Today’s Lesson: Stop Tolerating Mediocrity “Inspect What You Expect” is a true, but wholly worthless adage. Why? Because bad leaders are the ones who most need to heed this advice; yet bad leaders NEVER INSPECT ANYTHING! (No matter how many motivational posters you have hanging around to remind them.) TODAY’S LESSON: Your team will […]
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: Look in the mirror People don’t quit jobs; people quit jerks. TODAY’S LESSON: If turnover is a problem for you, you only need a mirror to find the cause.
Today’s Lesson: Be All-In or All-Out I deal with two types of managers when a company hires me to help shape their culture: Those who say they are all-in and those who are all-in. TODAY’S LESSON: Leaders must be “all-in” or “all-out” on a change in culture; there is no middle ground that you […]
Today’s Lesson: The worst time to take advantage of someone Maya Angelou once said “People will forget what you said,people will forget what youdid, but people will neverforget how you madethem feel.” TODAY’S LESSON: The worst time to takeadvantage of someone is when you can.
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 #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 […]
Simple Strategy #1: Pay for the Performance You Want TRANSCRIPT: This is Steve Stauning with another “Steve Stauning, Short and Sweet Video Training Lesson”. Today’s lesson is – Stop Over-thinking Your Internet Sales. Now this is going to be an ongoing series. We will be adding new videos to this series so check back […]
How To Set and Sell Owner Marketing Appointments – PART 11 TRANSCRIPT: Alright, the second step for the perfect appointment is called ‘appropriate appointment confirmation’. Now, this one is on the managers. See, the goal is an appointment that shows, but we need the managers to make these confirmation calls. For a lot of […]
How To Set and Sell Owner Marketing Appointments – PART 9 TRANSCRIPT: So, can you do this? Can you sell 30 cars next month, if you’re not already a 30 car a month person, all through owner marketing efforts? Remember, these are higher grossing deals that take less time. Can you do all of […]
The 5 Must Haves for Creating a Successful Automotive BDC – PART 6 TRANSCRIPT: Okay, the final ‘must have’ for your dealership to have a successful BDC sustained over the long term is simply this: all of your sales managers, all of them, must support and defend the BDC. Despite the fact that we’ve had this […]
The 5 Must Haves for Creating a Successful Automotive BDC – PART 5 TRANSCRIPT: The ‘must have’ number 4 in setting up a successful BDC that is going to be around today and in the future is this: BDC’s must have strict rules for what constitutes a VALID appointment. This is important. See, you may think […]
The 5 Must Haves for Creating a Successful Automotive BDC – PART 4 TRANSCRIPT: Alright, ‘must have’ number 3 – BDC’s must be managed like call centers. See, this is not a floor sales team, it is a BDC. It is a call center and that’s how they need to be managed. Now, many dealers I […]
The 5 Must Haves for Creating a Successful Automotive BDC – PART 3 TRANSCRIPT: So, what’s ‘must have’ number 2? Number two is BDC’s MUST use sustainable pay plans. If you want your BDC to grow and provide you with incremental sales today and in the future, all while maintaining the integrity of your overall sales […]
The 5 Must Haves for Creating a Successful Automotive BDC – PART 2 TRANSCRIPT: Many of the BDC’s I encounter today, generally because they have better training, better templates, better talk tracks and a better overall direction, are beginning to drive plus business for their dealerships. BUT, they are still cost centers. They haven’t become profit […]
The 5 Must Haves for Creating a Successful Automotive BDC – PART 1 TRANSCRIPT: This is Steve Stauning with another ‘Steve Stauning Short and Sweet Video Training Session’. Today’s lesson: The five absolute ‘must haves’ if you want a successful BDC in your dealership. Now, if you’re like most dealers I’ve spoken with lately, you’re either […]
The Appointment Culture Light – PART 8 TRANSCRIPT: The fourth step for the ‘appointment culture light’ is to report daily. So, if the owner is onsite, then the owner should insist on receiving an update each morning. If they are not onsite, the GM should insist on this. What they want in this report is the […]
The Appointment Culture Light – PART 7 TRANSCRIPT: Remember step two – we’re going to make some cosmetic changes. Dealers have found that making just a few cosmetic changes actually gets much of the team off the fence and into the ‘appointment culture’. First we’re going to create that attractive full color VIP appointment folder. It […]
The Appointment Culture Light – PART 6 TRANSCRIPT: There are four steps to the ‘appointment culture light’ that we’re going to talk about. The first one is we need to assign one manager to oversee this in the dealership. It doesn’t mean that the other managers aren’t involved but one manager needs to drive this. They […]