Tailor Your Techniques Discussions - DealerELITE.net2024-03-29T10:08:42Zhttps://www.dealerelite.net/group/tailoryourtechniques/forum?feed=yes&xn_auth=noWhat is most important - Price - Trade In Value - Monthly Payments - Down Payments - Selection?tag:www.dealerelite.net,2014-06-17:5283893:Topic:4251392014-06-17T20:07:31.484ZJIm Fisherhttps://www.dealerelite.net/profile/JImFisher
<p>To the customer, price, payment, trade in value are the most important aspects of their visit to an internet site or to a dealership.</p>
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<p>In most cases, they have already done their homework and have decided on maybe one or two vehicles and are now in the finding out what is the best deal mode. In many cases they want to see the vehicle or vehicle they are interested in and maybe even drive the vehicle to measure the comfort level, acceleration and how it feels to…</p>
<p>To the customer, price, payment, trade in value are the most important aspects of their visit to an internet site or to a dealership.</p>
<p></p>
<p>In most cases, they have already done their homework and have decided on maybe one or two vehicles and are now in the finding out what is the best deal mode. In many cases they want to see the vehicle or vehicle they are interested in and maybe even drive the vehicle to measure the comfort level, acceleration and how it feels to them.</p>
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<p>It is the Salesperson's job to narrow down those multiple decisions down to one vehicle or in the internet lead department to get them to come in to make sure of selection. If they can do that, they have a great chance of selling a vehicle. If they don't, they are going to rush around getting a lot of information for the customer to "Think About" or give away all profit on an internet lead.</p>
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<p>All customers think all dealerships, all Managers and all salespeople are desperate to sell a vehicle and they feel that using other models or other dealerships will help their case regarding price, payment or trade in value.</p>
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<p>Remember that out of all of the vehicle on the internet and on your lot, the customer has picked out the two or three most popular models at the present time. What do you sell your most popular and high demand vehicles for? If I have to answer that, you are in the wrong business.</p>
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<p>I the customer has not made a definite selection, the price, payment of trade will never be good enough.</p>
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<p>I learned this simple procedure that helps every bad situation a customer, salesperson or manager allows to happen.</p>
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<p>No matter what the objection, return to selection! If the trade value is not high enough, don't waste time on trying to get closer to their figure, go back to selection of the new or used vehicle.</p>
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<p>Basically, I learned to say this in a closing or hostile situation. "Is this the vehicle you want to show to your neighbor, take on vacation and park in your driveway?" "If it isn't that vehicle. Then lets spend some time on finding you that vehicle." One of two things will happen. They will either agree with you that selection is not perfect or they will say yes it is and lets get back to price, payment or trade.</p>
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<p>That little verification is for them, not you. Once they have decided to own a vehicle, they will negotiate fairly, since they do not want to lose what took so long to decide on.</p>
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<p>Another good close is; "We find a majority of our customers that find the vehicle they want to own, they want it yesterday" If you don't what this vehicle we are working on yesterday, we are on the wrong vehicle!" "Is this that vehicle?" Once again, one or two things will happen and they both will be good!</p>
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<p>That is why I always train my salespeople to sell the people what they want, negotiate and then sell them what we have!</p>
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<p>Jim Fisher</p>
<p><a href="http://www.jfanow.com">www.jfanow.com</a></p>
<p>1-800-542-9340</p>
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<p></p> 6 RESPONSES TO "I AM NOT INTERESTED"tag:www.dealerelite.net,2011-03-02:5283893:Topic:636302011-03-02T05:29:42.993ZMANNY LUNAhttps://www.dealerelite.net/profile/manny
<p><span class="font-size-3"><strong>1.</strong></span> <span><strong>"What keeps you loyal to (Insert the name of the other Dealership</strong></span> <span><strong>here)?" </strong></span></p>
<p><span class="font-size-3"> </span></p>
<p><span class="font-size-3"><strong>2.</strong> </span><strong>"No decision is ever set in stone and often times there is what we call the "X-Factor", (Insert the first name of your prospect here) do you know what the X-Factor is? The X-Factor is the…</strong></p>
<p><span class="font-size-3"><strong>1.</strong></span> <span><strong>"What keeps you loyal to (Insert the name of the other Dealership</strong></span> <span><strong>here)?" </strong></span></p>
<p><span class="font-size-3"> </span></p>
<p><span class="font-size-3"><strong>2.</strong> </span><strong>"No decision is ever set in stone and often times there is what we call the "X-Factor", (Insert the first name of your prospect here) do you know what the X-Factor is? The X-Factor is the unexpected, it's when the other dealership drops the ball. In case that were to happen, what's the back-up plan?"</strong></p>
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<p><strong><span class="font-size-3">3.</span>That's not the first time that I've heard that response. And the most interesting part is when I ultimately do meet with people who originally told me the same as you, I hear things like, "I never thought of doing it that way? Or, I didn't realize that was even possible and now I will save myself tons of time." What's holding you back?</strong> </p>
