We are living in unprecedented times. The pandemic has changed the way we live and work, and the impact on businesses has been profound.
So, when you’re facing a situation you’ve never encountered before, do you 1) hide under your doona and pretend it’s not happening; 2) keep doing what you’ve always done, expecting the outcome to be the same even though the climate is completely different; or 3) be ingenious, adapt your sales approach, and find those golden opportunities.
The answer, of course, is number 3. Putting “everything on hold” is the worst thing you could do right now. Here’s why.
You need to spend money to make money
We’ve all heard the phrase, ‘you have to spend money to make money’ – and it’s true. You don’t have to spend a lot, but you do have to spend some.
As a dealership, two key areas you should specifically be spending money on at the moment are marketing and sales coaching.
Marketing can help you to secure more leads, build brand awareness and ultimately boost your sales. Whatever type of marketing you pursue, be sure to evaluate your return on investment. Whether you’re posting on Instagram, using a consultant to grow your business, or hosting a sales event, ensure the expense is adding value. At DTS, our sales events, for example, offer an ROI of $5.8 for every $1 spent.
Another key area you should be allocating resources to is coaching. In particular, coaching your sales staff on how to navigate the current climate.
At DTS Experience, we offer a range of coaching services via the DTS Coaching Academy. Each program is designed to help your sales teams reach their targets and drive profitability.
The effort you put in today will determine tomorrow's success
Irrespective of whether you’re at the top of your game or not, the effort you put in today is directly related to how successful you’ll be tomorrow. Do the hard yards now and it will pay dividends down the track.
Successful people, sports teams and companies know this to be true. Take Tiger Woods, for example, whose relentless drive to improve is the stuff of legend.
Consider your favourite footy team. How many months do they train before the big game?
The moral of the story is that now is not the time for sales staff to rest on their laurels. Rather, they should be sharpening their skills and learning how to seek out and maximise every opportunity.
Now, more than ever, staff need a morale boost
Let’s face it, 2020 has been a difficult year. If your staff are feeling unmotivated or disillusioned, our coaching services can put the zing back in their step.
Of course, sales coaching should not to be confused with sales training. With sales training, your team might go into a board room, listen to someone talk at them for a day and then go back to work and forget what they’ve heard.
Coaching is more personalised. It might be one-on-one with the manager at his workstation, for example. If there are specific issues that need to be ironed out, our expert coaches can work through those. It’s all about learning by doing, whilst also having fun!
Ready to take the next step?
If you’re looking to take your dealership sales to the next level, please get in touch. We offer a range of dynamic sales events and coaching services to improve your bottom line.
Even if your dealership has had to close due to lockdown in Victoria, we can still assist. We now offer a 100% virtual sales event, where there’s no need for customers to enter the dealership. Everything’s done online, from the initial lead qualification to the vehicle inspection, trade-in appraisal and finance consultation.
Give us a call today!
Ph: 1300 944 112