jeff sterns
  • Palm Harbor, FL
  • United States
  • CarChat24
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  • Kurt Rule
  • Tommy Russell
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jeff sterns's Page

Latest Activity

jeff sterns commented on Richard Holland's blog post Fallon Chooses Ford amongst Controversy & Salespeople Humiliation
"Hi Richard,  I went back and forth on this. There is spending time to make a few sales vs spending time with a small chance at selling Jimmy his truck. Here is where I landed: I say go for it! I remember that when I used to jump in my car for…"
Apr 11
jeff sterns's blog post was featured

Jeff's steps to the sales- Step 2.B. More on "Relatedness"

Do it on Purpose!!Another part of relatedness and trust is the signals you send out about yoursimilarities (trustworthiness). This is real documented stuff. Pick up any book onNLP (Neuro Linguistic Programming). You can get even better relatednessthrough matching the clients’ breathing, posture and speech tempo. You canlisten for cues about how they get information, which will ensure that yours goes“in.” For instance when they are a slow talker and use a lot of feelings words,make sure you use…See More
Dec 1, 2013
jeff sterns posted a blog post

Jeff's steps to the sales- Step 2.B. More on "Relatedness"

Do it on Purpose!!Another part of relatedness and trust is the signals you send out about yoursimilarities (trustworthiness). This is real documented stuff. Pick up any book onNLP (Neuro Linguistic Programming). You can get even better relatednessthrough matching the clients’ breathing, posture and speech tempo. You canlisten for cues about how they get information, which will ensure that yours goes“in.” For instance when they are a slow talker and use a lot of feelings words,make sure you use…See More
Nov 30, 2013
jeff sterns posted a blog post

Jeff's steps to the sale...Step 2 - Get Relatedness

Get RelatednessFinding connected-ness through sameness.This step overlaps Steps 1 through infinity. One thing that frustrates me morethan just about anything when coaching a salesperson is this: We’ll be into thedeal and something is going wrong. The customer all of the sudden wants to boltjust before or a few minutes after we serve figures. I ask where the client is andget, “Oh she left already.” The first thing I’ll do is to ask about how the rapportor “relatedness” was. Here’s the response…See More
Nov 18, 2013
jeff sterns was featured
Nov 11, 2013
jeff sterns's blog post was featured

Jeff's Steps to the sale ..STEP 1- Generate a Client

STEP 1)Generate a ClientWhen I started selling at a little mulch lot after school, I read everything I could get myhands on. One of the first books I picked up was Joe Girard’s “How To Sell Anything ToAnybody.” Boy was I excited! I was 17 and I was going to somehow magically be able toselect any object, pick out a random person and sell it to them! Well, although there weresome good philosophical points in the book, unfortunately I didn’t ever get the specificrecipe for selling anything to…See More
Nov 11, 2013
jeff sterns posted a blog post

Jeff's Steps to the sale ..STEP 1- Generate a Client

STEP 1)Generate a ClientWhen I started selling at a little mulch lot after school, I read everything I could get myhands on. One of the first books I picked up was Joe Girard’s “How To Sell Anything ToAnybody.” Boy was I excited! I was 17 and I was going to somehow magically be able toselect any object, pick out a random person and sell it to them! Well, although there weresome good philosophical points in the book, unfortunately I didn’t ever get the specificrecipe for selling anything to…See More
Nov 9, 2013
Mike Warwick and jeff sterns are now friends
Nov 9, 2013
jeff sterns posted a blog post

I am a chat vendor. My product is opportunities. In a dealership, the REAL product is the salesperson. Not the vehicle and not price.

