Think a well-trained and professional sales force isn’t costing you thousands of dollars? Read this.
In a recent J.D. Power and Associates Escaped Shopper and Owner Loyalty Study of 30,300 new vehicle owners, the top 10 reasons cited by vehicle owners for rejecting particular models was:
- Total price too high
- Total monthly payments too high
- Did not like style/design of exterior
- Limited availability on dealer lots
- Salespeople did not act professionally
- Was not available with rebates/incentives
- Did not like look/design of interior
- Concerned about reliability
- Was not available with low-interest financing
- Vehicle was too small
In addition, the report states that 16 percent of vehicles are rejected due, at least in part, to the shopper’s perception that the dealership staff was unprofessional or treated them poorly. “Some people get an uneasy feeling about the way their salesperson handled their business, so they decided to buy an entirely different make rather than driving across town to find another dealership that sells that same type of vehicle,” said Chris Denove, partner at J.D. Power and Associates.
Unfortunately, the shopper’s perception of an unprofessional salesperson is often directly related to the salesperson’s lack of training for the job. So don’t wait. Email training@arizonacarjobs.com to set an appointment and ensure that your people are the very best in the business.
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