The Art of Desking

The Art of Desking


(upbeat music)
– Every football team has
a playbook to be learned,
internalized, and practiced
in order to handle the fierce competition
and pressures of the game,
and it’s more than just x’s and o’s.
The playbook is the foundation
of the team’s beliefs,
expectations, and responsibilities,
and done well,
every player’ll be able to work as a unit
to execute and handle any
situation on or off the field.
(upbeat music)
Long-term success on a football field
comes down to having great plays,
structured around repeatable processes,
with flawless execution,
the kind that only comes with practice.
It’s no different in the car business.
Market competition is brutal.
There’s constant pressure on gross.
We have compressing margins.
Customers are armed with information
making them formidable negotiators,
heck, often more skilled
than the people in our own dealership,
and as a result,
profitability is now more
difficult than in the past.
Think about your team.
Do you have a group of offer presenters
or professional negotiators?
Look, poor negotiating skills are fine
when the economy is rocking
and people are buying cars,
but that doesn’t fly when we
actually have to sell cars.
In order to turn the tables into our favor
and win the highest percentage of deals
with the highest possible gross,
it’s critical that we rethink
our desking and negotiating process.
Here’s three key areas to think about
as you evaluate your own desking playbook.
Number one, have clearly defined plays
for every stage of the desking
and negotiating process.
What’s your process for making sure
that the customer’s committed
and you’re not negotiating with yourself?
Are you just taking the
salesperson’s word for it,
or are you findin’ out firsthand
with a pre-negotiation interview,
and if you are doing the
pre-negotiation interview,
what’s the purpose of it,
and what’s your goal?
What are you sayin’ in a
pre-negotiation interview?
What’s your ultimate
goal on the first pencil,
and how is it structured,
and more importantly,
what’s the scripts,
and how do sales people
overcome the objections
when they come up?
What about the second pencil?
Are you just wingin’ it?
How are you being creative
to make the numbers fit
into the customer’s budget
while still improving the gross,
and what’s your plan
to wrap-up the third, and final, pencil?
Who presents the final numbers?
How do you go out for the last bump
to ensure maximum profit?
So number one,
have clearly defined plays for every stage
of the desking and negotiating process.
Number two, eliminate the time monsters
that kill the deal.
Never forget, slow kills with negotiating.
So how and when does the customer’s info
get input into the CRM?
How and when does the
customer’s trade information
get put in the CRM?
When is our formal appraisal getting done?
Do you have the all-hands-on-deck mindset
when it’s time to negotiate,
or do sale’s people feel
like their interrupting you,
and you’re too busy to work a deal.
So number one,
have a clearly defined plays
for every stage of desking
and negotiating process.
Number two, eliminate the time
monsters that kills the deal,
and finally, number three,
have a training and coaching plan
so you can practice and develop skills.
So what training are you
givin’ your sales people
so they have the knowledge
and tools they need to win?
What are ya doin’ to practice
so their skills become instinct?
How often do you video them
and use it to improve performance?
When and how do you
coach your sales people
to set’em up for sustainable success?
Look, these are just
three of the key areas
that must be considered
for your desking playbook.
It’s time to rethink your process.
Today, right now,
set a meeting with your management team.
Use these questions,
and get the conversation started,
and get your playbook right
so you can win more deals,
and hold more gross,
and have more fun like
these kids behind me.
(upbeat music)

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