It’s November and the weather is changing, so it’s time to get ready for our slow season. This is the time of year that many of us in the car business often dread because the days are long, quite boring and in the windy city where I live, you can actually feel your brain shrinking after one too many days of snow. However, this is the perfect time of year to do some housekeeping in preparation for spring, your true selling season. This is the perfect time to generate some momentum by taking…
ContinueAdded by Kurtis Smith on November 1, 2011 at 5:30pm — 3 Comments
Good morning,
Like most of you, training is a large part of what I do everyday. Maybe more than most of you since I work with dealers and training is part of my job. Either way in order to manage people, improve what your team does or in order to spend less time micromanaging your team training is critical.
As you may know there are three stages to learning anything in life. The first step is to have an understanding of what the training is about or the Why?…
ContinueAdded by Ian nethercott on October 31, 2011 at 11:17am — No Comments
This is my first day back after a five week road trip. I had the priviledge of working with some top dealers to help them staff their sales team with trained recruits. But, that can also be a curse if the dealer simply sends them on to the floor, wishing them luck, adn hoping for the best. My job and that of many of my colleagues at other companies is to help new people build a solid foundation for each of the dealers to build upon. In other words, I am only the beginning.
When…
ContinueAdded by John Fuhrman on October 31, 2011 at 9:02am — No Comments
I visited a client at their dealership this past week. After my full day review which included time to meet and train their staff, I was asked by the Dealer Principal: "Just How Far Behind Are We?".
This is actually a common question that I get asked…
Added by Brian Pasch on October 30, 2011 at 12:30pm — No Comments
When you think about all that goes in to creating a professional in the auto industry, what comes to mind? Usually things like, training, dedication, persistence, confidence and motivation come to mind. All of these are important and valuable components essential for any professional, but they can't be effective without the one element that ties it all together. You have to care. Smarter people than I have…
ContinueAdded by John Fuhrman on October 21, 2011 at 6:45am — No Comments
Expectations – we will perform in direct proportion to the way we see ourselves and the way that those whom we respect see us. The expectations of the individuals wearing the title of salesperson have been evolving as the reality of a new marketplace becomes apparent. The Internet has impacted a great many things about the world that we live in to include how we work. Gone are the days when salesmen use to go door to door carrying their wares selling them to housewives. Now you have…
ContinueAdded by Kurtis Smith on October 19, 2011 at 8:19pm — No Comments
When you are working a deal, how do you direct your sales people? Do you insist they follow your steps to the sale? Regardless of whether you have 8, 10 or even 12 steps, you have a specific process to increase the chances of success in selling and retaining that customer for a long time. So, why don't you do that when…
ContinueAdded by John Fuhrman on October 18, 2011 at 9:49am — No Comments
Yesterday I received a comment and a question from Terrell to a post I recently made that was titled Redefining the Sales and Training Models. The gentleman wanted to know what advice or tips that we, as experienced professionals could offer to a future leader in our business. I have been asking a similar question of anyone that I meet who exhibit the qualities that I would like to emulate, and my question goes something like this: “Knowing what you now know, if you had an opportunity to…
ContinueAdded by Kurtis Smith on October 13, 2011 at 8:00pm — 4 Comments
One of the most underutilized software applications within a dealership is its CRM software. This application has also been the source of much disappointment in regards to its ability to show a quantifiable return on investment. The reason that this is the case is that in most instances it is improperly sold and implemented as an application only and not as a process. The second reason that CRM gets a bad rap is that the users of the application are usually trained from the perspective of…
ContinueAdded by Kurtis Smith on October 12, 2011 at 10:30am — No Comments
Each week I am involved in some type of training with dealers. The vast majority of the time it's in helping recruit and train new sales people to help round out a sales floor. But, every now and then I get to work with "experienced" sales people. Every session begins exactly the same. I discuss goals. When I do, you can almost hear the eyes rolling back into their heads. I begin by asking the same question - "What do you want to earn this year?"