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<p><strong><span class="font-size-3">4</span>."Can you think of anything that I could possibly say right now to spark some interest? Do any immediate thoughts come to mind? </strong></p>
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<p><span class="font-size-3"><strong>5.<span class="font-size-2">When you say that you're not interested, how did you get to that point so quickly? What is (Insert the name of the other Dealership here) doing to keep a permanent smile on your face each day?"</span></strong></span></p>
<p><span class="font-size-3"><strong><span class="font-size-2"> </span></strong></span></p>
<p><span class="font-size-3"><strong>6.</strong></span><strong>How can I get you interested, what am I missing here? Any suggestions?</strong></p>
<p><strong><a href="http://www.vlautomarketing.com">http://www.vlautomarketing.com</a></strong></p> How to Become a Winnertag:www.dealerelite.net,2010-12-24:5283893:Topic:474502010-12-24T06:19:15.000ZMANNY LUNAhttps://www.dealerelite.net/profile/manny
<div id="body"><p>Everyone wants to be a winner. Just what is a winner, anyway? Is it someone who never fails? Does a winner always win every game they play? Do they succeed at everything they put their hand to? Of course not! If that were the case, there would be no one on earth who would qualify to be called a winner.</p>
<p>A good way to determine just what it takes to be a winner is to think of what a winner is not. The opposite of a winner is not a loser - it is a quitter. People who "win"…</p>
</div>
<div id="body"><p>Everyone wants to be a winner. Just what is a winner, anyway? Is it someone who never fails? Does a winner always win every game they play? Do they succeed at everything they put their hand to? Of course not! If that were the case, there would be no one on earth who would qualify to be called a winner.</p>
<p>A good way to determine just what it takes to be a winner is to think of what a winner is not. The opposite of a winner is not a loser - it is a quitter. People who "win" at life, who accomplish their goals and do great things, are those who keep trying. Instead of letting a little setback knock them off course, they dust themselves off and take another go at it.</p>
<p>Often, we might not identify ourselves as quitters. Maybe we are in the habit of simply changing goals. When we hit a snag on the road to one goal, it's easy to just chuck it and replace it with another objective. This habit is not the habit of a winner, however. It may not look like giving up, but it really is the same thing. There may come a time when you have to back off on a goal or put it on a back burner for a while. If it's worth pursuing, though, don't give up on it all together.</p>
<p>Realize that failure is part of winning. Every winner fails many many times on their road to success. These failures are a chance to learn. Don't let a little setback dampen your enthusiasm for the goal. Let it just make you tougher. Let those little defeats along the way make you wiser. Let them make you a better player. Challenges are necessary for our muscles, both physical and mental, to be exercised and strengthened.</p>
<p>Here is another characteristic of a winner. Winners have their eyes open for opportunities. Things change, and opportunities don't last. A winner will take the chance and go for it when the opportunity arises. Having the vision to notice the opportunities requires having a positive outlook on life. Winners are positive people. They believe they can eventually win the prize if they keep working toward it. In fact they don't just believe it - they know it.</p>
<p>Life is full of ups and downs. It's the same for winners at life as it is for losers. The key to a winning attitude is to not let the downs keep us down. Hard times won't last forever. Hang in there, and before long, things will be going your way again.</p>
<p>There's a simple way to keep on the up side emotionally even when everything seems to be falling apart on the outside. That way is to develop an attitude of thankfulness. Being thankful for the little things in life that are still right helps us to be tough and not quit on the things that are not working well for the time being. If you want to become a winner, let thankfulness become part of your personality.</p>
</div> How many times have you been lied to and promised to in the car business?tag:www.dealerelite.net,2010-12-15:5283893:Topic:461922010-12-15T02:54:11.000ZMANNY LUNAhttps://www.dealerelite.net/profile/manny
<p><span style="color: #000000; font-size: x-large;"> </span></p>
<p><span style="color: #000000; font-size: x-large;"><a href="http://storage.ning.com/topology/rest/1.0/file/get/2311726668?profile=original" target="_blank"><img class="align-center" src="http://storage.ning.com/topology/rest/1.0/file/get/2311726668?profile=original" alt="" width="423" height="310"/></a>I'd like to hear everyone's story salespeople and mgrs.</span></p>
<p><span style="color: #000000; font-size: x-large;"> </span></p>
<p><span style="color: #000000; font-size: x-large;"><a href="http://storage.ning.com/topology/rest/1.0/file/get/2311726668?profile=original" target="_blank"><img class="align-center" src="http://storage.ning.com/topology/rest/1.0/file/get/2311726668?profile=original" alt="" width="423" height="310"/></a>I'd like to hear everyone's story salespeople and mgrs.</span></p> Tailor Your Techniques For 2011tag:www.dealerelite.net,2010-11-27:5283893:Topic:432112010-11-27T23:09:22.000ZMANNY LUNAhttps://www.dealerelite.net/profile/manny
<p style="TEXT-ALIGN: left"><img src="http://storage.ning.com/topology/rest/1.0/file/get/2311726803?profile=RESIZE_320x320" width="300"></img></p>
<p><strong>annoy</strong>: (uh-‘noi) verb: to disturb or irritate especially by repeated acts</p>
<p>The last thing we want to do is annoy them.</p>
