Mastering the 5 Steps to the Sale: A Guide for Modern Dealerships

In today’s competitive automotive market, having a structured approach to sales can make all the difference. The “steps to the sale” process is a time-tested method that continues to drive results for successful dealerships. Let’s explore these five crucial steps and how they can transform your sales strategy.

1. Find a Friend: The Art of the First Impression

The first of the steps to the sale is all about making connections. Here’s how to start strong:

• Greet customers with a genuine smile
• Offer a warm welcome to your dealership
• Invite them inside to slow down the process
• Offer refreshments to create a comfortable atmosphere

Remember, you’re not just selling a car; you’re building a relationship. This initial step sets the tone for the entire interaction.

2. Fact Find & Early Management Involvement (EMI)

The second step in the steps to the sale process involves gathering crucial information:

• Introduce a floor manager early to ensure the right salesperson-customer fit
• Complete a guest worksheet for thorough fact-finding
• Consider early credit applications if necessary
• Enter customer information into your CRM and scan their license
• Obtain keys for appraisal and gather payoff information if applicable

This step is about understanding your customer’s needs and situation, setting the stage for a successful sale.

3. Drive It Like You Own It: The Selection and Demo Phase

Now we’re moving to the exciting part of the steps to the sale:

• Allow sales managers to select the most profitable vehicle options
• Isolate the selected vehicle for focused attention
• Conduct a thorough walkaround and demo (at least 1 minute per $1000 of vehicle value)
• Take the customer on a test drive
• Show the service and parts areas upon return, assuming the sale
• Collect necessary documents (title, driver’s license, registration)
• Attempt a trial close and ask for purchase commitment

This step is crucial in the steps to the sale process. It’s where the customer begins to envision themselves as the owner of the vehicle.

4. Give Them Something to Think About: The Proposal

As we near the end of the steps to the sale, it’s time to present the offer:

• Provide the customer with a proposal using average rates and terms
• Exude confidence in your product, the deal, and yourself

This step is about presenting value and building excitement about the potential purchase.

5. Close: Sealing the Deal

The final step in the steps to the sale process is closing:

• If the customer objects to price or trade figures, involve the sales manager
• For objections on finance terms, bring in the finance manager
• If objections persist after the first turnover, involve a second manager

Remember, closing isn’t just about making a sale—it’s about ensuring the customer feels confident and satisfied with their decision.

Implementing the Steps to the Sale in Your Dealership

Mastering these steps to the sale can significantly improve your dealership’s performance. However, implementing a new sales process can be challenging. That’s where expert guidance can make a difference.

At Willowood Ventures, we specialize in helping dealerships optimize their sales processes. Our team can help you refine and implement these steps to the sale in a way that fits your unique dealership culture and customer base.

Ready to transform your sales approach? Contact us today at 833-735-5998 to learn how we can help you master the steps to the sale and drive your dealership’s success.

Want to dive deeper into effective sales strategies? Visit our contact page to schedule a free consultation with our sales experts.

Don’t let outdated sales techniques hold you back. Fill out our quick form to start your journey towards a more effective, customer-centric sales process today!