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Work Habits

Dr. Nikki discusses smart work habits to bolster your dealership's closing ratios.


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

Closing Ratio Math: Before

Out of every 100 customers…

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

Out of every 100 customers…

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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