Danny Alkassmi – “What No One Else Has Told You Before”: Advance Sales Strategies for Today’s Dealership!

What No One Else Has Told You Before: Advanced Sales Strategies for Today’s

Dealerships

Presented by Danny AlkassmiPresident, Rising Beyond Inc.

Page: 58

© 2012 Rising Beyond Inc. All Rights Reserved











Monitor, Track & Evaluate

PERFORMANCE

# of write up attempts

33 2

4

5

16

# of write up attempts # of test drives

# of customercommitments

# of win-win agreements

# of sales & deliveries

# & type of opportunities

Sales/Delivery New Opportunity

PERFORMANCE INDICATORS

Understand the Number

The number and types of opportunities: Indicate the Salesperson’s productivity , work habits, and time mgmt

The number of demo drives: Indicate the Salesperson’s ability to promote themselves and their product

The number of write-up attempts: Indicate the Salesperson’s ability to make the transition from “showing to selling”

The number of customer commitments: Indicate the Salesperson’s ability to implement an effective process The number of win-win agreements: Indicate the Manager’s ability to manage the selling process

The number of sales/deliveries: Indicate the dealership’s overall effectiveness and efficiency

2

1

3

4

5

6


“Selling Opportunities”

Monthly Closing Type of Opportunity Explanation Numbers Ratios

FOFresh Opportunities

BBBe Back

DVDeveloped Opportunity

Any customer who comes to the showroom, on their own w/o having been in for 30 days

Any customer who comes to the store, having been here at least once in the last 30 days

Any customer who comes to the store, specifically because of a salesperson’s effort, directly

Min 24

Max 48

50% of the non buyers

See Formula NextPage

Low 5%

High 20%

Low 40%

High 70%

Low 30%

High 50%

SELLING OPPORTUNITIES

“The RBI Formula”

FO = BB + DVSUPER STAR STAR TO BE

Example 1:

24 = 10 + 14

5 7 7

Example 2:

48 = 20 + 28

10 14 14

@ 20% @ 70% @ 50%

@ 20% @ 70% @ 50%

Example 1:

24 = 12 + 12

1 5 4

Example 2:

48 = 24 + 24

2 10 7

@ 5% @ 40% @ 30%

@ 5% @ 40% @ 30%


“Demo Drive”

Things to Consider Personal Notes

RBI Benchmark 80 – 90%

•Being Ready

Securing 1st Base

•Creating Value


“Write-Up Attempt”



•Managing the Transition

•Setting the Stage

•Manager’s Awareness/Involvement


“Customer Commitment”




•The Process

•Solidifying the Offer


“Win-Win Agreement”


RBI Benchmark 35 - 40%

•Pre-Neg Prep

•The First Counter

•Creating Movements

PERFORMANCE INDICATORS “Sales/Deliveries”


RBI Benchmark 30% minimum

•The Team

•The Process

•The Resource

What No One Else Has Told You Before: Advanced Sales Strategies for Today’s

Dealerships

Presented by Danny AlkassmiPresident, Rising Beyond Inc.

Page: 58












Monitor, Track & Evaluate

PERFORMANCE

# of write up attempts

33 2

4

5

16

# of write up attempts # of test drives

# of customercommitments

# of win-win agreements

# of sales & deliveries

# & type of opportunities

Sales/Delivery New Opportunity


Understand the Number

The number and types of opportunities: Indicate the Salesperson’s productivity , work habits, and time mgmt

The number of demo drives: Indicate the Salesperson’s ability to promote themselves and their product

The number of write-up attempts: Indicate the Salesperson’s ability to make the transition from “showing to selling”

The number of customer commitments: Indicate the Salesperson’s ability to implement an effective process The number of win-win agreements: Indicate the Manager’s ability to manage the selling process

The number of sales/deliveries: Indicate the dealership’s overall effectiveness and efficiency

2

1

3

4

5

6


“Selling Opportunities”

Monthly Closing Type of Opportunity Explanation Numbers Ratios

FOFresh Opportunities

BBBe Back

DVDeveloped Opportunity

Any customer who comes to the showroom, on their own w/o having been in for 30 days

Any customer who comes to the store, having been here at least once in the last 30 days

Any customer who comes to the store, specifically because of a salesperson’s effort, directly

Min 24

Max 48

50% of the non buyers

See Formula NextPage

Low 5%

High 20%

Low 40%

High 70%

Low 30%

High 50%

SELLING OPPORTUNITIES

“The RBI Formula”

FO = BB + DVSUPER STAR STAR TO BE

Example 1:

24 = 10 + 14

5 7 7

Example 2:

48 = 20 + 28

10 14 14

@ 20% @ 70% @ 50%

@ 20% @ 70% @ 50%

Example 1:

24 = 12 + 12

1 5 4

Example 2:

48 = 24 + 24

2 10 7

@ 5% @ 40% @ 30%

@ 5% @ 40% @ 30%


“Demo Drive”



•Being Ready

Securing 1st Base

•Creating Value


“Write-Up Attempt”



•Managing the Transition

•Setting the Stage



“Customer Commitment”




•The Process

•Solidifying the Offer


“Win-Win Agreement”


RBI Benchmark 35 - 40%

•Pre-Neg Prep

•The First Counter

•Creating Movements

PERFORMANCE INDICATORS “Sales/Deliveries”


RBI Benchmark 30% minimum

•The Team

•The Process

•The Resource

Automotive

Danny Alkassmi – “What No One Else Has Told You Before”: Advance Sales Strategies for Today’s Dealership!