Dear TRAX Dealer,
 
We really have it figured out.  No kidding.  We have learned the hard way that most dealers are overwhelmed with all the new information TRAX gives them ,  that they become slightly paralyzed, because we know you are already over-whelmed with running your business) when you see the 70 or so new performance reports.  We identified the five key fundamentals that insure total success and my goal today is to show these simple tools to you and explain how they work.  If you focus on these easy to do steps we believe you will break new sales records your first full month. 
 
We have been developing TRAX since 1996 and our guarantee is...if you perform the five TRAX basics we promise that each salesperson in your company will sell an additional $5,000 to $10,000 per month in new business.
 
The five basics are:
 
    #1.  IGE Report Goal should be at 25-50%. 

This is the most important part of the entire program. 

Please read the entire green paragraph below at least twice.  

   #2.  Mail Unsold Customer Thank You Letters... Everyday.

   #3.  Use the Performance Summary and Performance Letter.

   #4.  Use The TRAX Goals Program and Spiff Contest.  

   #5.  Use the auto mailing program and develop a 30 day private sale for your unsold customers.

 
The following is a step by step guide on what each basic and how it will help maximize each salespersons performance on your sales floor. 
 
#1.  IGE Report Goal should be at 25-50%.  The acronym IGE (pronounced IGGY) stands for "Information Gathering Efficiency".  We assume that when you make a sale you will get the customers personal information over 99% of the time.  What IGE does is measure how many times you get quality information when you do not make a sale.  We also know that you will never get personal information on every prospective customer who enters your store.  But I think you will agree that if you are sure you will not make a sale the first time in that you should try to develop enough of a relationship that you can gain a new prospective customers trust so you can follow-up.  We work with many dealers who have extremely high closing ratios and have IGE percentages over 70%.  This is where the easiest touchdowns are made.  If you don't close the sale and you don't get follow-up information you are dead in the water.  Maybe they will get on the Be Back Bus, but most of the time we all know that they won't.   Sample_IGE_Report This report is all that you should be focusing on for the first three weeks with TRAX.  This is a very critical time and your level of success in this area will determine your long term success with the system.  You should consider a spiff contest for your top salespeople for these first three weeks.  You should make this worthwhile for all the winners and you should also reward the manager with a bonus if they hit the goal.  I also have a very successful dealer that also pays his salespeople $1 for every unsold customer they put into TRAX.  He does spot check to insure accuracy but his return on investment here is really huge.  Another thing successful dealers do is have a monthly or quarterly drawing for a $500-1000 gift certificate, giving the customer additional incentives to provide their personal information.  See additional ideas on the Training Page Section #16

Read this >>>   Steal Customers From Your Fiercest Competitor With Better Follow-up

#2.  Mail Unsold Customer Thank You Letters... Everyday.  This is simply making sure that the automatic unsold customer letters are printed and waiting for each salesperson to personalize every morning when they come in.  These letters to unsold customers you will learn can be your most powerful form of advertising, and it only costs you a stamp.  The personal note from each sales associate insures that this beautiful personalized letter is not perceived as junk mail and make sure when possible that the PS has a personal note, that is not product related.  Just think about it.  How many times have you received a personal thank you note from a company where you had not purchased yet?  This tiny extra effort immediately places your company head and shoulders above your competition.

 
We work with over 2000 retailers and I can prove that the average closing ratio for first time customers is less than 12%.  But if you can get the customer to come back a second time the closing ratio goes to over 70%.  Helping salespeople to get customers to come back is our specialty.  This statistic was brought to my attention by my good friend Joe Capillo, a great sales trainer.
 
