The perception of internet sales for many dealers and traditional sales managers is that it’s still a confusing area best left to those who are more technologically proficient. Moreover, industry vendors, other so-called experts and even some trainers continue to profit in keeping internet sales a befuddling mystery for the average dealer’s management team.
The truth is internet sales are not just relatively easy to master; internet sales are so easy to master that some may consider them boring.
In this series of 7 Simple Strategies, my hope is to detail in plain language how you can stop over thinking much of what goes into making a sale to an internet prospect, and how to use these seven simple strategies to start setting more appointments that show up and buy:
Simple Strategy #1: Pay for the Performance You Want
The Problem: Many dealers have developed convoluted BDC Pay Plans that pay a good base wage and merely spiff on appointments and sales; all while paying the floor team a full commission for doing less than half the work. It’s not your fault: some misguided industry trainer told you to pay them this way.
Consider the shortened Road-to-the-Sale we see as today; the process from Lead to Close for Internet Appointments often goes something like this: [Read more…]