Sales Training and Staff

In the face of shrinking profit margins and a volatile market, it can be exceedingly difficult to increase profits generated from new and used vehicle sales. However QCEP Consulting has demonstrated that, despite today’s market conditions, many new and used vehicle dealers can still achieve sales growth and increased profits.

By focusing on the sales process and emphasizing a “people friendly,” customer-oriented sales culture, we have achieved an average 20% increase in revenue for our dealership clients.

We start by re-engineering the sales process. Our objective is to immediately implement process and language changes to insure that the cultural change is recognized internally and externally. Next, we work with sales staff to maximize the initial contact with the customer while also providing accountability for every contact your staff makes. In addition to the initial contact, “write-ups” are a critical part of the sales process and we have found that emphasizing a simple and consistent write-up process results in impressive and almost immediate results.

Negotiation is often the most difficult part of the car buying process – both for your customers and for your staff. Consistency and credibility is key to your customer’s comfort and your salesperson’s confidence, and our process has proven time and again to increase customer satisfaction and close rates.

We also provide a variety of tools to your sales force. We teach them simple and effective methods for handling tough questions (like price and availability), setting appointments, creating a need, and reducing the “back and forth” that often taxes customers and your management staff. Most importantly, we work toward establishing strong credibility and accountability for your sales team.

Additionally, we also work with your sales managers to improve the working environment for your sales staff. Happy salespeople are more productive, generate higher customer satisfaction scores, and they also generate higher profits. We also make certain that your sales management staff understands and implements methods for tracking accountability, both for themselves and for individual salespeople.

Here’s what one client had to say about our services:

“After working with [QCEP Consulting] our sales are up. We’ve improved our sales rate against our local competition, we’ve improved profits, our turn rate is up so my floorplan costs are lower, and we’ve done it all without increasing our overhead. I would strongly recommend QCEP Consulting.”

Greg Voeltz, Owner, Valley Motors

Denver, Colorado USA