<p>It’s never our intent. But our intent doesn’t matter.</p>
<p>What we do matters.</p>
<p><strong>Here are the sales facts…<br></br></strong><br></br>They don’t like it when…</p>
<ul>
<li>we’re pushy</li>
<li>we call too much</li>
<li>we’re "just checking in"</li>
<li>we’re unprepared</li>
<li>we’re…</li>
</ul>
<p style="TEXT-ALIGN: left"><img width="300" src="http://storage.ning.com/topology/rest/1.0/file/get/2311726803?profile=RESIZE_320x320"/></p>
<p><strong>annoy</strong>: (uh-‘noi) verb: to disturb or irritate especially by repeated acts</p>
<p>The last thing we want to do is annoy them.</p>
<p>It’s never our intent. But our intent doesn’t matter.</p>
<p>What we do matters.</p>
<p><strong>Here are the sales facts…<br/></strong><br/>They don’t like it when…</p>
<ul>
<li>we’re pushy</li>
<li>we call too much</li>
<li>we’re "just checking in"</li>
<li>we’re unprepared</li>
<li>we’re <a href="http://www.justsell.com/help-manage-their-time/"><font color="#FF9933">disrespectful of their time</font></a></li>
<li>we keep calling if they say they’re not interested</li>
<li>we don’t respond fast enough</li>
<li>we appear not to understand them, their industry, their situations, and their challenges</li>
<li>we don’t work in their interest</li>
<li>we don’t listen</li>
<li>we don’t <a href="http://www.justsell.com/know-your-stuff-pk-and-ik-development/"><font color="#FF9933">know about our own products</font></a>/ services</li>
<li>we’re <a href="http://www.justsell.com/everyones-the-ceo/"><font color="#FF9933">rude, arrogant</font></a>, or inattentive</li>
<li>we’re <a href="http://www.justsell.com/strengthening-trust-gray-and-omissions-check/"><font color="#FF9933">vague or unclear</font></a></li>
<li>they’re made to feel like they’re <a href="http://www.smileandmove.com/smile/be-approachable.aspx?utm_source=js-blog_salesbright&utm_medium=email&utm_content=text_interrupting-us" target="_blank"><font color="#FF9933">interrupting us</font></a></li>
<li>we seem like we’re "<a href="http://www.justsell.com/beyond-the-hit-and-run-sale/"><font color="#FF9933">just trying to sell</font></a> them something"</li>
</ul>
<p>And, they can’t stand it when we won’t take no for an answer.</p>
<p><strong>What do they like?</strong></p>
<p>A return on their investment (to get more, to save more, to look good, to feel good, to be loved).</p>
<p>That’s it.</p>
<p>Anything else and we’re wasting their time (and ours).</p>
<p>Don’t be sales dumb. Be SalesBright.</p>
<p>(Managers: One way to be sure you and your team <a href="http://www.justsell.com/replacement-activities"><font color="#FF9933">avoid annoying</font></a>)</p>
<p style="TEXT-ALIGN: left"> </p> This drug is called passion!tag:www.dealerelite.net,2010-11-23:5283893:Topic:425182010-11-23T05:11:01.000ZMANNY LUNAhttps://www.dealerelite.net/profile/manny
<div class="blog_text"><p> </p>
<p style="TEXT-ALIGN: left"><img src="http://storage.ning.com/topology/rest/1.0/file/get/2311726637?profile=RESIZE_480x480" width="400"></img></p>
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<p> I am now writing those lines and I am smiling at my computer… People are looking at me as I was crazy. “Who would smile at a computer anyway? He’s not even watching The Family Guy!”. I am smiling because I am thinking about what was said a ...few hours ago: “This is the best drug ever”. Yes, it was said in the office, my office. We were completing documents for a deal that has just been signed and we were…</p>
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<p style="TEXT-ALIGN: left"><img width="400" src="http://storage.ning.com/topology/rest/1.0/file/get/2311726637?profile=RESIZE_480x480"/></p>
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<p> I am now writing those lines and I am smiling at my computer… People are looking at me as I was crazy. “Who would smile at a computer anyway? He’s not even watching The Family Guy!”. I am smiling because I am thinking about what was said a ...few hours ago: “This is the best drug ever”. Yes, it was said in the office, my office. We were completing documents for a deal that has just been signed and we were thinking about the feeling of closing.<br/>This was not my first one and it will definitely not be the last one. However, the feeling of doing your job well becomes more fulfilling day after day. In fact, the more you close, the more you want deals. It is definitely like a drug.<br/><br/>This drug is called passion.<br/>I found that you can’t succeed without it and that it as an exponential power. Actually, passion is probably close to the power of compounding interest. To more it grow, the better it is!<br/><br/>Well I really don’t care if you are a good salesman!<br/><br/>That is probably what some of you are thinking about this article. I would first say that I understand your point (I wouldn’t care either!) but this post is not about selling something. In fact, I truly believe that I find great solutions for my clients and I am useful to them. If I help somebody in his personal finance and I make money, this is a win-win situation. This is how deals should be done in any working field.<br/><br/>Find your passion<br/><br/>My point is simple; if you are looking to make more money, find your passion and go for it. Passion is the only drug that will keep you awake late at night, that will give you enough strength to walk the extra miles and that will put a smile on your face at the end of day (all that without destroying your body!). I find that there are too many people that are unhappy at work because they getup in the morning for the pay check only.<br/><br/>You can’t live from your passion?<br/><br/>I am well aware that there is a lot of passion that have not much earning potential. However, this could become your perfect source of alternative income. I truly believe that everything is marketable and that if one is doing something with passion, it will automatically result into a strong and original result.<br/><br/>Once you find your passion, I am telling you, there is nothing to stop you!</p>
