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 & 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

A sales presentation with a purpose 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

A sales presentation with a purpose 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 Provides (and expects) precise, structured Passive and compliant arguments Inquisitive May require excessive analysis Understanding their style will help you connect

A sales presentation with a purpose Using Probing Questions What? How? Why? What? How? Why? NEED Ask 7–11 probing questions before proposing a solution

SALES Training: Service Department Approach 1. Visit with service writers and director: • What is their experience with AUL, if applicable? • How are we treating them? • Who is their current VSC provider? • What do they like and dislike about their current VSC provider?

SALES Training: Service Department Approach 2. Gather information about the Dealership: • Who is the owner, GM, F&I Director, Sales Manager, and Office Manager? • Who is the decision-maker?

SALES Training: Front end interview 1. Provide the Dealer with positive feedback from Service Department • Supply the names you spoke with or their business cards

SALES Training: Front end interview 2. Ask for an opportunity to present AUL product 3. Ask probing questions 4. Obtain specific information for cost comparisons and Dealer Participation Programs

SALES Training: Sell the strengths of AUL • Agility • Stability • Technology /Web-Site • Simplicity • Claims & Customer Service • Sell the value you bring to the dealer • Where does the product fit the Dealers need?

SALES Training: Service Department Approach • Ford Dealer doing business with Factory only • 125 new and used cars per month • 35% penetration rate Why would the dealer change ?

SALES Training: Sales Approach This is why… “Mr. Smith, I am able to provide the same, if not better service and opportunities for profit than what you are currently getting with the factory. There are 3 things we will take a look at: VSC Price Comparison 1. Profit Participation 2. Claims Payout 3.

SALES Training: Price Comparison - New # 1 - VSC Price Comparison Ford AUL Model Mileage Absolute Absolute Ford Wrap (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

SALES Training: Price Comparison - Used # 1 - VSC Price Comparison Year/Model Mileage AUL Absolute Ford (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

SALES Training: Price Comparison - Results AUL to FORD pricing New Vehicles are an Average $ 192 LESS Used Vehicles an Average $ 169 LESS On average new and used $180 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 • Volume • Loss ratio Consulting Firm:__________________________________ • Mix new/used Number of Binders needed:_________ • Terms Names on Binder: _________________________________________ Proforma Absolute ________Proforma Core_________ • Avg. Premium Please check the Inserts you would like included in the Absolute pitch kit: • Penetration % ___ 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 setup Agent Signature: _________________________ Let’s build a solid Proforma BDM Approval: __________________________ GSM Approval: __________________________

SALES Training: Claims Comparison # 3 – Claims Paid 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!

SALES Training: Claims Comparison # 3 – Claims Paid How can that be? • AUL pays MSRP on parts and labor • With pre-authorization, the dealer is guaranteed to retain Service Profits • Factory is subject to charge back • Service Department profit is not guaranteed

Sales Training: Show the numbers •Pricing comparison $180 X 50 contracts = $9,000 per month X 12 $108,000 per year • Proforma $229 per contract X 50 = $11,450 X 12 $137,000 per year • Claims $121per claim X 50 = $6,050 X 12 $72,000 per year

SALES Training: Price Comparison - Overview $300,000 additional income to the store on an annual basis

Close the Deal! • Do you believe this solution will meet your needs! • Just sign this dealer agreement and we can discuss when we install

“ A sales presentation with a purpose ” • Tools we will provide, Proforma’s, claims comparisons • Pricing assistance and much more • Agent Training Course • Leather bound presentations • Questions?