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Ghen,


The easy fix, train your salespeople to make it part if the selling process.  I would always do it after the deal was closed and the deposit was taken.  This way you don't erode gross and you get more from your customer.  So just like going for a demo ride or a service walk, the accessory step should be done no matter what.


Measure each employees performance and let them see where they rank.  Most people in our business have egos and they don't like being last. Of course salespeople are also coin operated, so perhaps you could tie something into your bonus or commission plan.


Sophisticated tools can help, but you don't need them to make this happen.  Put a process in place, measure your results and hold people accountable.