</div> Top 10 New Manager Mistakestag:www.dealerelite.net,2010-11-13:5283893:Topic:408252010-11-13T02:51:18.000ZMANNY LUNAhttps://www.dealerelite.net/profile/manny
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<h2 class="lsItm"> </h2>
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<div class="lsItm"><strong><font size="5">1. Think you know everything.</font></strong></div>
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<div class="lsItm">If you were just promoted to Production Manager, you may feel you know everything about production. Even if that were true, and it isn't, you sure don't know everything about the most important part of your new job, managing people.…</div>
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<div class="lsItm"><strong><font size="5">1. Think you know everything.</font></strong></div>
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<div class="lsItm">If you were just promoted to Production Manager, you may feel you know everything about production. Even if that were true, and it isn't, you sure don't know everything about the most important part of your new job, managing people. Listen to the people around you. Ask for their input when appropriate. Keep an open mind.</div>
<h2>2. Show everyone who's in charge.</h2>
Trust me, everyone in your group knows who the new manager is. You don't have to make a big show about being "the boss". You do, however, have to demonstrate that, as the boss, you are making a positive difference.</div>
<div class="lsItm"><h2>3. Change everything.</h2>
Don't re-invent the wheel. Just because the way something is done isn't the way you would do it, it isn't necessarily wrong. Learn the difference between "different" and "wrong".</div>
<div class="lsItm"><h2>4. Be afraid to do anything.</h2>
Maybe you didn't ask for the promotion. Maybe you are not sure you can do the job. Don't let that keep you from doing the job the best you can. Upper management wouldn't have put you into the job if they didn't have confidence that you could handle it.</div>
<div class="lsItm"><h2>5. Don't take time to get to know your people.</h2>
Maybe you worked alongside these people for years. That doesn't mean you know them. Learn what makes them excited, how to motivate them, what they fear or worry about. Get to know them as individuals, because that's the only way you can effectively manage them. Your people are what will make or break you in your quest to be a good manager. Give them your attention and time.</div>
<div class="lsItm"><h2>6. Don't waste time with your boss.</h2>
Since he/she just promoted you, surely he/she understands how busy you are and won't need any of your time, right? Wrong. Your job, just like it was before you became a manager, is to help your boss. Make sure to budget time to meet with him/her to both give information and to receive guidance and training.</div>
<div class="lsItm"><h2>7. Don't worry about problems or problem employees.</h2>
You can no longer avoid problems or hope they will work themselves out. When something comes up, it is your job to figure out the best solution and get it done. That doesn't mean you can't ask for other's input or assistance, but it does mean you are the person who has to see it gets taken care of.</div>
<div class="lsItm"><h2>8. Don't let yourself be human.</h2>
Just because you are the boss doesn't mean you can't be human, that you can't laugh, or show emotion, or make an occassional mistake.</div>
<h2>9. Don't protect your people.</h2>
The people in your group will be under pressure from every direction. Other departments may want to blame you for failed interfaces. Your boss may want to dump all the unpleasant jobs on your department. HR may decide the job classifications in your area are overpaid. It's your job to stand up for your people and make sure they are treated as fairly as possible. They will return the loyalty.<div class="lsItm"><h2>10. Avoid responsibility for anything.</h2>
Like it or not, as the manager you are responsible for everything that happens in your group, whether you did it, or knew about it, or not. Anything anyone in your group does, or doesn't do, reflects on you. You have to build the communications so there are no surprises, but also be prepared to shoulder the responsibility. It goes hand-in-hand with the authority.</div> You have to take the conversation out of the Sale and put the Sale into the conversation !tag:www.dealerelite.net,2010-11-07:5283893:Topic:389702010-11-07T19:26:00.000ZMANNY LUNAhttps://www.dealerelite.net/profile/manny
<p style="TEXT-ALIGN: left"><img alt="" src="http://storage.ning.com/topology/rest/1.0/file/get/2311726858?profile=original"/></p>
<p> </p>
<p><font size="5">You have To take the conversation out of the Sale and put the Sale into the conversation !</font></p>
<p><font size="5">Asking all dE Car Pro's to share what has happen to do that?</font></p>
<p style="TEXT-ALIGN: left"><img alt="" src="http://storage.ning.com/topology/rest/1.0/file/get/2311726858?profile=original"/></p>
<p> </p>
<p><font size="5">You have To take the conversation out of the Sale and put the Sale into the conversation !</font></p>
<p><font size="5">Asking all dE Car Pro's to share what has happen to do that?</font></p> If your dealership was a college football team, would a network put you on TV at 8:00 Saturday night?tag:www.dealerelite.net,2010-11-07:5283893:Topic:389232010-11-07T04:02:32.000ZMANNY LUNAhttps://www.dealerelite.net/profile/manny
<p class="MsoNormal"><b><span style="FONT-FAMILY: Verdana">Frequently asked questions about sales training</span></b></p>
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<p class="MsoNormal"><b><span style="FONT-FAMILY: Verdana"><font size="3"><a name="Best Sales Training"></a>1. What kind of sales training works best?</font></span></b><span style="FONT-FAMILY: Verdana"><font size="3"> The best sales training is training which brings the results we are all looking for: more…</font></span></p>
<p class="MsoNormal"><b><span style="FONT-FAMILY: Verdana">Frequently asked questions about sales training</span></b></p>
