Because so many dealers and traditional sales managers continue to look at their internet department as this mysterious group of ex-Dungeons and Dragons players who too closely resemble the graduating class at Hogwarts, it’s important to break down the simplest of strategies that truly drive successful internet sales efforts today.
There’s no need to overthink this; it’s actually pretty straightforward if you’ll just take a step back and breathe.
In this 7-part series, my hope is to detail in plain language how you can stop overthinking much of what goes into making a sale to an internet prospect, and how to use these simple strategies to start setting more appointments that show and buy today:
Simple Strategy #2: Internet Teams & BDCs Must be Managed Like Call Centers
The Problem: Old school sales management and tactics just don’t work when the prospect is sitting at home & your salespeople or BDC agents are sitting at their desks. Moreover, because the average consumer has done over nineteen hours of research before they ever step foot on your lot, pick up the phone or submit a lead, they’ve already done their own Needs Analysis. The old school Road-to-the-Sale doesn’t fly over the phone. [Read more…]