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, […]
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 10 TRANSCRIPT: There are four steps to the perfect appointment and the first step is 100% on you, Mr. Salesperson, or Ms. Salesperson, and that is strong appointment setting. This is the first step to the perfect appointment. Now the goal is an appointment […]
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 7 TRANSCRIPT: Let’s talk about activities for a minute because this is what is going to drive your results. See, in every dealership in the country, I look up on a wall, in either the salesroom or the sales tower and there’s this results board, […]
How To Set and Sell Owner Marketing Appointments – PART 4 TRANSCRIPT: Now, be prepared. They may have been thinking about selling their vehicle and they may choose one of those times and you’ve got to be ready for that. You’ve got to be ready for that but, more often than not, even if […]
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, […]
Receptionist Training: How To Handle An Angry Customer TRANSCRIPT: This is Steve Stauning with another ‘Steve Stauning Short & Sweet’ video training lesson. Today’s lesson: Eight short & sweet lessons on how to handle an angry customer. Now, this video describes the short and sweet methods that you can use to handle any angry customer […]
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 […]
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