Please click above to watch the video
It seems a rhetorical question to ask anyone in sales or management if they really want to get better - the reason I ask is that a lot of people want to get better, but don't really know how.
As I state in the video, in order to get better, you have to know where you stand right now.
Closing ratio is normally the first number most people examine - is it where it needs to be? However, I invite you to look at different numbers:
How many opportunities to do business are you getting in front of?
What is the split between fresh opportunities, be-backs, referrals, repeats, internet and phone leads?
What am I doing with each of the above as far as process:
- Manager involvement
- WOW feature/function/benefit presentation
- Trial close
- Service and parts tour
- Buy the trade
If you were able to increase your effectiveness with each of the above steps, your closing ratio will automatically improve - meaning you will sell more!
Too many people today don't want to work on these things though, so they only care about getting a decent number of sales each month and making an average income.
If you would like to receive electronic logs - either for the sales department as a whole or as an individual salesperson so you can track all these numbers, please let me know and I will be happy to send them to you.