On the very last day of class (for the last half dozen classes) I have been running a client development contest. My students have been going out prospecting. Armed with only paper and pen, they had to come back with a name and phone number of a potential client. They…
The purpose of this script is to get the phone number, the name and set an appointment and in that order. In order to control the conversation we need to ask questions. The person that asks the most question’s, controls the conversation! The customer initially controls the conversation, because they…
So, you just recruited and received, your new salesteam from me and AutoMax…. Now What? What are you, moving forward, going to do with my students now that you hired them? Most dealers really have to think about this question, because it hasn’t been posed to them by anyone. Here…
When a dealer hears the term, “recruit” they cringe. The word scares them. Yet, the largest and most powerfull and successful companies recruit all the time. Sports teams recruit. Colleges recruit. Law firm recruit. So why not car dealers? Going after the best talent possible and training them in the…
Every manufacturer has one; some are even calling their clients directly. We (The dealer and the salesperson) will receive bonuses based in them. What is it? “The Survey”. Manufacturers know that client retention is the key to their survival. We all use them. Don’t we ask for testimonials at the…
Working Together, Team Work… Synergy: We’ve all heard this before, but do we really practice what we preach? As soon as we think that our commission is not what it was supposed to be, or our client’s car was not prepped for delivery when promised, or a new salesperson is…
Are you prejudice? When clients comes into the dealership, do you size them up and say to yourself, “This is a buyer and this is not?” At the beginning of each Automax class, the trainer does a simple experiment to prove a point. The trainer’s ask their students, “WHO AM…
For those who are uninitiated, this is not a week to week business, but rather a year to date business. There are slow periods and there are highly productive periods. The trick is to level it all out. We need to make hay! ORGANIZED!!!!!! DISCIPLINE!!!! So, how many of you…
The typical car dealership “goal setting session”: Manager to salesperson: So, Jurrassic, How many units are you all gonna do this month? Jurrassic, “fifteen”. Manager: Everyone hear that, I am putting Jurrassic down for 18. Mid-month: Manager to salesperson: So, Jurrassic, it is now the 15th. You have 3 units…
Let’s face it, you really are just plain bad at handling sales calls. Not all of you, just the vast majority. What we need to do is define what we want to accomplish when a client calls us. First, why do client’s call? You can answer that yourself, but if…