Your advisors could be driving your retention down. If they are using the outdated technique of “closing” in the service drive then they could be driving customers away and hurting future car sales.
As I visit dealers around the country I often hear “advisors are salespeople” and it kills me everytime. Selling services in the drive is very different from selling a car and not understanding those differences can kill your retention.
https://youtu.be/TH5PFTiQY-Q
Yes, we want and need advisors to sell and there is a better way of getting those sales. By operating as a customer collector they can increase their sales and increase the customer retention for the dealership.
Take a look at this video and then play it for your team….it could save a customer.
Thanks,
Chris Collins
P.S. N.A.D.A is coming up fast! I am doing a Workshop everyday and would love for you to join us. We are also hosting a Cigar and Tequila mixer (Tequila The Bulldog will be there) at The Hard Rock Hotel & Casino. Let us know if you can join us.
