DealershipLife Core Belief:
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Everyone who buys a car has a right to the personalized, individual attention of a professional sales consultant.
Whether it's a $2k vehicle, $20k vehicle, or $200k vehicle. To the customer, it's the most they feel like they can or should reasonably spend on this purchase, so to them, it's a big deal. Big decisions like this deserve help and guidance from a professional. Don't let your customers believe that they deserve any less, or that somehow the sales consultant is there for any other reason than to help them.
Reflection and Discussion:
What are the advantages offered by online-only digital retailers, companies that don't employe sales consultants and believe that somehow this is better for customers?
Is there a price advantage?
Is it more convenient?
If someone from your town called in today and said they wanted to buy a particular vehicle that you have in stock, they agreed to the online market price, said they could send you whatever documents you needed, and asked how quickly you could deliver the vehicle to their driveway, how quickly do you think your dealership could get it done? On a good day? On a bad day?
In your view, what is your job as a sales consultant? Do you think "Sales Consultant" is a good description of what you do? Is there another title that you think would describe your job more accurately?
What do you think a customer might say about this core belief? Do you think they might disagree about the benefits of having a right to professional services as part of their purchase? Why or why not?
Whether it's a $2k vehicle, $20k vehicle, or $200k vehicle. To the customer, it's the most they feel like they can or should reasonably spend on this purchase, so to them, it's a big deal. Big decisions like this deserve help and guidance from a professional. Don't let your customers believe that they deserve any less, or that somehow the sales consultant is there for any other reason than to help them.
Reflection and Discussion:
What are the advantages offered by online-only digital retailers, companies that don't employe sales consultants and believe that somehow this is better for customers?
Is there a price advantage?
Is it more convenient?
If someone from your town called in today and said they wanted to buy a particular vehicle that you have in stock, they agreed to the online market price, said they could send you whatever documents you needed, and asked how quickly you could deliver the vehicle to their driveway, how quickly do you think your dealership could get it done? On a good day? On a bad day?
In your view, what is your job as a sales consultant? Do you think "Sales Consultant" is a good description of what you do? Is there another title that you think would describe your job more accurately?
What do you think a customer might say about this core belief? Do you think they might disagree about the benefits of having a right to professional services as part of their purchase? Why or why not?