lines of “The customer is always right.”)
3. It ensures excellent Customer Service Survey (a survey most manufactures send to customers rating dealer performance).
This sales process is set forth by Owner or General Manager, and usually is a term of employment that all sales staff must follow.
Example Dealer Sales Process
1st Step: Meet & Greet- Dealer introduction. Main focus is to build rapport, engage buyer, and determine buyers needs.
2nd Step: Vehicle Demo & Pre-Qualification. Build value in vehicle while finding out as much information as possible on buyer. (What kind of car are they really looking for? Are they going to pay cash or finance? How close are they to purchasing?)
3rd Step: Negotiation. Work with management team to obtain as much profit as possible, while not affecting dealer and buyer relationship. (Can we offer them good financing terms? What can I do to incentiveize the buyer to purchase today?)
4th Step: Closing deal- Make sure buyer is ready to finalize deal “right now.”
5th Step: F& I Process- After negotiation buyer goes to finance to finalize deal. Try to upsell certain products for additional profit, such as car alarm, warranty, gap insurance etc…
6th Step: Vehicle Delivery- Sales person explains vehicle functions to buyer and informs buyer of a survey they will be getting from the Manufacturer of the vehicle (usually survey rating dealers overall performance).
Why We’re Different
CarWoo! is so effective in connecting buyers with dealers because we understand how both dealers and buyers think. Some dealers may think we are no different from a “nagging boss,” but in reality we are trying to help dealers provide information to buyers that want to buy a car.
The retail automotive sales process is often so complicated because no two buyers are the same. All car buyers have needs, and dealers must accommodate them to make a deal. The model above is not “one size fits all,” and that’s where a lot of buyers (and dealers) become frusterated with the process.
This is where CarWoo! is effective – a buyer can communicate their needs without being prequalified. This is because CarWoo! buyers are already qualified – they just spent $50 on a car buying service and are clearly serious about purchasing. This benefits dealers because many have problems with effectively following a written sales process.
By making this process so easy for consumers to buy cars, we are altering irritating struggles within dealerships about customer pricing, and expectations. Our staff effectively helps dealers pre-qualify customers, guaranteeing that they won’t need to work much to make a sale. This allows dealers to present their most competitive offer up front and leave little haggling once the customer has arrived at the dealership.
CarWoo! is so great because we make sure dealers can guarantee and deliver a vehicle at a pre-negotiated price, allowing certain sales process flaws to become null and void.
By providing this to buyers we here at CarWoo! are offering not only buyers a great service, but we’re providing a new (and easier!) system for dealers as well.