Custom Sounds, Austin, TX, a leading car audio specialist chain, has created a system of training 12 volt salesmen that it claims will bring new salespeople up to speed in less than a month.
The program, which has been in effect at the 16-store chain for over a year, has helped to boost its sales by $1.5 million, says President Mike Cofield. It will be taught to members of the Mobile Electronics Specialists of America (MESA) buying/marketing group (of which Cofield is also President) starting this September.
“What we found was most of our guys had very convoluted ways of going about [the sale]. Every customer that came in was a whole new sale. And some salesmen weren’t doing the very basic things,” Cofield said.
He systematized a sales technique to make it easy to remember and use. He used a racetrack theme, and created 5 “pit stops” where a salesman does certain things at each point in the sale.
“At each of the 5 pit stops the salesman is required to do 2 to 3 things. He knows I have a physical place I have to stop and at each I have to do a minimum of two or three things to be effective…” said Cofield.
Average ticket sales are up at Custom Sounds and sales with the chain’s most expensive vendor are up by over 100 percent.
Racetrack selling will be presented at the MESA Summit to be held in Denver September 6-8.
Source: CEoutlook
Same with Canada 🙂 I would be interested too.
I wazs wondering how to get an invite to the mesza zsummit in America in denver do you have to be a US zstore or could retailers from round the world zsay australia attend also