How to reconcile passive or active sales and optimize results

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In the current scenario of the vehicle market, with high competition and banks restricting credit, it is not enough to want to live only from passive sales.

You also need to find working hours for active selling, which good strategists call 30-70, where 30% of the time is dedicated to active selling activities and the remaining 70% is dedicated to passive selling.

The main idea behind this strategy is to focus your sales team’s energy on rcs data asia in both areas simultaneously, with the goal of maximizing the number of passive or active sales. Check out an example of a 30-70 routine for an eight-hour workday for a salesperson below:

Passive selling activities
Among the main activities of the passive sales methodology are:

responses to incoming emails (passive sales) – 1 hour;
telephone service (passive sales) – 1 hour;
updating/publishing cars and banners on websites and newspapers (passive sales) – 1 hour;
Customer service in the yard – 2 hours.
Active sales activities
Among the main activities of the active sales methodology are:

calls to customers celebrating their birthdays on the day and offering new products (example: R$500.00 discount due to their birthday for the purchase of a new car) – 1 hour;
sending emails to the customer base inviting them to visit the store – 1 hour;
calls to former customers with financing ending to inform them of the arrival of new vehicles – 1 hour.
The division of passive and active sales activities can be done throughout the day according to the professional's routine, that is, without necessarily having fixed times for each one. The important thing is to adapt the methodology so that the workday is organized in a way that reconciles active sales activities and passive sales services.

The main idea is to work with both sales, as in the end they complement each other.

It is also worth remembering that the most important thing than sales is after-sales , which contributes to customer loyalty for your car dealership.

Mini-video course for Vehicle Stores
Now that you understand what passive and active sales are, and you know how your vehicle dealership works, how about learning how to sell cars online?

In this series of 4 videos, we will give you tips on how to improve your vehicle dealership’s online presence. Click on the banner below and check out the mini-video course for vehicle dealerships “Improving your store’s online presence”.