Shape your team’s Mentality
Let’s face it, most dealership are not known for putting the consumer first. Recently there has been a shift in automotive geared towards experience, but unfortunately, we are pushing up against decades of overselling and aggressive salespeople. In order to win today, we must help sales teams think first about establishing a connection versus pressuring immediately for a sale. A shopper who submits a lead, sees it as an opportunity to start a conversation. It’s up to us to remind our teams every day, a lead is an invitation to start a conversation. For salespeople to get their desired result, they must start switch the paradigm.
Redefine their goals
People do what is measured and rewarded. To have a team adopt a paradigm shift, it must come with corresponding goals. Creating goals that hold salespeople accountable to how quickly and how conversationally they engage leads will help your team change their mentality.
Help your team build new habits
Create talk tracks around each type of lead you are receiving. These talk tracks need to be centered around the customer’s experience. Once you have created the talk tracks and have shared them with your team, it’s time to practice. Role-play these conversations with your team to accelerate buy-in and create familiarity with what is likely a brand-new approach to each customer.