{"id":77575,"date":"2020-07-22T12:56:00","date_gmt":"2020-07-22T16:56:00","guid":{"rendered":"https:\/\/autosphere.ca\/?p=77575"},"modified":"2020-11-13T11:42:55","modified_gmt":"2020-11-13T16:42:55","slug":"fi-pertinent-et-fiable","status":"publish","type":"post","link":"https:\/\/autosphere.ca\/fr\/concessionnaires\/2020\/07\/22\/fi-pertinent-et-fiable\/","title":{"rendered":"F & A : Pertinent et fiable"},"content":{"rendered":"

Soyez bref et simple !<\/strong><\/p>\n

Ce n’est pas parce qu’un vendeur a un contact ou une technologie sur son site web qu’il sera efficace dans la vente de produits num\u00e9riques.<\/p>\n

\u00abCe sont les gens \u00e0 l’int\u00e9rieur de la concession qui font que \u00e7a marche\u00bb, explique Rebecca Chernek, consultante et formatrice en F & A chez Chernek Consulting LLC.<\/p>\n

\u00abIl n’y a plus de murs, il faut les engager plus t\u00f4t avec le consommateur. Et cela inclut la gestion.\u00bb<\/p>\n

De nos jours, le paysage a chang\u00e9, et pas seulement \u00e0 cause de la pand\u00e9mie. Des concurrents comme Carvana, ainsi que CarMax et Vroom aux \u00c9tats-Unis, offrent une multitude de services en ligne qui am\u00e9liorent l’exp\u00e9rience d’achat du consommateur.<\/p>\n

\u00abPartout, des groupes automobiles proposent une exp\u00e9rience d’achat en ligne efficace et sans contact qui raccourcit le temps n\u00e9cessaire \u00e0 l’achat d’une voiture\u00bb, explique Mme Chernek. \u00abLes concessionnaires qui n’offrent pas ce genre d’exp\u00e9rience vont perdre des parts de march\u00e9.\u00bb<\/p>\n

Les clients ont la possibilit\u00e9 d’obtenir un financement, ce qui rendra difficile pour les responsables de F & A de convertir le client au financement du concessionnaire.<\/p>\n

\u00abSi nous intervenons plus t\u00f4t, nous pouvons dialoguer avec le client, r\u00e9pondre \u00e0 ses questions sp\u00e9cifiques et \u00eatre en mesure de convertir davantage de clients \u00e0 notre financement\u00bb, explique Mme Chernek.<\/p>\n

\"\"
Rebecca Chernek, consultante et formatrice F & A, Chernek. PHOTO Gracieuset\u00e9 de Chernek Consulting LLC<\/figcaption><\/figure>\n

 <\/p>\n

Travail autonome<\/b><\/h5>\n

Les concessionnaires doivent fonctionner \u00e0 un niveau sup\u00e9rieur en mati\u00e8re de F & A. \u00abIl s’agit de raccourcir le temps n\u00e9cessaire \u00e0 l’achat d’une voiture, de r\u00e9duire les maux de t\u00eate et de permettre au client de d\u00e9terminer lui-m\u00eame certaines de ces options \u00e0 l’avance\u00bb, explique Mme Chernek.<\/p>\n

\u00abNous voulons r\u00e9duire le poids du travail, nous assurer que le client ach\u00e8te\u00a0 le bon v\u00e9hicule qui lui convient et qu’il dispose du budget n\u00e9cessaire et des options de paiement disponibles, en fonction de son choix de cr\u00e9dit, plus t\u00f4t dans le processus.\u00bb<\/p>\n

Il est \u00e9galement essentiel d’aligner tout message en ligne sur ce qui se passe chez le concessionnaire. \u00abLorsque le client arrive chez le concessionnaire, la voiture doit \u00eatre pr\u00eate\u00bb, explique Mme Chernek.<\/p>\n

\u00abNous sommes pr\u00eats \u00e0 aller de l’avant, \u00e0 faire une \u00e9valuation ou un \u00e9change. Cela doit faire partie de votre culture.\u00bb<\/p>\n

Bien que F & A ait exist\u00e9 dans une petite bulle, en acqu\u00e9rant des clients dans les salles d’exposition, ce n’est plus le cas aujourd’hui.<\/p>\n

\u00abLorsque les clients font des choses de mani\u00e8re num\u00e9rique ou \u00e0 distance, il faut int\u00e9grer la technologie dans le processus\u00bb, explique Jeff P. White, consultant et formateur de F & A.<\/p>\n

\"\"
Jeff P. White, consultant et formateur de F & A. PHOTO Gracieuset\u00e9\u00a0 de Jeff P. White<\/figcaption><\/figure>\n

 <\/p>\n

Points de contact<\/strong><\/h5>\n

Il fournit des informations en ligne sur les assurances, les garanties chimiques, la protection contre les intemp\u00e9ries et bien d’autres choses encore, sous forme de fichiers PDF qui int\u00e8grent les commentaires de tiers. Il s’agit d’experts objectifs qui fournissent des commentaires \u00e9ducatifs qui ne submergent pas le client. \u00abJe cr\u00e9e un besoin en utilisant leurs informations\u00bb, explique M. White.<\/p>\n

Ils sont introduits \u00e0 diff\u00e9rents points de contact en ligne tout au long de la vente. M. White souligne que tant qu’un client n’a pas achet\u00e9 un v\u00e9hicule, il ne peut pas d\u00e9cider de la mani\u00e8re comment il va le prot\u00e9ger.<\/p>\n

Mais une fois la d\u00e9cision prise, l’intervention de F & A devrait \u00eatre \u00eatre int\u00e9gr\u00e9 d\u00e8s le d\u00e9but du processus, afin d’\u00e9viter que le client soit submerg\u00e9 d’informations.<\/p>\n

\u00abF & A doit travailler en collaboration avec l’\u00e9quipe de vente et de gestion, afin que ces informations soient diffus\u00e9es en temps et lieu\u00bb, explique M. White.<\/p>\n

\u00abCela commence au niveau des ventes. Il doit y avoir une communication. Tout doit \u00eatre personnalis\u00e9, qu’il s’agisse d’un appel vid\u00e9o, d’un texte ou d’un appel t\u00e9l\u00e9phonique.\u00bb<\/p>\n

\u00abNous disposons d\u00e9j\u00e0 de ces moyens. Nous devons simplement les adapter \u00e0 la situation actuelle.\u00bb<\/p>\n

 <\/p>\n","protected":false},"excerpt":{"rendered":"

Soyez bref et simple ! Ce n’est pas parce qu’un vendeur a un contact ou une technologie sur son site web qu’il sera efficace dans la vente de produits num\u00e9riques. \u00abCe sont les gens \u00e0 l’int\u00e9rieur de la concession qui font que \u00e7a marche\u00bb, explique Rebecca Chernek, consultante et formatrice en F & A chez…<\/p>\n","protected":false},"author":36,"featured_media":77546,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[646,818],"tags":[],"class_list":["post-77575","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-concessionnaires","category-concessionnaires-editorial"],"acf":[],"yoast_head":"\nF & A : Pertinent et fiable - Autosphere<\/title>\n<meta name=\"description\" content=\"F & A : Pertinent et fiable publi\u00e9 dans la section concessionnaires. 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