Sales People in a typical dealership have an average of 3-5 hours a day of Non-Productive Time. In other words, no customers are driving into the dealership so they are not attending customers. I had a sales person tell me recently that he had worked 10 hours the day prior.  I asked him,  did you work 10 hours or were you At work for 10 hours?  The answer was the latter. Unless the sales people are waiting on customers, most do not know that it's really not that difficult to sell 18-20 cars a month. Does it take time, YES.  Do you have to work every day at it, YES. Most simply don't know WHAT to do or HOW to build a business network. First, you must HIRE a sales person who is capable and motivated to do business development. (click on MgrTools).  If they know WHAT to do and HOW to do it, it only takes a few months to build enough prospects in the pipeline to increase sales around 8-10 units a month.  For a dealership to succeed and double their business, you must be willing to turn this non-productive time into productive time.
	What does it cost to have an unproductive sales person? Let's take an average dealership of 10- 20 sales people and 3 to 5 hours/day of non productive time At only minimum wage, 10 slsp x 3 hrs a day x $8/hr = $240 A DAY of paid non productive time At only minimum wage, 20 slsp x 3 hrs a day x $8/hr = $480 A DAY of paid non productive time At only minimum wage, 10 slsp x 5 hrs a day x $8/hr = $400 A DAY of paid non productive time At only minimum wage, 20 slsp x 5 hrs a day x $8/hr = $800 A DAY of paid non productive time
	What about lack of experience?   Assuming a 25% closing ratio and around $500 C.O.S. to generate ONE customer. If a sales person talks to only 30 customers a month:  (only sells 8 out of 30) 22 (lost) x $500 = $11,000 in expense for LOST SALES 10 slsp x 22 customers = 220 customers x $500 = $110,000 /mo. in lost OTDB My Steps To The Sale Course, Role-Play, and the tools I've developed for the sales people, can double their ability to close the sale and productivity. The Business Development Course can double their sales in about 90 days if you hire the right profile sales person and they work an organized plan every day.  Day by day, the pipeline begins to grow and it literally becomes impossible not to sell volume.
	The Business Development Module will focus on these OBJECTIVES: 1) How to build a referral network of between 25 - 200 prospects PER delivery.  Impossible??  Only if you believe it. 2) How to DEVELOP a NICHE' market that will focuses on the sales person's strengths 3) How to use the most effective sales tools and social media to increase sales production 4) How to be more productive utilizing the telephone 5) How to use the latest in technology to stay I.S.I.M. (In Site- In Mind) with their customers.  All best practices of the best marketers in the country. Hiring a BETTER Salesperson, The Steps To The Sale Workshop, Selection of the RIGHT Car, Product Presentations, 80-90% DEMO Ratio with a 70-80% Commitment Ratio, focusing on the 4 Personality Types and HOW to Tailor Your Presentation PER TYPE, How To CLOSE per Type, How To DEVELOP Business in the categories above, and providing the TOOLS to stay I.S.I.M. WILL DOUBLE YOUR BUSINESS within 90-120 Days.  I've done it.  You can too!
	This course is offered live and interactive on-line approximately 30 days after the initial training.  Habits take about 30 days so I want them to learn and practice the techniques in the first class before tackling something new. At the end of the course, the sales person will complete a written business plan for how they plan to develop their business. The sales manager must bless the plan before the sales person begins.
	This course, if executed properly, will turn at least half the non productive time into productive time making the sales person, and management, more sales and profits.  BUILD IT, PROVIDE THE TOOLS, AND IT WILL COME! With a Hammer (in our case, our mouth), you can build a house, or tear it down.  The choice is yours!