Hi I'm a vendor....in the digital space. That's my job. And I love it. I love it because I'm a 27 year retail car guy who's Father was a dealer, Grandfather was a designer for Ford and Step Father designed assembly line equipment. Yes I'm from Detroit...  and I love dealing with car guys and gals. Sure I like it when they buy my product. I like making a difference and I like making sure my company is healthy and our staff can take care of their families. But what I love about the job, really…See More
Nov 2, 2013
jeff sterns and Kurt Rule are now friends
Nov 2, 2013
jeff sterns commented on Frank Ramirez Jr.'s blog post Advice needed
"If I owned a store, I would go myself and bring my BDC Manager to a Dealer Synergy BDC 20 Group. Be ready to take notes, roll up your sleeves and work.  That's it."
Mar 25, 2013
jeff sterns and Bobby Compton are now friends
Oct 2, 2012
jeff sterns replied to Matthew J. Kelly's discussion New Car Lead Generators
"I can't be unbiased on this subject! I was like you Mr. Natural in my opinions as a GSM. I liked it so much I joined the company! Funny, I don't know if a chat lead is "better" but my staff was! When they could read the…"
Sep 25, 2012
jeff sterns replied to Matthew J. Kelly's discussion New Car Lead Generators
"Hi Matthew,  your site is the best source in terms of ROI. I hear from BDC managers all day, ratios from 10-17%. NADA says 10%. Third party (unscientific, informal numbers here), dealers tell me more in the 7% range as those leads are often…"
Sep 25, 2012
jeff sterns replied to Kurt Rule's discussion New to the Business!
"Hi Kurt,  I have been thinking about your post since I originally saw it. I am now a vendor to car dealers but do still get that call from someone I worked with 5,10 or 20 years ago wanting advice or laughing about a war story. I sold cars for…"
Sep 24, 2012
jeff sterns is now friends with Dave Anderson and Stan Sher
Sep 17, 2012

Profile Information

Which best describes you?
Vendor Partner
What company do you work for (or own)?
CarChat24
What is your current position within your organization?
VP Sales and Business Development
What is your company website?
http://www.CarChat24.com
What is your Facebook page/URL?
http://www.facebook.com/jeffsterns
What is your LinkedIn page/URL?
http://www.linkedin.com/in/sterns
How did you specifically hear about dealerELITE? If referred, who?
years ago when running Dimmitt Bentley / Now Bentley Tampa Bay
Not everyone gets approved for DealerELITE. To maintain the integrity of DealerELITE, tell us what you will have to offer once a dealerELITE member?
Chris, we met at AutoCon.
I can offer being a contribution to the business at large. "Very little in my life has any value if it does not include helping others".

Jeff sterns's Blog

Jeff's steps to the sales- Step 2.B. More on "Relatedness"

Posted on November 30, 2013 at 2:25pm 0 Comments

Do it on Purpose!!



Another part of relatedness and trust is the signals you send out about your

similarities (trustworthiness). This is real documented stuff. Pick up any book on

NLP (Neuro Linguistic Programming). You can get even better relatedness

through matching the clients’ breathing, posture and speech tempo. You can

listen for cues about how they get information, which will ensure that yours goes

“in.” For instance when they are a slow talker and use a…

Continue

Jeff's steps to the sale...Step 2 - Get Relatedness

Posted on November 18, 2013 at 8:37pm 0 Comments

Get Relatedness



Finding connected-ness through sameness.



This step overlaps Steps 1 through infinity. One thing that frustrates me more

than just about anything when coaching a salesperson is this: We’ll be into the

deal and something is going wrong. The customer all of the sudden wants to bolt

just before or a few minutes after we serve figures. I ask where the client is and

get, “Oh she left already.” The first thing I’ll do is to ask about how the…

Continue

Jeff's Steps to the sale ..STEP 1- Generate a Client

Posted on November 9, 2013 at 10:16pm 0 Comments

STEP 1)

Generate a Client

When I started selling at a little mulch lot after school, I read everything I could get my

hands on. One of the first books I picked up was Joe Girard’s “How To Sell Anything To

Anybody.” Boy was I excited! I was 17 and I was going to somehow magically be able to

select any object, pick out a random person and sell it to them! Well, although there were

some good philosophical points in the book, unfortunately I didn’t ever get the…

Continue

I am a chat vendor. My product is opportunities. In a dealership, the REAL product is the salesperson. Not the vehicle and not price.

Posted on November 2, 2013 at 6:00pm 0 Comments

Hi I'm a vendor....in the digital space. That's my job. And I love it. I love it because I'm a 27 year retail car guy who's Father was a dealer, Grandfather was a designer for Ford and Step Father designed assembly line equipment. Yes I'm from Detroit...  and I love dealing with car guys and gals. Sure I like it when they buy my product. I like making a difference and I like making sure my company is healthy and our staff can take care of their families. But what I love about the job, really…

Continue

Comment Wall (1 comment)

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At 8:46am on September 17, 2012, David Long said…

Welcome Jeffy

 
 
 

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