Usually I get a range…
ContinueAdded by John Fuhrman on October 9, 2011 at 11:30am — 1 Comment
In hopes of improving our sales career, we recently peered into the world of fine dining in order to gain an insight of what great servers do so well to enhance their guest’s evening and to improve their paycheck. We now know that great servers make themselves approachable to their guests, are attentive to their needs, and have extensive knowledge about the foods…
ContinueAdded by Marsh Buice on October 5, 2011 at 12:00pm — 9 Comments
FOR IMMEDIATE RELEASE
The Dealer Resource Group Is Please To Announce That Senior National Trainer - Anthony Bartoli Is A Featured Speaker At This Year's Digital Dealer Conference.
If you are attending this year's conference,…
ContinueAdded by John Fuhrman on September 29, 2011 at 1:49pm — No Comments
Do you know the one thing that happens before 100% of the closes salespeople succeed at? If you discover that secret, you'll see an increase in your own closing ratio, or in your ability to drive your sales staff to repeating successful months over and over. The real beauty is, once you discover the secret, you have it. It becomes yours to use any time you need it.
This powerful secret will also work to help you improve yourself, increase your skills and develop your team…
ContinueAdded by John Fuhrman on September 26, 2011 at 9:00am — No Comments
Last week I was busy leading a class of new salespeople through our 21st Century Sales Program(c) and as with all of my classes, one or two students always emerge as leaders but, not always the ones you'd think. There are the ones who are eager to participate, but they aren't necessarily the leaders. Others seem to know the answers to all the questions, but that may not mean leadership.
The ones that stand out are often in the background. But, if you recognize them, you…
ContinueAdded by John Fuhrman on September 22, 2011 at 7:30am — 5 Comments
I had completed all of my interviews. I had taken my Predictive Index and my Wunderlick Quiz, I had answered all the questions about why I wanted to be a car sales person, I had pitched the sales manager's pen to him, successfully selling him a 2-year old Mont Blanc that already belonged to him. I had seen the pay plan and accepted the terms, shaken my sales managers hand and agreed to start on Friday, 2 days away.
From the sales managers office, I called my mom and told her, "I am…
ContinueAdded by David Simpson on September 21, 2011 at 6:30am — No Comments
That's a tough question. It can put many people on the spot and get others thinking, perhaps to reeavluate life's priorities. Maybe, as we end the week, this is a bit to tough a topic even for those who participate. For those of us who served in the military, the answer is as simple as we do it for our country. Now that we're civilians, perhaps the answer changed. At this point in my life, the list is short - My father and mother, my son and daughter, and my best friend since I was 2…
ContinueAdded by John Fuhrman on September 15, 2011 at 9:30pm — 1 Comment
IIt is not my job, it is my duty to be inspired and inspire others. Since my early twenties, I have said final farewells to nineteen brave patriots, heroes and friends. Each paid the price for freedom before the rigors of life made them old and gray. These are nineteen friends that I had planned to grow old with, but instead I honor their sacrifice to trade in their future as an investment in my…
ContinueAdded by Stephanie Young on September 15, 2011 at 10:00am — 4 Comments
A friend of mine asked for my help in leasing a new SUV the other day, she had settled on a Toyota. I coached her to look up a car on buyatoyota.com. There she found the 4runner she wanted and the next day went to the dealership that had it in…
ContinueAdded by Jim Rathmann on September 13, 2011 at 5:30pm — No Comments
When you are in car sales, and sales in general your job is to keep your attitude up, build on your professional reputation with your customers, and grow your business. So when you walk into work in the morning, Walk into the dealership to sell, and only sell.
Get Right To Work
The minute you walk in the morning, preferably early and before everyone else, get yourself situated, everything turned on and booted up, and get organized. Focus on one task…
ContinueAdded by Noel Walsh on September 7, 2011 at 11:07am — 1 Comment
Of all the things present in our society that might have a negative effect on our future generations and their ability to relate to one another; social networking (I don’t have to ask you, “How was your day?” I can just look at your facebook page), texting (I don’t have to live with the consequences of what I say because you can’t respond immediately), etc… one of the things that is more disconcerting than any of these is that this ability to relate without relationship is creating a…
ContinueAdded by David Simpson on September 6, 2011 at 11:00pm — 1 Comment
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