Mark Bonnell, Struthers Bros.
Des Moines, Iowa
So Mark, what do you think about the live instructor-led online class?
I really like the fact that you can ask the teacher questions and interact with other members in the class. It’s really nice to be a part of a live class without having to travel and leave the dealership.
Can you tell me a little bit about the work habits class you were recently in?
The work habits class outlines all of the activities a salesperson can do besides waiting for walk-ins and phone-ups, more activities will always equal more sales.
What are some of those key activities?
Making follow-up calls to unsold customers, calling orphan owners, repeat customers, getting referrals, sending follow-up literature and thank you cards, talking with parts and service customers and more.
Chalk Talk With Dr. Nikki
| 90 Walk-Ins x 10% Closing Ratio |
10 Be Backs-Rpt-Ref-Appts x 65% Closing Ratio |
||
| 9 Units Sold | 7 Units Sold |
9 + 7 = 16
16 Sales Out of 100 Customers
= 16% Closing Ratio
Closing Ratio Math: After
| 75 Walk-Ins x 10% Closing Ratio |
25 Be Backs-Rpt-Ref-Appts x 65% Closing Ratio |
||
| 8 Units Sold | 16 Units Sold |
8 + 16 = 24
24 Sales Out of 100 Customers
= 24% Closing Ratio
Why should you track all of those activities?
Because, you can’t improve what you’re not tracking!
How should they be tracked?
There are a lot of digital lead-tracking tools, like Traffic Log Pro and Victory Solutions. Some people in the class preferred paper traffic logs. Dealership University also has a Sales Planner that keeps track of goal setting and all of the activities we discussed.
What was your favorite part of the class?
I really liked the math. We broke down how to increase closing ratios by focusing on the activities that yield a higher closing ratio. The telephone really makes a big difference in this area.
Mark, thank you for your participation, I’ll see you in the next class.
Thanks Dr. Nikki, I’ll see you in cyberspace.
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