Car Sales Early Management Involvement (EMI) – The Deal Maker
- happening or done before the usual or expected time.
- the process of dealing with or controlling things or people
- the fact or condition of being involved with or participating in something.
The most under utilized action that can help the dealership close more deals.
Typical Pitfalls – The Rookie Manager – asks questions like how are you doing is little Johnny taking care of you? I’m here if you need anything or any questions. Do you want any refreshments? This is not early management involvement. By the time this manager sees the customer again the customer has already left or never seen again.
The Pro has a plan and an agenda. They go into making sure their salesperson is directed in the right direction. The Pro generally starts off by saying, “hello is Little Johnny taking care of you?” Then they lead into a Magic question – “Have you had an opportunity to test drive the vehicle you came in for?” This type of question gets the direction of the conversation the way the Floor Manager needs it to go because it can lead them into either 2 scenarios:
- Why not?
- What did you like about the vehicle? This helps them determine if the salesperson did their job and got the right selection for the customer.
Then the Floor Manager can lead into a needs assessment for the customer and get the salesperson 1 step closer to making a car deal.
This is Early Management Involvement. It requires a little technique, a little patience and it will help you close more deals. The floor manager is the deal maker, and we have a saying in this business “put the deal maker in front of the deals.”