Top automotive retailers focusing on Retail Performance Management (RPM) are maniacal about having deep visibility into their business. The top RPM dealers have found that focusing on Appraisal Effectiveness is often the first key element to boosting Retail Sales Efficiency.
How good enough is good enough when it comes to an appraisal closing rate? With the average consumer visiting less than 2 dealerships in person being north of 50% when it comes to an appraisal closing rate is the mark to aim for. So what are some steps to take to get there?
Take the guest with you on the appraisal 100% of the time. In factinsist that they ride along. While this can sometimes be painful, the benefits are worth it. It establishes a relationship and rapport with the customer and have the opportunity to explain the appraisal process. The best benefit90% of the time they spill their guts on everything you want to know about the car you are about to buy from them.
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