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. […]
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 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 […]
How To Set and Sell Owner Marketing Appointments – PART 8 TRANSCRIPT: As I said, you’re going to get voicemail 900 times. So, if you’re going to leave 800 to 900 voicemails next month, you need to understand what the voicemails should sound like. There are four rules of voicemail that I need you […]
How To Set and Sell Owner Marketing Appointments – PART 3 TRANSCRIPT: There are a lot of benefits to appointments, right? We just talked about how I can balance out my day, my week, right? Imagine if my Wednesdays started out being like my Saturdays. I showed you the higher closing percentages with appointments, […]
Appointment-Driven Communications – Part 15 TRANSCRIPT: So many teams, in automotive, lack discipline. It doesn’t make you bad people. You just are so easy to get off the phone. Someone says they’ll be in Saturday morning and your team doesn’t want to screw up that deal, they think they’ve got a Saturday appointment, so they say, […]
Appointment-Driven Communications – Part 7 TRANSCRIPT: So, let’s do a quick roll play. I don’t mean a real roll play but you should be roll playing all the time. In fact, the only way to get these ‘talk tracks’ down, and the only way to keep the discipline you need to drive an appointment culture for […]
Appointment-Driven Communications – Part 3 TRANSCRIPT: Appointments must be the goal. Appointments have to be the goal with every call you make, every email you send out, and every time you leave a voicemail. In your mind you have to remember the goal and, so, I want you to always start with the goal in mind. […]
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 […]
Leading an Appointment Culture – Part 12 TRANSCRIPT: Okay, now it’s the ‘show’, right? It’s the final step in the perfect appointment. Its in-store VIP treatment. How are your managers managing this in-store VIP treatment? How can you make sure that its happening? How are they making sure that its happening? This is the show. They […]
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 […]
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 […]
Leading an Appointment Culture – Part 9 TRANSCRIPT: So, we’re going to change gears just a little. Now, this is still ‘leading an appointment culture’, but these next couple of sessions are all about how your managers can manage the perfect appointment. In the last session we talked about you coming into the dealership on an […]
Leading an Appointment Culture – Part 8 TRANSCRIPT: In the last part of this series we talked about how you can, in just a few minutes, tell if your team is really trying to live in an appointment culture. Now, what if you’re the general manager and you are in the dealership all the time, or […]
Leading an Appointment Culture – Part 4 TRANSCRIPT: Okay, so once I have statuses on all the appointments from yesterday that were still open, I get those closed. I don’t want to have those happen again. Now, I’m going to look at the remaining appointments for today, right? I’ve already looked at the ones for the […]
Real Reputation Management – Part 1 TRANSCRIPT: Today’s session is on Real Reputation Management. In other words, how can you, as a business owner, general manager, or sales manager, manage your online reputation in a way that you can do it yourself without spending thousands of dollars a month? Now, your online reputation has become, for […]
Avoiding Snake Oil – Part 3 TRANSCRIPT: So, I hope the question on your mind is “How can I buy like a Fortune 500 company and not be taken by the snake oil salesmen out there today?” Number 1 is – you can vet more efficiently. For example, don’t accept meetings on their terms. Accept meetings […]
Creating an Appointment Culture – Part 18 TRANSCRIPT: We have talked about the ‘be-back’ process and the owner-marketing process. We will do more training on those later. We have talked about internet sales. There really are eight ‘must have’ processes for any dealership that is in an appointment driven culture. One is your internet sales […]
Creating an Appointment Culture – Part 17 TRANSCRIPT: Step four in the Perfect Appointment is “Show Time!” It is the in-store VIP Treatment. You want to greet and treat whoever the prospect is like a VIP, preferably by a manager. If not, you are going to do a management TO right away. Let’s assume you […]
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