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<p class="MsoNormal"><b><span style="FONT-FAMILY: Verdana"><font size="3"><a name="Best Sales Training"></a>1. What kind of sales training works best?</font></span></b><span style="FONT-FAMILY: Verdana"><font size="3"> The best sales training is training which brings the results we are all looking for: more stable, consistent managers and sales-people; more sales, higher grosses, less turnover, and less turmoil at work.</font></span></p>
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<p class="MsoNormal"><span style="FONT-FAMILY: Verdana"><font size="3">To achieve that result, training must work from the inside out, the training must focus on genuine growth and change. Personal development must accompany any sales technique. Managers and salespeople must learn about themselves, and then about the prospects.</font></span></p>
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<p class="MsoNormal"><span style="FONT-FAMILY: Verdana"><font size="3">Training must be founded on right principles: honesty, character, integrity, and hard work.</font></span></p>
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<p class="MsoNormal"><span style="FONT-FAMILY: Verdana"><font size="3">Managers must learn and grow along with the salespeople. The best training is that which brings managers and salespeople in the same room, at the same time, to learn the same things. The more we divide up our people, the less our people learn to work together.</font></span></p>
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<p class="MsoNormal"><b><span style="FONT-FAMILY: Verdana"><font size="3"><a name="People Skills Training"></a>2. What is people skills training?</font></span></b><span style="FONT-FAMILY: Verdana"><font size="3"> People skills training focuses on personal beliefs, attitudes and actions. It focuses on customers, salespeople and managers; how they process information, what makes them tick, how they feel, how to listen to them, how to understand them, how to make them comfortable. Salespeople must learn to listen, to help, to be sincere, to be honest, to have integrity, and to make sure the buyer gets what they want, need and can afford. The manager must do the same for the salespeople. </font></span></p>
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<p class="MsoNormal"><b><span style="FONT-FAMILY: Verdana"><font size="3"><a name="Manager People Skills"></a>3. Should managers have people skills training?</font></span></b><span style="FONT-FAMILY: Verdana"><font size="3"> </font></span></p>
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<p class="MsoNormal"><span style="FONT-FAMILY: Verdana"><font size="3">Yes, because salespeople sell just like managers manage. </font></span></p>
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<p class="MsoNormal"><span style="FONT-FAMILY: Verdana"><font size="3">Mean managers produce mean salespeople.</font></span></p>
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<p class="MsoNormal"><span style="FONT-FAMILY: Verdana"><font size="3">Kind managers produce kind salespeople.</font></span></p>
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<p class="MsoNormal"><span style="FONT-FAMILY: Verdana"><font size="3">The public no longer has to put up with mean salespeople, or mean managers. Good managers, those managers who actually get along with the salespeople will sell more and gross more, and keep customers longer than the old school, high pressure, high turnover, hard sell managers.</font></span></p>
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<p class="MsoNormal"><b><span style="FONT-FAMILY: Verdana"><font size="3"><a name="Form" id="Form"></a>4. What form should good training take?</font></span></b><span style="FONT-FAMILY: Verdana"><font size="3"> A three day boot camp is the best place to start. In those three days, everyone should be scheduled for training. In that time, if the maximum amount of employees attend, including managers, your staff can learn enough together to sell more, earn more and do more, than any short term benefit from sending two salespeople at a time to any out of town spot anywhere in the country.</font></span></p>
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<p class="MsoNormal"><b><span style="FONT-FAMILY: Verdana"><font size="3"><a name="3 Days"></a>5. What will we learn in three days?</font></span></b><span style="FONT-FAMILY: Verdana"><font size="3"> The 26 core competencies form the basis for the training. When managers, salespeople and employees are all on the same page, that foundation prepares everyone to work together, accept responsibility, and focus on customer wants, needs and budgets. Employees will learn to get out of their own way and focus on the customer. Focusing on the customer, if performed with every customer, will accomplish more than any selling system or new technology ever created.</font></span></p>
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<p class="MsoNormal"><b><span style="FONT-FAMILY: Verdana"><font size="3"><a name="Individual Assessments"></a>6. Should I pay for individual assessments?</font></span></b><span style="FONT-FAMILY: Verdana"><font size="3"> You may, if you want, or you could just observe what people do during the training. You can usually tell after the first day who wants to learn and grow and support the dealership. It does not take long to separate your “A” players, from the “B” players, from the “C” players.</font></span></p>
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<p class="MsoNormal"><b><span style="FONT-FAMILY: Verdana"><font size="3"><a name="Players" id="Players"></a>7. Can you define A, B and C players?</font></span></b><span style="FONT-FAMILY: Verdana"><font size="3"> Every dealership rises or falls based on the individual talents of their people. “A” players grow, learn and change. “B” players will grow, learn and change with help and training. “C” players are absolutely un-trainable.</font></span></p>
