Insight
The automotive market is currently undergoing one of the greatest transformations in its history. The car distribution model is changing, the significance of online sales is growing, and customers make purchasing decisions based on a far greater number of information sources than just a few years ago.
At the same time, sales in many dealerships still relies primarily on product presentation and price promotions.
Salespeople often serve as product advisors, yet do not always manage the sales process in a way that guides the customer to a purchasing decision.
Business Consequence
Dealers invest significant resources in generating sales leads, yet the conversion of those leads remains limited.
Additionally, the potential of financial, insurance, and after-sales services is frequently left untapped.
Our Approach
We support dealers and importers in designing sales processes that encompass the entire customer journey.
The foundation of our projects is the Sandler Selling System, which enables automotive salespeople to move from a presentation-based model to one in which they actively manage the sales process -- engaging the customer in diagnosing their own needs and guiding them to a purchasing decision in a structured way. The Sandler methodology also allows dealership managers to manage the sales process -- not just results -- and to effectively develop the competencies of their teams.
We work on:
- Sales lead conversion
- Fleet sales
- Financial services sales
- Developing dealership managers' competencies
Team
Head: Marcin Borzymowski
Consultants: Hanna Adamska, Arek Kaczmarek, Maciej Piatek
