DO YOU HAVE WHAT IT TAKES TO OWN THE ZONE?
RedZone Automotive Closing Technologies
More than a new idea, it's a new way.
The automotive RedZone is the critical point of the sale...the write-up.
Every tactic, every word, every gesture...is the difference between winning or losing
the sale.
Do you have what it takes to win?
Do you have what it takes to own the zone?
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- Is still using outdated closing
techniques from the 70's and 80's.
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- Does not use video role-playing
to practice and perfect their presentations.
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- Does not use "objection resolution" worksheets and sales
tools with their customers to help close the deal.
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- Does not have a comprehensive online
training resource for self-study and performance improvement tracking.
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- Does not have 1-on-1 coaching and follow-up sessions with a coach, not a trainer.
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- On a
football field, the area from the opposition's 20-yard line to the goal line
is called the RedZone. A team's offensive effectiveness is often determined
by the percentage of times that they score while in the RedZone.
- In a
Dealership, the RedZone starts with the presentation of the numbers and ends with
the delivery of a new vehicle or the prospect leaving to purchase elsewhere. In
the high-stakes game of performance & profits, negotiating and closing in the
RedZone will likely determine a salesperson's success or failure. The results
vary from good to bad…
- A Touchdown
(optimal gross deal with a high level of customer satisfaction)
- A Field
Goal (low gross with questionable customer satisfaction)
- A Turnover
(manager has to close the deal, usually by dropping the gross or even more likely –
the customer leaves and purchases elsewhere, yielding nothing but frustration, disappointment,
and a paycheck that is too small)
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OUR STRATEGY
Prior to designing educational programs for an
organization we strive to reach a complete understanding of their intended or existing
sales process and culture. An organization can be one store or one-hundred stores.
Variables that can be factored in include:
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The product (high-line or not)
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Demographic make-up of the customer base (heavy in secondary or not)
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Selling philosophy (traditional, one-price, variations, etc.)
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Available sales tools (desking applications, etc.)
- Talent levels of
the available personnel
If we feel our chances of success are small given the existing situation, we will
work with management to change the situation or we will decline to engage. We will
NOT take an organization's money if we feel an acceptable return on their
investment is a long shot.
Our deliverable (end services) will be split into two pieces:
- The
initial piece will be directed to and built for management
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The subsequent piece will be directed to and tailored for the sales consultants
Without developing management's ability to reinforce, the organization's
return on investment will fall far short of optimal. Only when we've addressed
management's skill and mind sets, then provided the knowledge and tools necessary,
can management practice the reinforcement necessary to drive the ROI to lofty levels.
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