As we enter our shoulder season and as we see inflation staying in the high 8%, we need to make sure we are maximizing all our marketing leads. There are times though we will accept a 45% to 50% closing rate from your team, which in my eyes is totally unacceptable. If your sales team is not closing at 60% or better, you have a closing opportunity (issue). Let's look at what the management actions should be if you see this:
Why? (Possible problems)
Management Actions (solutions):
2.Improve your closing ratio.
3.Stress to your sales team the importance of offering accessories and add-on services.
4.Stress to your sales team the importance of offering options. There should always be deluxe, premium, and optimum options.
5. Begin offering consumer financing. If you’re already offering it, ensure that your sales team is using it effectively.
Be proactive vs reactive with your team and achieve greater results.