A sales presentation with a purpose Assessment Utilizing Logic - - PowerPoint PPT Presentation
A sales presentation with a purpose Assessment Utilizing Logic Training and experience, will make you successful A sales presentation with a purpose Planning Strategy, opportunities, relationships Connect A winning attitude
Training and experience, will make you successful
Planning
Strategy, opportunities, relationships
Connect
A winning attitude & assessing styles
Probe and Propose
Understanding Dealer needs, then proposing the
right solution Refine
Adjusting, checking for agreement
Close
Agreement, Summarize, Next Steps & Follow Up
Focus on Dealer needs & provide appropriate solutions
Dealer Types
Prospect
New opportunity, cold calling
Developing
Know of or have a relationship
Referrals
Minimal sales or products
Mature
Solid production, want to take to the next level
Problem
Not committed, not producing
Understanding the Dealer type will help you prepare
Direct Style Friendly Style Decides Quickly Outgoing / Nice Bottom Line Attempts to dominate interaction Upbeat Might be impatient Persuasive Speaks quickly, interrupts Spontaneous Can seem aggressive and rude Willing to compromise May be disorganized Steady Style Detail Oriented Style Relaxed Prepared with data Flexible Verifies accuracy Good listening skills Frequently questions and challenges May want to avoid risks and change Seeks detailed answers and information Passive and compliant Provides (and expects) precise, structured arguments Inquisitive May require excessive analysis
Understanding their style will help you connect
What? How? Why? What? How? Why? NEED
Using Probing Questions Ask 7–11 probing questions before proposing a solution
Sales Manager, and Office Manager?
1. Provide the Dealer with positive feedback from Service Department
business cards
2. Ask for an opportunity to present AUL product 3. Ask probing questions 4. Obtain specific information for cost comparisons and Dealer Participation Programs
1.
2.
3.
AUL Absolute Absolute
(7/100) (5/60) (7/100) (5/60) F150 (4WD) 12 $888 $449 $1,059 $599 Fusion / Focus 12 $716 $412 $999 $625 Escape 2,340 $716 $412 $999 $625 Pricing obtained from a Ford Dealer in Cleveland, Ohio
(24/24) (36/36) (24/24) (36/36) 2012 Camry 50,000 $651 $866 $694 $989 2007 GMC (4wd) 80,000 $1,304 $1,712 $1,4999 Not Available Pricing obtained from a Ford Dealer in Cleveland, Ohio
AUL to FORD pricing New Vehicles are an Average $ 192 LESS Used Vehicles an Average $ 169 LESS
AUL Absolute Agent Worksheet
Agent Name:______________________________________ Agency ID #:______________________________________ Dealership Name:__________________________________ Dealership Address: ________________________________ City:______________ ST:_____ Zip ______________ DMS Provider:_____________________ Menu Provider:_____________________ Dealership Makes: _________________________________ Total New: _________ Total Near New :_________ Total Core(Used):________ Penetration _______% Penetration:_________% Penetration:_________% Current Competitor __________________________________________________ Current Competitor Rate Card: _______ Yes __________No Average Premium:_____________ Currently Reinsured: _________Yes ___________No Consulting Firm:__________________________________ Number of Binders needed:_________ Names on Binder: _________________________________________ Proforma Absolute ________Proforma Core_________ Please check the Inserts you would like included in the Absolute pitch kit: ___ Dealer Agreement ___ Certified Wrap ___ Reserve Care Plus ___ Reserve Care Lease ___ Lifetime Powertrain ___ Absolute Profits ___ Lifetime Wrap ___ History of AUL ___ Certified Powertain ___
* This form must be submitted to Sales Support with the Absolute DPS/DDR for setupAgent Signature: _________________________ BDM Approval: __________________________ GSM Approval: __________________________
Let’s build a solid Proforma
MSRP vs. Factory pricing Based on our findings, of 30 days worth of claims paid, compared to what Factory would have paid, AUL (MSRP) would have paid $121 additional per claim!
How can that be?