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<p class="MsoNormal"><b><span style="FONT-FAMILY: Verdana"><font size="3"><a name="C Players"></a>8. Tell me about the “C” players.</font></span></b><span style="FONT-FAMILY: Verdana"><font size="3"> Okay, “C” players refuse to learn, grow or change. Problem is, “C” players usually include most of the veterans, and some of them are selling 20 or more cars a month. But the real problem is, their refusal to learn, grow and change filters to your other people, and the bad attitudes spiral downward. The sad truth is that most dealerships are held hostage by the 20 cars a month “C” players. It is those “C” players who hold everyone else back, who force the new salespeople out, and who keep the dealership from continuing growth and profit.</font></span></p>
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<p class="MsoNormal"><b><span style="FONT-FAMILY: Verdana"><font size="3"><a name="Do with C Players"></a>9. What should I do with my “C” Players? </font></span></b> <span style="FONT-FAMILY: Verdana"><font size="3"> If you keep them, they will cost you a fortune. If you let them go, you can work with the people who want to learn, grow and change. The customer is learning, growing and changing. If we let “C” players keep us in the old school ‘60’s selling mode, if we let them keep everyone else from growing, they own the dealership and are directing the focus. <b><i>If you have the courage to let them go, you will sell more, make more, and have more fun at work.</i></b></font></span></p>
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<p class="MsoNormal"><span style="FONT-FAMILY: Verdana"><font size="3">What happens is that your “A” players spend all their time dealing the problems created by the “C” players.</font></span></p>
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<p class="MsoNormal"><b><span style="FONT-FAMILY: Verdana"><font size="3"><a name="C Managers"></a>10. What if my managers are “C” players?</font></span></b><span style="FONT-FAMILY: Verdana"><font size="3"> Well, a “C” manager will cause the “A” players to turn over, will burn out the “B” players, and surround himself/herself with “C” players. “C” players will simply destroy your dealership.</font></span></p>
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<p class="MsoNormal"><b><span style="FONT-FAMILY: Verdana"><font size="3"><a name="Harsh" id="Harsh"></a>11. Isn’t it a little harsh to let the “C” players go? </font></span></b> <span style="FONT-FAMILY: Verdana"><font size="3">No, they can’t change, and won’t change. That’s what makes them “C” players. If they change, they are “B” players. </font></span></p>
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<p class="MsoNormal"><span style="FONT-FAMILY: Verdana"><font size="3">It is not harsh to let them go. Losing your “A” players is harsh. Losing customers is harsh. Losing money month after month is harsh. Bankruptcy is harsh. Getting rid of the people who are holding you back is kind, it is good, it is beneficial. </font></span></p>
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<p class="MsoNormal"><b><span style="FONT-FAMILY: Verdana"><font size="3"><a name="After Boot Camp"></a>12. What do I do after the three day boot camp?</font></span></b></p>
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<p class="MsoNormal"><span style="FONT-FAMILY: Verdana"><font size="3">You hold your managers accountable for helping the salespeople to help the customers, daily. You decide if you need reinforcement training to keep your people learning and growing.</font></span></p>
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<p class="MsoNormal"><b><span style="FONT-FAMILY: Verdana"><font size="3"><a name="Reinforcement Training"></a>13. What is reinforcement training? </font></span></b> <span style="FONT-FAMILY: Verdana"><font size="3"> Reinforcement training is weekly, monthly or bi-monthly training. It is on-going, regular training. </font></span></p>
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<p class="MsoNormal"><b><span style="FONT-FAMILY: Verdana"><font size="3"><a name="Pay for Reinforcement"></a>14. How do I pay for reinforcement training? </font></span></b> <span style="FONT-FAMILY: Verdana"><font size="3">The easiest place is to take the money from the advertising budget. Even advertising companies are now saying that advertising is out and PR is in. Funny thing, if you check, you’ll probably find that it was your “C” players who were spending all the advertising money anyway.</font></span></p>
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<p class="MsoNormal"><b><span style="FONT-FAMILY: Verdana"><font size="3"><a name="Stop Training"></a>15. When does the training stop? </font></span></b> <span style="FONT-FAMILY: Verdana"><font size="3"> Probably when you’re making too much money and selling too many cars. You could ask the Boston Red Sox, or the Steelers, or Jim Tressel, or Joe Paterno, Bobby Bowden or Steve Spurrier. When does training stop for them?</font></span></p>
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<p class="MsoNormal"><span style="FONT-FAMILY: Verdana"><font size="3">By the way, what do you think Bobby Bowden or Joe Paterno would do if his managers came to him and said, “Hey listen, we think our players don’t need anymore training this year. With the money we save, we’re going to buy new uniforms so we’ll look good for the Bowl games on TV.”</font></span></p>
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<p class="MsoNormal"><span style="FONT-FAMILY: Verdana"><font size="3">Can you imagine? Those winning coaches would have some new managers in a heartbeat. It is the “C” players who think that they know enough to stop training for the salespeople. </font></span></p>
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<p class="MsoNormal"><span style="FONT-FAMILY: Verdana"><font size="3">Those dealerships who have the best training have the most</font></span></p>
