There is a sale made in every selling situation…either you sell them to do what you want or they sell you on not doing what you want. Show your boss you know how to sell, take 7 “NOs” and keep coming back for more. Wear them down…because attending Digital Dealer transforms dealerships!
STEP 1 – Be Prepared!
- ✓ Review the line-up of 100+ educational sessions, and map out a customized agenda based on the sessions that address your dealership’s biggest challenges and/or roadblocks.
- ✓ Print-out an approval request letter. List out sessions you would like to attend. Describe why each session selected would benefit the dealership. EVIDENCE DEFEATS DISBELIEF!
- ✓ Be prepared to explain that keeping up with the latest digital strategies and technologies, will by itself more than cover the investment of time and money.
STEP 2 – Pick the Right Time to Talk About It
- ✓ Explain the benefits!
- Tell your boss that you would be able to build specific solutions for your dealership with over 100 educational sessions led by top dealership executives, trainers, and consultants.
- Tell your boss about the Peer Strategy Roundtables and how you would be sitting with 9 peers from similar-sized operations, with similar job titles, taking turns solving each others’ most pressing problems.
- Tell your boss that you would be able to meet with your current vendor partners or discover new digital solutions from 120+ technology-focused providers at the Digital Dealer Exhibit Hall.
- ✓ Share the many testimonials on the Digital Dealer website and pick out three to five that will resonate best with your boss.
STEP 3 – Show Your Boss You Know How to Sell
- OBJECTION – “It’s too expensive.”
- YOUR CLOSE – “How much are we losing in sales by not attending? A few more clicks, a couple more conversions…I guarantee you, I go to Digital Dealer we will see enough of a bump to cover the cost within a month.”
- OBJECTION – “You can’t be away 2-3 days.”
- YOUR CLOSE – “I won’t be ‘away’, there is wifi throughout Digital Dealer, I will be in touch the entire time via phone/iPad/laptop. Also, this will help develop some depth, some bench. I will always be in contact while getting the solutions we need to take this dealership to the next level.”
- FOLLOW-UP CLOSE: “When I get back we will sit down and I will show you what I learned and what we can implement immediately to sell more vehicles more profitably. You will see this will be some of the best time and money ever spent. So I am going to go lock in that Early Bird rate right now!”