Products offered in the business office at an automotive and RV dealership have tremendous value to customers and it’s important that your salespeople fully appreciate this too. Fair enough, they are focused on selling the vehicle which usually leaves little interest, if any, towards the success of business office product sales. The result is a breakdown in the relationship between the salesperson and the business manager. A few things that will help remedy that:
1. Spiff Program
2. 5 to 10 minutes presentation at sales meetings of business office products
3. Building Rapport with your internal customers, particularly your salespeople. If you want to be important to them, first you must prove to them that they are important to you!
4. Communicate to your salespeople that the products you offer in the business office are far more than profit generators, they will enhance the customer’s ownership experience and encourage referrals and repeat business.
5. Testimonials from customers that have had personal experiences with the business office products and rave about them (use your Evidence Binder / Client Presentation Binder).
Tags: automotive, building rapport, business office, business office products, client presentation binder, communicate, dealership, evidence binder, important, internal customers, presentation, referrals, repeat business, rv, Sales, sales meetings, salespeople, selling, spiff program, testimonials from customers