<p class="MsoNormal"><span style="FONT-FAMILY: Verdana"><font size="3">“A” players. They sell the most, and the make the most money. They learn the most, they change with the customer, and they keep growing.</font></span></p>
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<p class="MsoNormal"><span style="FONT-FAMILY: Verdana"><font size="3">Think about what college football would look like if they just kept hiring new players, gave them two days training in Chicago and expected them to block and tackle and score?</font></span></p>
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<p class="MsoNormal"><span style="FONT-FAMILY: Verdana"><font size="3">Networks wouldn’t allow those teams on TV. Why? Because the game would be horrible. No one would watch.</font></span></p>
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<p class="MsoNormal"><span style="FONT-FAMILY: Verdana"><font size="3">Which teams get on TV regularly? The best ones, THE ONES WHO TRAIN THE MOST. </font></span></p>
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<p class="MsoNormal"><b><i><span style="FONT-FAMILY: Verdana"><font size="3">If your dealership was a college football team, would a network put you on TV at 8:00 Saturday night?</font></span></i></b></p>
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<p class="MsoNormal"><span style="FONT-FAMILY: Verdana"><font size="3">Real training, real learning, real growing, real changing never stops. When training stops, everything good in the dealership stops.</font></span></p>
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<p class="MsoNormal"><span style="FONT-FAMILY: Verdana"><font size="3">The team that trains the most, plays the best.<b> </b></font></span></p> Nice Guys Finish Firsttag:www.dealerelite.net,2010-11-07:5283893:Topic:388882010-11-07T00:54:53.000ZMANNY LUNAhttps://www.dealerelite.net/profile/manny
<p class="MsoNormal"><b><span style="FONT-SIZE: 20pt">Nice Guys Finish First</span></b></p>
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<p class="MsoNormal"><b><span style="FONT-FAMILY: Papyrus; FONT-SIZE: 16pt">The ability to deal with people is as purchasable a commodity as sugar or coffee; and I will pay more for that ability than for any other under the sun.…</span></b></p>
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<p class="MsoNormal"><b><span style="FONT-SIZE: 20pt">Nice Guys Finish First</span></b></p>
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<p class="MsoNormal"><b><span style="FONT-FAMILY: Papyrus; FONT-SIZE: 16pt">The ability to deal with people is as purchasable a commodity as sugar or coffee; and I will pay more for that ability than for any other under the sun.</span></b></p>
<p class="MsoNormal"><b><span style="FONT-FAMILY: Papyrus; FONT-SIZE: 16pt"> </span><span style="FONT-FAMILY: Papyrus; FONT-SIZE: 12pt"> ---John D. Rockefeller</span></b></p>
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<p class="MsoNormal"><span style="FONT-SIZE: 16pt">The American Ice Industry was a thriving industry in the late 1800’s. Outlined in the book, “Mastering the Dynamics of Innovation,” by James Utterback, the story is fascinating.</span></p>
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<p class="MsoNormal"><span style="FONT-SIZE: 16pt">People simply cut ice from frozen lakes, and sold it to customers around the world. Shipping and ice melting, as you might imagine were the biggest problems. Eventually, other companies invented ice making machines, eliminating shipping and melting problems, and at the same time, eliminating the ice harvesters. </span></p>
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<p class="MsoNormal"><span style="FONT-SIZE: 16pt">Then, other companies created refrigeration, which put the ice makers out of business. Funny thing, the ice harvesters bought newer saws, came up with new ways to store ice, and tried to improve shipping. The ice makers, failing to see how their new technology had ended the ice harvesting industry, would not adapt to embrace the new idea of refrigeration, so they kept improving their ice makers, as they went slowly out of business. Neither group could see the advantage of change. They simply kept doing more of what was no longer working. <b><i> They simply kept doing more of what was no longer working.</i></b></span></p>
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<p class="MsoNormal"><span style="FONT-SIZE: 16pt">For those who are saying, “How does this relate to the car business,” you might want to skip this article and go to the ad about the newest take on the push, pull and drag sale.</span></p>
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<p class="MsoNormal"><span style="FONT-SIZE: 16pt">The ice industry in America relates to the car industry in America in this way: there is old school and new school. Old schoolers have an extremely difficult time letting go of what does not work.</span></p>
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<p class="MsoNormal"><span style="FONT-SIZE: 16pt">Since it is easier to keep doing what does not work, because they don’t have to learn anything new, old schoolers just keep on in the same old rut. It is comfortable, feels good, and even if it keeps losing money year after year, at least it has a familiar feel.</span></p>
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<p class="MsoNormal"><span style="FONT-SIZE: 16pt">New schoolers are willing to learn, grow and change with the constantly changing customer base. They are willing to learn new things, in order to keep up with the customer. But the most important thing that new schoolers are doing is <b><i>letting go of the things that do not work.</i></b></span></p>
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<p class="MsoNormal"><span style="FONT-SIZE: 16pt">Somewhere along the road, we have come to believe that the car business is different, that the thought process can be suspended, as long as we are moving metal. And so, the hard sell technique became the norm, and high pressure became synonymous with the car business. Newspaper advertising became a mainstay while high sales-person turnover became a watchword. The new word in selling cars – “the mini-deal” is now beginning to define the month for many salespeople.</span></p>
