Leaks and Tweaks: Impact Closing Ratios

Most sales depart­ments unin­ten­tion­al­ly encour­age pro­cras­ti­na­tion and inac­tion through flawed cus­tomer han­dling before the write-up phase of the sales process begins. The process is often sur­ren­dered to a high­ly-edu­cat­ed con­sumer who leaves with com­plet­ed research and an incom­plete trans­ac­tion. This work­shop iden­ti­fies these leaks and the pain­less tweaks need­ed to cre­ate a cul­ture that trig­gers urgency, offers com­pelling rea­sons to stop research, and enhances the buy­ing expe­ri­ence.

Pre­sen­ters: Gil Weiss, NADA Acad­e­my


Feb 8, 2013       3:45 p.m. – 5:00 p.m.                    Room 307AB
Feb 10, 2013   10:30 a.m. – 11:45 a.m.                  Room 300
Feb 11, 2013   10:30 a.m. – 11:45 a.m.                   Room 308CD



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