management

The Appointment Culture Light – PART 5






The Appointment Culture Light – PART 5 TRANSCRIPT: Now, how do dealers succeed in the appointment culture? Well, one, they fix the processes first, right? They make sure their processes are robust. They make sure that all activities are money activities. For example: they aren’t asking their team to make silly phone calls that don’t matter(…)






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The Appointment Culture Light – PART 4






The Appointment Culture Light – PART 4 TRANSCRIPT: Simply put – great organizations don’t share these fears. Great organizations, those who rise above their peers and succeed in the face of mounting competition, are inherently dissatisfied with where they are and, sometimes, where they’re headed. They make constant, meaningful, course corrections that help them become number(…)






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The Appointment Culture Light – PART 3






The Appointment Culture Light – PART 3 TRANSCRIPT: Let’s talk again about the ‘clock bias’, right? Stephen Covey explained it as “Have you ever been too busy driving to stop and get gas?” In the dealership world, this sentiment is often relayed to me like this, “We don’t have time to manage our confirmations”. “We don’t(…)






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The Appointment Culture Light – PART 2






The Appointment Culture Light – PART 2 TRANSCRIPT: Now, you would think, given these two alternatives; be a Walmart of car dealers or be a Ritz-Carlton of car dealers, that every salesperson out there (every commissioned salesperson), and especially, every manager, would choose the latter. Make no mistake; the Walmart of car dealers doesn’t need desk(…)






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The Appointment Culture Light – PART 1






The Appointment Culture Light – PART 1 TRANSCRIPT: Hi, this is Steve Stauning with another “Steve Stauning, Short and Sweet Video Training Session”. Today’s lesson – The Appointment Culture. The light version. There’s a reason for this class. Now, I assume you’ve already watched “Creating an Appointment Culture”. If you haven’t already watched it, please go(…)






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Leading an Appointment Culture – Part 13






Leading an Appointment Culture – Part 13 TRANSCRIPT: For Leading an Appointment Culture, we’re not going to look at a recap of what we went through but, I do want to talk about the next steps. What are the next steps for you in being able to lead an appointment culture and being able to(…)






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Leading an Appointment Culture – Part 11






Leading an Appointment Culture – Part 11 TRANSCRIPT: Alright, so, we’ve managed the first two steps of the perfect appointment, right? Strong appointment setting and appropriate appointment confirmation. How do we get our managers to manage the pre-appointment preparation? Well, there’s a lot of things we can do. Remember, we’re going to have this designated parking(…)






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Leading an Appointment Culture – Part 10






Leading an Appointment Culture – Part 10 TRANSCRIPT: The second step to the perfect appointment is, of course, appropriate appointment confirmation and your managers need to manage the appointment confirmations that are happening in the dealership. So, even though they are the ones who are supposed to be making the confirmation calls, if you have a(…)






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Leading an Appointment Culture – Part 6






Leading an Appointment Culture – Part 6 TRANSCRIPT: Okay, so, you’ve got your management team. They’re ready. They’re working hard in the CRM throughout the day. They are doing all the things they need to do at the beginning of the day. They are doing all the things they should be doing in the CRM throughout(…)






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Leading an Appointment Culture – Part 2






Leading an Appointment Culture – Part 2 TRANSCRIPT: If I’m an owner of a business and I’m trying to lead an appointment culture, I’ve already introduced my team into creating an appointment culture, now it’s time to lead it. There are four things that I want out of my managers. There are four things that I(…)






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