- Apr 7, 2009
- 18
- 0
- First Name
- Steve
So, your dealership has spent a ton of dough implementing Argis. To install, $10,000 and $3,000 +/- monthly. Your techs are finally on board and following the rules. Your advisors are putting forth the effort and some customers are buying. Time to move on to the next big ticket aid to selling more.
Wrong! Look at the database you're growing. The car is back in the customer's garage and you know what it needs. It seems, this is as far as it goes. What about follow-up? What about scraping every last penny out of the pipe you've spent a fortune on? This is a opportunity, not a lost sale!
With whatever upselling tools you invest in, make sure you're prepared to complete the course. Everyone says it but, who is doing it?
Are your advisors following up? Should they? Or, would a better use of their time, and talent, be spent face to face with customers on the drive? If you work the program, your advisors won't have time to call to get customers in because they'll have one customer after another all day long in front of them. So, who's going to do the follow-up on your Argis/MPI?
Not Internet Sales. They exist to sell cars. They exist to feed the salespeople on your lot the qualified buyers they need to sell to all day long.
If advisors are to service what salespeople are to sales then what's the service equivalent of the Internet Sales Department?
And.... discuss!
Wrong! Look at the database you're growing. The car is back in the customer's garage and you know what it needs. It seems, this is as far as it goes. What about follow-up? What about scraping every last penny out of the pipe you've spent a fortune on? This is a opportunity, not a lost sale!
With whatever upselling tools you invest in, make sure you're prepared to complete the course. Everyone says it but, who is doing it?
Are your advisors following up? Should they? Or, would a better use of their time, and talent, be spent face to face with customers on the drive? If you work the program, your advisors won't have time to call to get customers in because they'll have one customer after another all day long in front of them. So, who's going to do the follow-up on your Argis/MPI?
Not Internet Sales. They exist to sell cars. They exist to feed the salespeople on your lot the qualified buyers they need to sell to all day long.
If advisors are to service what salespeople are to sales then what's the service equivalent of the Internet Sales Department?
And.... discuss!