Good day Team,
I trust you are well
I just would like to touch on some points and just go through on the way I do demos and what I do. I would like to retire soon. I will send on board process email soon then after sales email. Maybe some of you can take some of the information below and it will work for you.
Knowledge sharing
When a lead is generated from VMG website, I do get them, and I generally call the lead first to see where they are, what they are about ect, by me doing this I then know who to pass the lead onto.
That Account manager then contacts the lead and sets up a demo date and time – depending where the demo is either remotely or on site.
Before going onto a demo
- Do some research on the client, log onto the website ( I love reading the about us page ) gives some context on the dealers, where they came from, and how they started.
- Try to see if they have meet the team on the website.
- I always see how many vehicles they have in stock and what kind of stock they have.
- A website tells me quite a bit about the dealer.
- I then also stalk the owner and a few key staff members on LinkedIn and Facebook. I love being a stalker.
- The more you know, the more confident you are.
Please please please , I don’t know how many times I have to ask , make sure you DMS Pro , DMS full accounting , Workshop , Mobile apps are working for demos. If they are not , get hold of support and get it fixed.
If you are doing a demo on workshop, please make sure before you go to your demo that you are logged into your workshop demo database. ( why is because if you have another server string on workshop and you are trying to log in either via no wifi or hotspot you will sit and wait for ancient access to respond, and this shows that you are not prepared )
Another tip I have – Make sure you have data in your demo db. ( why do I say this ) Imagine trying to display a report – so that you can show them the layout and there is no data, and now you’re taking the report back a few months and there is still no data. This is very embarrassing as well and the dealer loses interest while you’re trying to find dates to filter data into the reports.
Make sure your laptop is fully charged, if you battery doesn’t last get hold of me so we can organise/ sort out your laptop.
The day before always watsapp the user who you set the demo up with and say , Good day …… I trust you are well , don’t forget our VMG demo tomorrow , looking forward to meeting you all.
Demo day
- Make sure you are dressed decently
- Smell good
- Hair good and a good smile.
- Get to your demo atleast 15 min early.
I always start a demo with who I am where I came from , and then how long I have been at VMG and how long VMG has been around. While my laptop is starting up and we are waiting for coffee, I chat about support, support hours, how many staff we have in JHB to get to them if they need it. We always throw a little bit of Alan name around, as Alan is known in the industry. My favourite line is “VMG Just works”.
Once everyone is ready for the demo, we dive into VMG ( This is NOT a training session ) if you did your homework and you chatted before your laptop was opened, you would know the key points they would like to see, and that’s what you will show them.
Always ask the right questions during the demo and get them to engage, afte every screen I always ask do you have any questions? Whoever asks the most questions is generally the one who uses the system the most, who ever keeps quiet and says yes, they understand is generally the one who is the difficult user and doesn’t want a new system or a system at all.
Questions I ask during the demo – this is to prep for the dreaded money talk
- How many cars do you sell ? as I already know how many they have in stock because I looked at their website. This will also tell you how many F&I they have and admin stafff and sales staff they have.
- I always ask who is who in the zoo, so I know who makes desions and who is going to block me and I always avoid the blockers.
- Find out what system they using currently and the CRM system. Guys, we can bring in information, but focus on clients, suppliers for now , stock we can bring into the mobile stock screen but I always say it’s a good time to do a vehicle stock take of all the vehicles on your floor.
- Ask how many admin staff they have
- How many sales staff
- How many F&I
- How many branches ( if they have more then one branch, ask if they have separate vat numbers, which results in multiple databases )
- Where is the other branch
- If it is a remote demo , ask if they want remote training or on-site training ( make them aware that onsite training, they will be held responsible for the Travel and accommodation fee )
- Money discussion , know your pricing and by doing the demo you would know if they have dealer codes or not so you would know what product to sell them.
- Ask if they have accountants on site or not and what system they using , offer a demo to them.
- Be frank with the owner and tell them DMS pro for 6 users will be R8500 including vat and R2775 a month including vat , so when he gets his quote he is not shocked and when he gets his 1st invoice he doesn’t moan about money.
- Be a truthful sales person – best advice I can give. Be honest with them at all times.
- Tell them also if they want to go live – give yourself 2 days from money in the bank to set up the db and get your stuff organised. In those 2 days they can also get their stuff ready so that you don’t waste your time on site. Our time is valuable.
- Expectations – lay them down already in the demo.
Once you have gathered your information and your demo is done , please prep the quote and get it to myself and Duane and lets get the quote out with in 12 hours of doing the demo.
Always cc the frontline and Accounts.