Peak Dealership Performance Newsletter
Helping you earn more, stress less and make a difference
Message from Mark:
Dog Days of August
As we head into the heart of August many dealers showroom floors are becoming filled with new models, while you still have 2011s on the floor for sale. Here’s a tip: When referring to the new models, lose the “er” descriptors. Avoid describing the new models as: “cooler,” “faster,” or even, “better.” Why?
Because of the principle of contrast; it disparages your other inventory. “This new 2012 model, is cooler, faster and better than … ahhh … these other bikes we have for sale.” Often, moving carryover inventory is tough enough; don’t stub your toe along the way.
Looking for Few Good …
Compensation plans. If your dealership is using some sort of team-basedcompensation plan, drop us a line. We’ll trade one of our webinar programs (see below) for some quick details.
Showroom Traffic Down?
With the market gyrations recently we’re reminded that people get scared quickly, and confident, slow.
Time to pick up the phone; review our other articles and programs (we’ve written and spoken extensively on this) and start to stimulate some interest in seeing a brochure, getting a picture taken, taking a ride. Don’t try and sell one over the phone, just start trying to make something happen.
On to your newsletter; in this issue we’ve covering “Do me a favor …” Saturdays (and add-on to our ever popular, two-word opens) and we’ll share the winners of last month’s Dealership Diva case study. We’ll also show you how sales professional Eric Bacon, has taken the thank you card to a new level!
Do Me a Favor Saturdays.
This approach is really predicated on known aspects of the human condition.
- Customers need to be engaged in order to buy. Involve them and often they can sell themselves;
The Ne Plus Ultra of
Erik Bacon, sales professional at Hal’s Harley-Davidson, has achieve top dog status in my book for his follow up card system. Yes, we all know we should send follow up cards to our customers, but far too few of us actually execute this notion.
Management Case Study – You Manage a Superstar Who Acts like a Diva … What do you do?
You may remember last time we offered a management case study. A top performer consistently comes late to staff meetings. What should you do? Here are our winning submissions.
Accelerate the Sale Update
Selling Power Magazine
We are in Selling Power Magazine! See the ad to the right.
Hal’s Harley-Davidson Accelerate the Sale Event
We also conducted an Accelerate the Sale dealership experience with the terrific crew at Hal’s Harley-Davidson.
Mark Rodgers Peak Dealership Performance® Programs
What’s the best way to dramatically improve yourself and your business? Put into practice the ideas found in these Peak Dealership Performance programs! These programs were first delivered as webinars and are now available for you. Package options include video, audio, workbooks and consulting options. Crammed with pragmatic information which will dramatically accelerate your sales, marketing and management success. Ask anyone.
Now go sell something!
Peak Dealership Performance