Sales Meeting Discussion Guide:
PARTICIPATION OPENING QUESTION:
How do we move the metal and not the math?
(Get answers from at least 5-6 of your sales team, pointing out the obvious opportunities that should be taken by all of us, give appropriate feedback.)
There are only a few industries where consumers can get the whole experience before they buy. More automobiles are sold than any other form of transportation in the United States. There is no industry that offers as many opportunities to take a customer through that kind of total experience.
QUESTION: Why do we often times want to work out the math before we move the metal?
- It’s a path of least resistance.
- We let the consumer persuade us how to do our jobs.
- We’ve lost control.
QUESTION: How can we make sure we are moving the metal and not the math?
- Be enthusiastic and confident.
- Get the customer involved in using their senses, sight, sound, smell, feel and emotionally involved.
- Get them excited.
Have EVERY sales team member share how they will be better at moving the metal and not the math.
- Become more confident by becoming more knowledgeable about my products.
- Work on proper techniques to handle pricing questions upfront.
- Become better at focusing on what I want to accomplish with my customer.
If we wanted to move the math before the metal, we wouldn’t need sales people. If we want to land the customer on the right car, we have to ask good questions and we have to get them emotionally involved and when we do that, the math usually takes care of itself.