Most auto dealerships allow eighty percent of shoppers who come through their doors to simply walk away to a competitor. Now, CAR-Research XRM, a single-source CRM solution branded as “XRM, Exceeding CRM,” has decided to help out auto dealerships by releasing, “An Auto Dealers' Guide to Outselling Competition, Increasing Car Sales, Decreasing 3rd Party Leads and Closing more Be-Backs.”
In a release, Kurt Kubicki, VP of Marketing for CAR-Research XRM, said, “To have eighty percent of sales opportunities simply walk away to a competitor is never acceptable. Dealerships must and can retain and recapture more sales opportunities. An Auto Dealers' Guide to Outselling Competition, Increasing Car Sales, Decreasing 3rd Party Leads and Closing more Be-Backs lays out some simple, usable information as to how to do this.”
The new eBook consists of a number of best practices that cover CRM strategies for selling unsold customers. The eBook will serve as a guide for auto dealers and teach them how to get their unsold customers back into the dealership and close the sale. Some of the best practices highlighted are how to increase sales to showroom traffic by 50% or more by identifying and overcoming “real” customer objections vs. false excuses, how to create a showroom process which will consistently increase sales to be-backs, repeats, and referrals every month, for higher gross and higher CSI (News - Alert) and how to increase accountability in your dealership which will ensure process improvement on your showroom floor, resulting in additional sales.
Bruce Glasscock, general manager/owner of Spring Chrysler Jeep Dodge, said, “We’ve grown our business from 70 cars a month to 400 per month, and I can tell you that the hottest prospects to buy a car from my store today are the customers that left my showroom yesterday and did not buy from us. There are deals that we miss every single day and we don't know why. Without question, the fastest, easiest, and least expensive way to sell more cars immediately is to start research interviews with your unsold showroom traffic, period.”
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Calvin Azuri is a contributing editor for TMCnet. To read more of Calvin’s articles, please visit his columnist page.
Edited by John Lahtinen