Use a game to get staff to ask for sales
Steve Lemco, Author of the book "You Gotta-Wanna"
November 8, 2012
Filed under Dealer Consultants
It’s important to believe that the more offers you get from customers to buy the bike of their dreams, the more sales you will get. Yes, you will get more deals than if you don’t accept the offer from the customer or their credit was turned down, but you also will increase sales. It is a mathematical fact. More equals more.
I absolutely believe one of the best things a dealership can do to increase offers to buy is to have a write-up motivational board. I have installed it in numerous dealerships with tremendous results. It is very easy to install the board. I recommend that each write up receives 1, 2, or 3 points: 1 point is for a signed committed offer to buy; 2 points are for a write-up with $100.00 or more; and 3 points are for a write-up with $500.00 or more.
The money needs to be brought in with the write up the first time the salesperson brings in the offer to buy to the sales manager. Sometimes the salesperson goes to the manager with questions or asking for help. This is not a write-up yet; it is a wonderment. Once the customer commits to buying, it then becomes a write-up, and the points are determined then.
Whoever has the most points at the end of the day rolls the dice. If he/she rolls a double, they win the money in the pool. The pool should start with $20 in the kitty. If the salesperson does not roll a double then $10 is added to the kitty. The odds say you will have a winner every six days. This will cost the dealership approximately $350 per month. But if it only produces one extra sale a month, well you do the math. I believe it will get you at least one extra sale per week. If the spirit of the game is made fun, then this game will increase write-ups, which of course will increase sales.
I mentioned the spirit of the game. If the sales staff knows the owner and other management are paying attention to the score and ask the salespeople from time to time how many points they have, then the sales team will be doing their best to impress everyone and, of course, they want to roll the dice.
If there is a gathering at the end of the night to watch the dice roll, then the spirit of the write-up will help keep the sales staff focused trying to figure out ways to ask for the sale. If it is done right, you will get some very creative offers. But we all know we have started out with a no-way deal to only end up closing the deal and sending the customer home with their dream bike.
The main reason I recommend to get the money with the write-up is because this is normally all or part of the customer’s down payment. This is the easy money to get. By keeping the salesman confident they can ask for the money, it also makes them much better closers when sent back to get additional money. You will be helping them to get over the fear of asking for money. The write-up board will do wonders by keeping the salespeople determined to get some kind of offer from each customer.
To read Steve's first asking for the sale blog, click here.
Steve Lemco is the youngest brother of the late Ed Lemco and has been doing sales training and hiring for motorcycle dealers since 1983. Steve has trained in every state in the U.S., as well as England, France, Australia and New Zealand. Steve incorporates motivational boards and games along with his training and hiring because he believes the best way to get the job done is to make it fun.