As history will have it most of us old timers started our careers like this:
"Welcome aboard", "now here is what I want you to do", "if you'll go back in the break room we have a video viewer and a stack of cassettes (or CD's/Videos)". "I want you to listen to them". "When you get done come find me and we will get you taking some live ups". Maybe exaggerated a bit, but accurate in some of the stores that I visited.
Most often those videos are from the manufacturer, a breakdown of each vehicle. The engines, tech stuff. Hours and hours of video. No test, some value. But is that enough?That will help them get started and may sell them some cars, but will not be good enough for long term success.
Another is"welcome aboard", "here's what I want you to do", "Bob has been here quite a while (6 months) and he is going to show you the ropes", "as a matter of a fact he will help you when you get a customer to close the deal". Half a car Fred, he lives for green peas...
What would work best?
First, have a solid written hiring process. Hire the right people up front for better success.
Next, your dealership has a selling process, it may not be written, and it may not be the same for each manager (big concern). You need to find consistency, all the same.
Next help your new hires with some organized training. A workbook, role playing, interaction with a seasoned veteran. I have seen 2 day classes, not much you can do in two day, 5 days and up to 2 weeks before we cut them lose. 5 days is a good start.
"What we do after is what is most important"
- Do you continue to follow up with consistent training?
- Do you sign in?
- Do you follow a workbook?
- Do you role-play?
- If you do a training class do not bring up any thing other than training...
- Who attends?
- Think about it, you can invest 30 minutes in the morning each day to iron out those wrinkles..
- Set your self up for success!
- Have a written Training Process!
- Follow up!
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