High Performance Selling -

Death of the Traditional Dealership

and SalespersonBy Mark Tewart

Question #1 - How much has the auto business changed?

Question #2 - ____________________________________?

“The Times They Are A Changin”

Some Things Never Change

“If I could just get my people to…”

• Follow up

• Use good phone skills

• Prospect

• Close

• ?

What Should Your Team Members Do?

Duties and job functions of a manager?

__________________________?

__________________________?

__________________________?

Duties and job functions of a salesperson?

___________________________?

___________________________?

___________________________?

What Do Your Customers Fear?

Are You Frustrated?

Stop It!

It’s Time To Make A Decision

You have two choices:

#1 – Recruit, hire, train and retain true professionals capable of their duties

#2 – Segment and specialize

There is not a right or wrong way but you have to choose!

Contrarian Auto Concepts

Slippery Slide Sales Method

&

TLC – Think Like a Customer

Rethink And Re-Order Your Sales Process

• Change online impressions and MOT’s

• In store – Managers as sales coaches

• Greetings that match today’s buyers

Rethink And Re-Order Your Process

• Job mission

• Trade-In to the front of the sale process

• Practice apples to oranges selling

- Choices

- Pick 2

- Proactive

- Customer care

Things That Make You Go Hmmm…

• Manager towers

• Green sharpie proposals

• Deal killer questions

• Too much back and forth

Things That Make You Go Hmmm…

• Too much time waiting for F&I

• Too much time in F&I

• Average sales to service retention is 19%

• Managers as clerks and dealer trade specialists

• 2011 - $654 average cost per vehicle sold for advertising and

$____ for training

Stop It!

Mark Tewart, author of “How To Be A Sales Superstar – Break All The Rules and

Succeed While Doing It”

Tewart Enterprises Inc

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