Do you offer a menu on buying options and vehicle options right away in your sales process?

If you hear others saying, “NO, we don’t have it. NO, it’s unavailable. NO, you have to wait 3-6+ months to get it.” …..then, you aren’t serving up a menu and without one, you are losing business! Guarantee it. 😩

Let me break it down….

Right now buyers are more opt to call and see if the vehicle they are interested in buying is available at your store. The problem is it probably is not on the ground and ready for delivery. We have to teach the team to STOP saying NO and figure out how to say YES, we have options! Vehicle and Buying options!

Today’s buyers want what they want and they want it right now. You don’t want to say, “no, we don’t have it”…because they bounce.

It’s time to upgrade your sales process to be relevant to handling 2022’s biggest challenges! It’s limited inventory and buyers will brand hop if they aren’t welcomed, valued and appreciated. You can vibe on client experience while serving up a menu. But, if you don’t have a plan, your team will be saying crazy stuff like, Nope, we ain’t got it, no one does. OR We have ne, you want it? If you don’t buy it now, someone else will.” 😳😬

Having a strategy built into your sales approach is critical right now so you set up the convo to help buyers find options – Buying options and Vehicle options. This is the menu that we must be thinking about every time we have a customer encounter.

Let’s say the buyer rolls up at your dealership….they will say the same thing as if they were a caller. Do you have blankety-blank in this exact combination? If you say NO right now they are likely to leave. What’s worse? If your BDC set up an appointment with this guest and the guest gets greeted by a salesperson who doesn’t identify if guest has an appointment, tells them NO and then guest leaves and guest is unaccounted for.

BUT….

If you train on menu options, the dealership team will have a much better chance at getting some runway with customers! Let’s plan to sell pipeline, we need to sell what’s on the ground and we need to know used car inventory inside and out so we serve up appropriate vehicles asap!

I’m talking more in depth on this conversation in my Level Up Now weekly classes and in-store live classes! Find out more by clicking here. Join a free class by registering here.

Article Written by: Jennifer Suzuki