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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
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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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