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<p class="MsoNormal"><span style="FONT-SIZE: 16pt">The internet, as great a tool as it is purported to be, is fast on it’s way to being synonymous with lower than showroom pricing and very low profit. “Contact management” is now the buzzword, as we pay $300 for a lead which nets us $200 under invoice. We’re not making much money, but we sure can track our follow up system. Baby, even with the new technology, that is old school thinking. Add it all up, and we get the stoopid saying: “Nice guys finish last.” No, belay that, the new truth is, “Old schoolers finish last.”</span></p>
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<p class="MsoNormal"><span style="FONT-SIZE: 16pt">“Nice” needs to return to the car business. The new breed of customers can stand on your showroom floor and call any dealer in the country and “get it for 100 dollars less.” But new schoolers know that customers do not leave over 100 dollars. They leave because the salesperson, or the manager, or the dealership is not nice.</span></p>
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<p class="MsoNormal"><span style="FONT-SIZE: 16pt">Customers more than ever before, want “Nice.” They do not want hard sell, high pressure, new closes, more manipulation, they just want nice. They want to be treated with respect, with fairness, with honesty, with integrity, and by a salesperson they recognize when they enter the showroom. </span></p>
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<p class="MsoNormal"><span style="FONT-SIZE: 16pt">All we need to do is think about how we like to be treated when we go to buy something. We want the same thing our customers want, honesty, fairness and integrity. We want and expect to be treated “nice.”</span></p>
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<p class="MsoNormal"><span style="FONT-SIZE: 16pt">Funny thing, if a sales trainer, trying to sell training to a car dealer, starts with control, manipulation, fast talking and close after high pressure close, he will be shown the door so fast his head will spin. Yet that owner or GM will go right back into the showroom and expect salespeople and managers to control, pressure, manipulate and talk customers into buying. </span></p>
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<p class="MsoNormal"><span style="FONT-SIZE: 16pt">Nice dealerships are hard to find. Nice owners, nice managers and nice salespeople are hard to find. But the fact of life in the changing car business today is that <b><i>customers will drive to another STATE to find a dealership that will be nice to them. </i></b></span></p>
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<p class="MsoNormal"><span style="FONT-SIZE: 16pt">John D. Rockefeller said it best a hundred years ago: the ability to deal with people is important. It can be found and purchased. We can hire nice people. But to recognize a nice person who will be nice in the sales process, takes a manager or owner who knows and appreciates “nice.” “Nice” rises and falls on leadership.</span></p>
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<p class="MsoNormal"><span style="FONT-SIZE: 16pt">Customers want to be treated nice. They do not like high pressure, hard closes, tricks and manipulations. This is not rocket science. </span></p>
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<p class="MsoNormal"><span style="FONT-SIZE: 16pt">Old schoolers are constantly realigning the customer traffic to new school dealerships. And about the only difference between the two is that “the people are nicer over there, and that’s why I bought a car there.”</span></p>
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<p class="MsoNormal"><span style="FONT-SIZE: 16pt">Go visit ten dealerships. See how you are treated. Realize how you feel when a salesperson, manager or dealership simply sees you as just another “up.” Notice the immediate change in the dealership atmosphere when they find out that you are not going to buy today. Remember how it makes you feel, then go back to your dealership and see if that is what your managers and salespeople are doing to those precious, loyal customers of yours.</span></p>
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<p class="MsoNormal"><span style="FONT-SIZE: 16pt">Customers want nice. Nice guys and gals finish first because they treat the customer the way they want to be treated. “Not- nice” guys and gals finish last because nine out of ten customers will keep shopping until they find someone who treats them like they want to be treated.</span></p>
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<p class="MsoNormal"><span style="FONT-SIZE: 16pt">Nice guys and gals know that people skills are not <b><i>as</i></b> important as selling skills, they are <b><i>more important than selling skills.</i></b></span></p>
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<p class="MsoNormal"><span style="FONT-SIZE: 16pt">Great people skills with average selling skills will always sell more than average people skills with great selling skills. </span></p>
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<p class="MsoNormal"><span style="FONT-SIZE: 16pt">Nice guys finish first, with the best grosses. Old schoolers are finding out the hard way that mini deals and 200 under invoice are a very poor excuse for not knowing how to treat the customer.</span></p>
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<p class="MsoNormal"><span style="FONT-SIZE: 16pt">Customers want nice, on the lot, on the showroom, on the telephone and on the internet. If we give them nice, they will not leave over 100 or 200 or 300 dollars. They will enjoy and participate in the sales process, and they will pay more when they are greeted and treated with sincerity, honesty, kindness, and integrity. About all we have to do is just be nice to them. The selling is secondary.</span></p>