How To Gain & Maintain a 5-Star Online Reputation (PART 3) TRANSCRIPT: All right. Let’s jump ahead now. We’re in step 2. We’re going to determine the voracity. Some of you are probably like, “Well Steve, that’s a big word. What’s that mean?” Voracity just means true. We’re going to find out are the reviews […]
How To Gain & Maintain a 5-Star Online Reputation (PART 2) TRANSCRIPT: So let’s dive into it because you know what? Because we don’t know what we don’t know, the first step we need to do is we need to gauge the buzz, we need to find out what’s happening, we need to figure out […]
How To Gain & Maintain a 5-Star Online Reputation (PART 1) TRANSCRIPT: Hi, this is Steve Stauning with another Short and Sweet video training session. Today’s lesson: How to Gain and Maintain a 5-Star Online Reputation. We’re going to teach you how to go from good to great in twelve short lessons. This was from […]
Today’s Lesson: Focus on those things that actually move the needle. ZMOT… Big Data… and now Micro-Moments?!?!? Unless you’re the CMO of a Fortune 500 company, it’s better to focus your marketing and sales efforts on those things you can (1) Easily Measure; (2) Quickly Understand; and (3) Successfully Influence. For most of us, […]
Car Dealer Phone Ups: The 5 Types You Handle Today (PART 1) TRANSCRIPT: Hi, this is Steve Stauning with another “Steve Stauning’s Short & Sweet Video Training Lesson”. Today’s lesson: The five types of sales calls that car dealers find themselves in today, and why your BDC is probably your best option. Now, it’s important […]
Be-Back Training: Getting a Be-Back to Be-Back TRANSCRIPT: Hi, this is Steve Stauning with another ‘Steve Stauning, Short & Sweet Video Training Lesson”. Today’s lesson: Getting a Be-Back to be back. This is the three minute be-back process that actually works. Now, it’s important to understand with be-back processes in our dealerships today that […]
Overcoming Objections on the Phone: I’m Not Ready To Buy TRANSCRIPT: One of the most frustrating objections you can get if you’re a BDC agent or a salesperson on the phone with a prospect is one where you’ve given them all the information; you’ve been very helpful and you go to schedule the test […]
Today’s Lesson: Leading with real process requires real commitment. Real process improvement is like working out. We all want the outcome, but few are willingto put in the effort for very long. TODAY’S LESSON: If changing your company’s culture from seat-of-the-pants management to leading with repeatable processes was easy, then everyone would do it. […]
Today’s Lesson: Find the time or find something new to do with your life. If your people don’t have enough time to provide your current customers with a great experience, don’t worry; pretty soon you’ll have fewer customers. TODAY’S LESSON: Any loser can find excuses; winners find ways to make it happen.
Today’s Lesson: Focusing only on results ensures your team will shortcut your processes If you live in a process-driven culture, you don’t need to focus so much attention on the end product or even the bottom line. TODAY’S LESSON: Manage the activities and the results will come.
Today’s Lesson: If you’re not innovating, you’re obsolescing All successful, enduring companies have one thing in common: Innovation. (Simply put, they strive for Continuous Improvement.) TODAY’S LESSON: If your teams are too busy to improve, it’s time to find new leaders for those teams.
Today’s Lesson: Disciplined, repeatable processes Most car dealers are coming off a record year that had nothing to do with strong, disciplined, repeatable processes intended to WOW their customers and improve employee retention. TODAY’S LESSON: If you don’t know how you got to the top, you have no idea how to stay there. […]
Simple Strategy #7: The First Call Should Be the Call TRANSCRIPT: Simple strategy #7 for closing more internet deals today? It’s simple. The first call should be THE call. Here’s the problem: our teams expect to make more than one call to schedule an appointment that shows. It’s because, as we learned in Simple Strategy […]
Simple Strategy #6: Email Templates can be Personal and Automated TRANSCRIPT: Simple strategy #6 for selling more internet deals today? It’s simple. Your email templates can be personal AND automated. See, here’s the problem, or, at least, the problem as your owner or general manager sometimes says it: they come back from a “twenty group” […]
Simple Strategy #5: Yes, You Should Always Use an Auto Response TRANSCRIPT: Simple Strategy #5 for selling more internet deals today? Simple. Yes, you should always use an auto response. Here’s the problem: some industry vendors and other experts, including your OEM, have made dealers question whether or not they should use an auto response. […]
Simple Strategy #4: Treat EVERY Lead Like it’s an Order TRANSCRIPT: Simple Strategy #4 for closing more internet deals today? Treat EVERY lead like it’s an order. Because it IS an order. The problem is that most dealers today respond to leads as if the lead is merely an attempt for more information. This is […]
Simple Strategy #3: Stricter Rules Drive Higher Sales TRANSCRIPT: Simple strategy #3 for closing more internet deals today is that stricter rules drive higher sales. Simple strategy, right? Well, here’s the problem: In an attempt to reduce skating and give your team the proper credit for their contact efforts (or their use of the CRM) […]
Simple Strategy #2: Manage Internet Teams & BDCs Like Call Centers TRANSCRIPT: Simple Strategy Number 2 for closing more internet deals today? It’s simple. Manage your internet teams and BDC’s like they’re call centers. Because they ARE call centers. See, here’s the problem: Your old-school management style just doesn’t cut it when the prospect […]
How To Set and Sell Owner Marketing Appointments – PART 13 TRANSCRIPT: So we’re at the fourth step of the perfect appointment. This is the SHOW. It’s called ‘in-store VIP treatment’. We want to meet and greet this customer like the true VIP they are. If the managers have memorized all the details, imagine […]
How To Set and Sell Owner Marketing Appointments – PART 12 TRANSCRIPT: The third step of the perfect appointment may seem a little strange to you because this is an owner marketing appointment, but the third step of the perfect appointment is pre-appointment preparation. That’s where we’re going to get a new vehicle cleaned, […]