3 important elements of sales training

3 important elements of sales training

3 important elements of sales training

Training Strategy

How often have you sat down for the late month sales meeting only to hear numbers are low? It happens, right? Perhaps, people are waiting for a big sale event. Or maybe, interest rates went up and the economy isn’t doing well.

In any case, many old-school marketers have a tendency to wave their hands in the air and say, “Just throw more at the marketing budget. That’ll get more clients.”

You believe in the need for marketing, but understand you can’t show a direct correlation between a dollar spent on marketing and a dollar earned in sales. There’s definitely a connection, but increasing the one doesn’t necessarily mean an immediate increase to the other. Your process is far more complicated. Increasing your marketing will definitely increase your exposure and help you sell more, but that still leaves the hard work.

Increasing your closing ratio however can achieve that.

Let’s assume your closing rate is 15 percent. If you see a hundred clients in a month, you sell 15 cars. Now, you find out you need to sell another 5 cars. How easy will it be to pull in another 35 people to the dealership to close your standard rate?

It’s a crap shoot. You can’t guarantee your ads will resonate with enough people to get them to come through the door in time. Why? Because marketing dollars spent today are for clients 30 or 45 days from now. On the other hand, what about increasing your closing ratio? You know there were at least 5 people in your office already, maybe even today. Should you rely on hopes and dreams to bring people to the dealership in time or on your sales staff to do their job?.

 It’s that next phase that clinches the sale however. You’ve done your job well, reinforcing your marketing message with your in-dealership processes. What it really comes down to is building rapport.

But that doesn’t come at the wave of a magic wand. Your sales people don’t automatically know what they need to say.

Sales staff need training

You can’t just assume they will get that training themselves either. You need a strategy. Here are three of the most important elements to think about when creating that strategy.

1. Establish a budget

It doesn’t matter whether your budget is part of the marketing budget, it’s fixed or variable.

What matters is that you have a monthly amount of time and money set aside to train your people.

 

2. Education vs training

Robots are trained. Animals are trained. Humans are educated. The difference? Not only do you want to teach your people about the benefits and features of your product, but how to recognize body language cues when a client doesn’t care. You want sales people who can think and respond to real questions as opposed to looking it up in a manual.

3. Continued Support

All the training in the world is for naught if you don’t support your people. That means empowerment AND continued education. The world is an ever-changing place with new solutions to new problems. If you want to increase your closing ratio, they need positive feedback to see what works and what doesn’t, as well as, the authority to learn and try new paths.

Marketing is only part of the answer

Digital Dealership Solutions can help get people to your door. What you do once they are inside is up to you. A training strategy is the perfect complement to your marketing strategy. Hand-in-hand, marketing and education will offer your sales staff the best opportunities and the greatest chances of converting those opportunities into sales

 

Thanks for reading! Stay tuned for more content.

Cheers,
Jason Harris

 

 

 

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The Tesla Model 3 Will be the Prime Target at an Upcoming Hacker Contest

The Tesla Model 3 Will be the Prime Target at an Upcoming Hacker Contest

Tesla’s Model 3 is no doubt going to be an extremely innovative car in its own right. The most obvious reason for this is because it’s an electric vehicle- it’s far more environmentally friendly than any gas-powered vehicle that’s out there.
But another reason that it’s innovative that you might have missed is how secure it is. 

Just how much does Tesla believe in the Model 3’s digital security?

Well, according to The Verge, Tesla is so confident that they’ve allowed a Model 3 to be the object of a hacking contest.

 

The Pwn2Own contest has chosen the Model 3 for their competitors to hack into. It’s a first for this contest, making this an unprecedented move. Furthermore, it will be the only vehicle to participate in the automotive category. The idea is that the hackers will have to try and find a new way to compromise the security of the Model 3. Whoever wins in this category gets to take this sexy, powerful vehicle home as their prize.

The contest in question- often referred to as just Pwn2Own- is arguably the largest event for competitive security research.

 

Here, hackers on the rise are allowed to put their skills on display while trying to find undiscovered vulnerabilities in popular programs. Those who partake in this contest not only have the chance to win prizes, but also to earn money, too. Pwn2Own has managed to produce a lot of hacks for browsers; especially back in 2015, when one hacker found vulnerabilities in Apple’s Safari, Google Chrome and Internet Explorer. the hacker received $225 000; it’s clear that this contest is fruitful for companies and hackers alike.

It may seem odd and even a little risky for Tesla to allow a contest for hackers to hack into one of their vehicles. But it isn’t exactly a one-off for the car company. Tesla has had a bug bounty program since 2014 for researchers to find vulnerabilities in exchange for a payment.

 

 

 Such a program is not unusual; there’s similar programs in place for both Fiat Chrysler and General Motors. But considering Tesla is often targeted by hackers, having this kind of program in place will no doubt keep them up-to-date on their vehicles’ digital security.

Source: The Verge

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