#3.  Use the Performance Summary and Performance Letter.  Everyone is familiar with the old Performance Summary Report which tracks each salespersons personal closing ratios, items per sale, Revenue Per Up and much more.  You should all be using the Performance Letter as well.  This is a personal letter addressed to each sales associate that automatically prints each week (or each day) and lets everyone know exactly where they stand in relation to their personal goals and where they stand compared to the rest of the companies performance goals.  It should be reviewed by the store manager and when there is a positive accomplishment, there should be recognition and possibly a reward.  This letter is much like a detailed personal coaching session each week and it guarantees focus on below average performance in all areas on the sales floor.  This personalized letter and report are also completely customized for your specific needs and desires.  Just call us and we will show you how to hide those features you do not want and add those that you want to see.  Sample_Performance_Letter
 
 
#4.  Use The TRAX Goals Program and Spiff Contest.  All good companies have a sales goals program.  It's like Yogi Berra once said, "If you don't know where you are going, you will probably end up somewhere else".  A goals program keeps you on track and allows you to keep the focus every day on sales, where it needs to be.  Most dealers have a monthly sales goal set for each sales associate and each person knows exactly how much they need to sell every day to achieve their goal.  The problem with a monthly goal is that most salespeople don't look at their monthly goal until about the third week and by then sometimes, it's too late.  With our goals program we break your monthly goal to a weekly goal and automatically print a weekly company goal report with symbols to permit each salesperson to know exactly where they stand in regards to their personal goal for the period.  If they hit their goal for the week they get a two thumbs up symbol, if they are below their goal but above their minimum they receive a single thumb up.  If they are below the minimum they get a yellow caution sign.  This really gets your, and their attention, especially if they receive two or three caution signs in a row.  Finally if they are above their goal they receive a Double Eagle symbol which is set at a percentage of your choosing above the goal.  Sample_Goal_Report We also have a fantastic Spiff Contest that we urge you to use from the first day.  It is a progressive contest that continues to improve sales performance and will enrich your weekly sales meetings in many ways.  The longer you use it the more effective it becomes, it guarantees one of the highest returns on your investment in this business.  It will empower your manager in many ways and you will have more fun than a tornado in a trailer park.  TRAX_Spiff_Contest
 

#5.  Use the auto mailing program and develop a 30 day private sale for your unsold customers.  Invite them back with a small incentive.

This for many of our dealers is the most effective and most profitable event they have all month and all it costs you is a stamp.  Sometimes dealers will sell more than they do on an average weekend.  Each month on the second Tuesday or Wednesday (your least productive weekday) of the month you should have this private sale and bring those customers back in, that have not purchased yet.  They have already been in and they know what they want.  All you need to do is give them a good reason to come back to you.  The three steps are...  

#1.  Print the list of all unsold customers who are in TRAX from your TT Web program.  

#2.  Have each of your salespeople hand write a small private note at the bottom of each letter in blue ink and make it a good letter with enough incentive to make it worth their while.  

#3.  Use an American stamp and not a meter machine for postage.  It will get open more frequently and part of the proceeds from the post office goes to the families of our boys in the Middle East and need financial assistance.

The reality is that (and I can prove this) your below average salespeople have a closing ratio of less than 12%.  But if you can bring a customer back in on the same project their closing ratio goes to over 70%.  You will also see a sharp increase in the average sale amout for this type customer as well.  You have nothing to lose except the time it takes to set up and the postage, but I promise your return on investment will be huge.

 

The TRAX system provides over 70 unique reports that you will not find anywhere else.  This is because most retailers are very good at capturing information on the sales they make, what TRAX does is help you capture and utilize the important information on the sales you do not make.  We urge you, not to even look at these other reports until you have been using TRAX for a full 30 days.  We honestly believe we can help you break new sales records in the first full thirty days.  Let us have the opportunity and you might be amazed.  Our only goal is to get a testimonial from you telling us how you smashed through your top sales months.

 

If you can't get an Information Gathering Efficiency number over 25% you are not trying.  Please call my personal cell phone if you need some help in this area. 

 

Sincerely,

Dave

713-854-7706

 
 
 

Dave Mink CEO
www.TRAXsales.com

Dave@TRAXsales.com
6830 N. Eldridge Pkwy #302
Houston, TX 77041
888-646-5462 or 713-466-7177

We will provide a level of service that will earn your referrals.  Our goal is to assist you in maximizing all customer follow-up, improve sales management and to help you break new sales records...CONTINUALLY.  If you are new to TRAX Please view these Presentations: How_To_Use_The_TRAX_Traffic_Counter (8 minutes) (Please allow 1 minute for presentation to begin)   Why_The_CRM_UpBoard_Will_Help_Your_Sales_Team_Close_More_Sales_In_Five_Days  (9 minutes) Training Page  Additional on location training info http://www.blackboxretail.com/

 

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