What is I.O.N. ? I.O.N. is Inventory Objections Neutralizer I.O.N. is a computer application utilizing multi functional search techniques aimed at zeroing in on a clients choice of options and needs when searching for a vehicle from your inventory; a process known as “fact finding”. This is a very important step in the sales process, simply because it sets the stage for the rest of the sale, and the closing. To further stress the importance of this step, N.A.D.A. reported that over 70% of customers said that their salesperson did not find out what their needs and wants were, but instead attempted to present and demonstrate what they “thought” the customer wanted. Unfortunately, that mistake leads to an even bigger mistake, which is attempting to sell the wrong vehicle. I.O.N. will not only guarantee that this mistake will not happen, but will also guarantee that the customer “and” consultant will be sure that the best car has been selected before they leave the consultant’s office. A few ways I.O.N. holds true to this guarantee is: 1. I.O.N. allows the clients to be “directly” involved in qualifying themselves. (This will alleviate any and all misunderstandings of which vehicle is best suited for the client) 2. I.O.N. allows the consultant the opportunity to feel confident in the choice, (Which will ease the trial closing statements at the end of the test drive. “Mr. and Mrs. Client, this is the vehicle you chose, would you like to take it home today?”) Only the concept of this program is new. Every individual part of I.O.N. has been used in the auto industry for years. This program simply brings them together in one powerful tool to gain and keep control of the sale. The focus of I.O.N. is not to promise more sales, but rather to focus on the ‘missed’ opportunities as reported by N.A.D.A., which if eliminated, is a promising gain. The steps of fact finding are, and always will be necessary in closing. I.O.N. is an emulation of the process taught by national training organizations. It simply puts their training into computerized form so that the valuable steps of fact-finding will not be skipped. Dealerships place a great amount of trust into these training organizations, and the cost is well worth it. Unfortunately, the new sales consultant will often skip the steps for many different reasons. For instance, an aggressive buyer may put the new sales consultant off the game plan, or, perhaps that perceived ‘lay down’ buyer causes him or her to rush the fact-finding steps. Either of these examples can cause even seasoned consultants to get off track if they are not focused. That’s where I.O.N. shines. It’s a computer program, and although the consultant will grow into navigating thru it quicker as time passes, the dealership can still be assured that ‘all’ of the steps were taken. This program is like having your own personal training organization in your dealership full time. Any dealership using this program will cut the expenses used for training dramatically. Some dealerships will be able to cut that cost totally. I.O.N. is comprised of 4 screens, which takes about 5 minutes to navigate thru, and it is a process of getting the customer to say yes before and after every option they choose. The program leads the client in the direction of the best possible choice of vehicle that fits their needs from anywhere in the inventory. The 4 screens are the opening, or introduction screen, the search screen, the trial closing screen, and the information screen. As far as the simplicity and ease of use of the program, I.O.N. is designed to be totally “type” free. It is totally operated by the use of the Mouse! If a consultant can read and click, the consultant will learn to use I.O.N. in minutes. Also, beginning sales consultants will become skilled fact finders much sooner in their sales career, and will be able to focus more on building rapport during the sales process, which could result in added benefits such as better C.S.I. scores. Dealerships pay a lot per year to keep new sales consultants trained in these valuable steps in the sales process; with this program in use, that expense will dramatically lower. Another great thing about I.O.N. is its use in cross selling expands a dealership’s inventory to the next level. An owner can feel more confident about opening more lots in and around town without having to rely on beefing up the inventory at that location. If a particular choice is available anywhere in the inventory, I.O.N. will identify it with just a few clicks of the mouse. As stated previously, only the concept of I.O.N. is new, but the benefit of bringing all the individual parts together forms a powerful tool that keeps up with the ever growing number of knowledgeable consumers that the sales force meet and greet on a daily bases. Get ready for a new way to maximize your inventory! I.O.N. |
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