Help a Newb

[SU05 intern]

What are the best selling techniques for selling DW insurance and all the other crap that they expect thier employees to sell? I am only going to be on the job for 2 months as an intern, and I want to make it as painless as possible.

Its about selling anyway.You have it or you dont.Agood sales person can sell anything.Its about explaining a product and its benefits.Always closing...

You dont need to sell though.Your an intern.Just enjoy it.Dont stay late and just wash a few cars.The jobs a joke.

[EX24VV'er]

At the end of your DW pitch don't speak, if there is a pause let them be the first to answer. The first person who talks usually loses the negotiation.

[FailingEnterpriseAdmin]

Originally Posted by EX24VV'er

At the end of your DW pitch don't speak, if there is a pause let them be the first to answer. The first person who talks usually loses the negotiation.

I always wait for that pause, then I look them in the eye and say "No thanks". Sometimes we have to repeat this process a few times, but the outcome is always the same.

[Jeahho]

Admin's situation is both the solution to your question, as well as the problem with a bad salesperson.

First of all, to get to the bare minimum sales statistics you must offer the product to every single customer. If you do that, you will meet your requirements. Simply offer the product (then don't talk yourself out of the sale when you get it) and you will be doing better than those that post the horrible sales numbers. People who absolutely can't sell are those that are scared to offer the product, for whatever reason, and only sell when someone who fits into a 'special' category of some kind is put on the other side of the counter.

Here though is where it gets tricky. A good salesman is not deterred by one rejection. They are convinced you will buy the product and after the first no they reorganize and come at the sale from a different angle. Many good salespeople realize the task is fruitless somewhere around the 3rd 'no' and back off. The problem is, because taking multiple 'no's is an easily measurable aspect of a good salesman, people hone in on that aspect and beat it to death. Forcing a bad salesman to offer a product to a customer three times is a good way to piss a customer off, but that is a common tactic for sales at Enterprise. And, it will give you a minor boost in sales and put you slightly above average sales numbers so I guess it at least displays to management that you will do what they tell you to do....

To give you a visual, a good salesman hits a wall and starts feeling his way around looking for an entrance. A bad salesman smashes face first into the wall and then takes three steps back and runs full steam ahead.

My advice for sales… if you are a real salesman (and it is a product you can sell), handle your business and make everyone some money. If you are not, offer the product, take the sale when it comes, and prove you have above average worth in other areas of the business. It is a shortsighted manager who will overlook a person's strengths because of a weakness. That probably gets this board more traffic than any other one thing.

[Frank the Tank]

Originally Posted by Jeahho

Admin's situation is both the solution to your question, as well as the problem with a bad salesperson.

First of all, to get to the bare minimum sales statistics you must offer the product to every single customer. If you do that, you will meet your requirements. Simply offer the product (then don't talk yourself out of the sale when you get it) and you will be doing better than those that post the horrible sales numbers. People who absolutely can't sell are those that are scared to offer the product, for whatever reason, and only sell when someone who fits into a 'special' category of some kind is put on the other side of the counter.

Here though is where it gets tricky. A good salesman is not deterred by one rejection. They are convinced you will buy the product and after the first no they reorganize and come at the sale from a different angle. Many good salespeople realize the task is fruitless somewhere around the 3rd 'no' and back off. The problem is, because taking multiple 'no's is an easily measurable aspect of a good salesman, people hone in on that aspect and beat it to death. Forcing a bad salesman to offer a product to a customer three times is a good way to piss a customer off, but that is a common tactic for sales at Enterprise. And, it will give you a minor boost in sales and put you slightly above average sales numbers so I guess it at least displays to management that you will do what they tell you to do....

To give you a visual, a good salesman hits a wall and starts feeling his way around looking for an entrance. A bad salesman smashes face first into the wall and then takes three steps back and runs full steam ahead.

My advice for sales… if you are a real salesman (and it is a product you can sell), handle your business and make everyone some money. If you are not, offer the product, take the sale when it comes, and prove you have above average worth in other areas of the business. It is a shortsighted manager who will overlook a person's strengths because of a weakness. That probably gets this board more traffic than any other one thing.

True, but what incentive does the average MT or MA have for selling? It doesn't put anything back in their pocket?

[FreefromGreen]

Originally Posted by Frank the Tank

True, but what incentive does the average MT or MA have for selling? It doesn't put anything back in their pocket?

Absolutely 100% truth. Once I realized that ERAC was merely a stepping stone (and a hard life lesson), I had zero incentive to sell the DW...even though I realized that some people could benefit from it. I would mention it in passing, and at the first "no", finish the ticket.

I had no reason to sell, sell, sell since it had zero impact on my (meager) paycheck...and I was still getting 10 min for lunch (yet not paid for 30 min), was understaffed, overworked, and was a glorified monkey

[noeracforme]

Here is my beef of this whole DW sales...

An average office, your IPC (income per car) is about $950. Most offices try for over $1k, but if you are around the $900 to $1000, you are sitting pretty. Now, what makes up that number...IPC = C&I + DW sales (sorry, I forgot the ERAC term).

Anyways, an average office will have their DW sales per car around $100/car. Your C&I will range around $800/car. Now, please answer me this question...Why does this company make such a huge deal on something that only affects roughly 10-15% of your income per car? If I was on the outside looking in, I would say try to worry more about that C&I number more than anything else, better rate, upselling, longer rentals, better occupancy.

Not to mention that it is a hell of a lot easier to sell DW on 1-day rentals and retails customers. Ask at least 75% of those "top sellers" what their insurance DW was or what they average on 2-day or longer rentals???
And do we forget when a car does get damaged and your office has to pay for those damages, how does that affect your net income???

I know you are going to say that it is the easiest way tracking sales figures. Well, in my opinion it was weighed way too heavily on promotions and bonuses. What's more important, selling DW and getting $10 for your office, or getting a customer in a Cobalt for $50/day? You tell me.

[Frank the Tank]

I agree with all of you, I'll never understand why they will tell you to go ahead and be agressive with the cdw sale it's ok to piss the customer off, we can always kiss their ass on the return. Wouldn't most companies rather build a long term relationship with their customers and reap the long term rewards?

[voice of truth]

Enterprise strategy is short term. It's worry about this month now and worry next month, next month. That's why Enterprise doesn't mind cycling employees faster than toilet paper.