The Rikess Group Negotiation Free Sales Training (NFS)
The Rikess Group is the auto retail industry’s leader in implementing and sustaining a Negotiation Free Selling (NFS) Process for the last 30 Years with over 300 clients. The majority of consumers today dislike the negotiation selling process when they’re purchasing a car, especially women and Millennials. Auto buyers today want a time-sensitive process that rewards them for the research they’ve done; not a lengthy and haggling sales process.
4 Reasons to Adopt a One Price Process
1
Transparent Purchase Experience
The number one reason to go to Negotiation Free Selling (NFS) is the vast majority of customers want to conduct business in a transparent manner. Women and Gen Y register well over half of the vehicles sold and register well over 50% of vehicles and they dislike negotiations. Add in others who don’t like to negotiate and you have at least 80% of the market who will pay a slight premium for a fast, simple, and transparent purchase experience in which they feel they are being treated fairly.
Why employ a sales process that appeals to only 20% of the market?
2
Diverse Sales Force
The second reason to adopt a Negotiation Free Selling (NFS) process is it increases your ability to attract a younger, gender diverse sales force. Look around your showroom floor. Does the majority of your staff that look like your customer base? The market is rapidly getting younger while most stores sales staff are going in the opposite direction. You’ll never attract and retain a youthful sales force with the traditional, “desking” sales model that leaves sales people un-empowered and required to haggle over every sale.
3
Eliminate Wasted Time
The third reason to go to Negotiation Free Selling (NFS) is to eliminate wasted time in the sales process. When a dealership is busy it takes at least three hours to buy a car. The wasted time is desk trips and the T.O. both of which customers dislike.
Waiting while salespeople line up to talk to a manager – and then comes the T.O. which backs the process up even further.
Time is money: when you remove the negotiations from the transaction, the sales process goes much quicker and more efficiently–allowing your sales team to get in front of more guests.
4
Better Ratings
And finally number four: Shoppers look for a dealer based on social media. Inventory, pricing and location won’t help dealers that have less than a 4 star rating. Negotiation Free Selling (NFS) Dealers get significantly better (and often glowing) 4+ star reviews.
Implementing Negotiation Free Selling At Your Dealership
Stage 1:
Strategy Session
STAGE ONE: STRATEGY SESSION
The Strategy Session is designed to provide you with all the information you’ll need to make an informed decision, whether or not to adopt Negotiation Free Sales at your dealership.
The following topics will be discussed during the Strategy Session:
- The NFS Steps of the Sale: These steps are designed to be permission based and reinforce the benefits for the customer of not having to negotiate. The process also brings value to the market-based price.
- Sales Managers Role in the NFS Process: We want sales managers to move from being “deal managers” to the ones who develop and nurture sales people, while implementing a very structured process.
- Pricing Strategies: Pricing must become a core competency for this model to succeed and to optimize gross profits.
- New Recruitment Methods: Approaches for recruiting a better-educated staff, primarily made up of women and Gen Y. Your current top volume sales people will not have to leave; we have processes designed to keep your top producers.
- Non-Gross Based Sales & Management Compensation Plans
- Organizational Structure: Teams; open versus closed floor; F/I role; greeters; delivery specialists.
The session should last the better part of a day and is attended by key decision makers. At the end of the session you may choose to work with The Rikess Group in implementing this model.
Stage 2:
Transitioning Your Dealership
Stage Two: Transitioning Your Dealership
Our team of Performance Consultants will spend two intensive days with your sales managers to get their buy-in, align their expectations with the reality we are presenting and train them extensively on their new roles. More importantly, we will train your sales managers on how to manage a successful sales process, instead of just the results.
The Sales Management Training Includes Processes on How to Establish:
- Price Inventory
- Evaluate Trades
- Manage & Evaluate Sales Personnel
- Identify Problems & Continuously Improve Based On Customer Feedback
Stage 3:
Training
Stage Three: Training
On-site sales training at your dealership will commence after we’ve built a solid foundation with your executive team and sales managers. Once the systems to support the sales behavior you desire are established, and you’ve adapted a compensation plan to the new realities of your dealership, it is now time to train your sales people who will be the face of your new policy to the general public.
Stage 4:
Coaching & Follow-up
Stage Four: Coaching and Follow-up
Following the launch of Negotiation Free Selling at your dealership, The Rikess Group will be at your side to provide you with all of the support you need. Challenges will occur that will be new and demanding to you — but not to us. We’ll help you settle into your new culture and processes until it is second nature to you.