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The Old “Road to the Sale” is Dead… Long Live the New
“Road to the Sale”
Featuring: Ed French - AutoProfit
Air Date: March 11, 2021
1pm Eastern/ 12pm Central / 11am Mountain / 10am Pacific
Program Length: 60 minutes
The current Road to the Sale is a linear, step-by-step process with almost all steps completed in the Showroom. In today’s world customers are seeking a new, better and faster process…one NOT requiring so much time and process.
This is what the analog “Road to the Sale” looks like:
Greeting… Needs Assessment… Vehicle Selection… Trade Appraisal… Purchase
Options… Finance Presentation… Delivery.
What seems very tidy and simple was actually very complicated and time consuming. In
fact if you fully express the steps actually included in the Road to the Sale, you can
identify 12 steps and interactions needed to complete a deal. Alarmingly it has been
found to take an average of over 200 minutes to go from Greeting to Delivery.
Today’s prospects will be seeking out auto dealers that have successfully streamlined
this process… with many of the 12 steps being completed by the prospect remotely and
Join Ed French as he provides a blueprint for re-thinking the Road to the Sale.