Documentation is the new negotiation: Introducing new Sales Process Workshops

March 18, 2010

As I travel the country lately, I’m struck by how much the industry has come to learn and appreciate the value of the Velocity Method of Management.  The journey from traditional to velocity management however, is one that is not easy or without its challenges.  One of the most significant changes that must occur along the way is transforming the culture in the showroom from one of negotiation to documentation.  In other words, the sales staff must have the understanding, strategy and tools to demonstrate that the dealership’s vehicles are priced for sell rather than to negotiate.  To this end, we have launched a series of Sales Process Workshops around the country.  Like our Stocking Analyst Workshops, our Sales Process Workshops are also free of charge, other than your time and travel.  The Sales Process Workshop will teach the necessary strategies and skills that have proven effective in reducing the amount of negotiation/discount in the showroom.  The dealers that have attended this workshop to date have reported immediate reductions of discounting and improvement of average gross profits.  In fact, one of the leading dealers from whom we’ve learned these practices reports that 78% of their vehicles sold are discounted $300 or less. 

Our next Sales Process Workshop will be held in Newark, New Jersey the 25th of March with many more to follow elsewhere around the country.  Attendance is on a first-come, first-serve basis.  If you would like to reserve a spot for this next workshop, please email me at [email protected] with the subject line:  Interest in Sales Process Workshop.  We’ll contact you immediately thereafter to provide more information, confirm your attendance and/or share dates and locations of upcoming workshops.  Please also keep in mind that these workshops are excellent opportunities for velocity management networking.