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It's because they are being trained by a manager who was probably a 8-10 car per month guy! They are telling these people to do stuff they DIDN"T do when they were on the floor and calling these salespeople average! In reality it's probably a manager with average skills teaching a salesperson everything they know!
Good video! Where can I find ALL your videos? I'll check around myself too...
Mr. Taylor, I heard what he said about the birthday cards... and I didn't take what he said to be saying it shouldn't be done any longer. It sounds like he's saying that birthday cards sent out, in the same OLD way will get the same OLD results so to speak. Follow up should involve The birthday card and the "Happy Birthday" on their FACEBOOK page or Happy Birthday " email or any other creative way to stay in front of them in a way that serves you both (the customer and the dealer).
Sounds like he's at the beginning of what he is trying to say...let's hear him out...at least.
great video a real eye opener, got the juice flowing and the brain thinking
This is absolutely true. David, you really hit the nail on the head with this one. We have to shift our paradigm to meet an informed buyer. By the time the buyer comes to your showroom, they already know everything there is to know about the car they want. The best way to increase success, is to follow up often with your customers and get them back in the showroom well before the end of their contract.
The reason is simple. The best salesman are now out of the business. The pay has not changed since 1979. To make what a guy who sold 8 to 10 cars did in 1979 you would have to sell 24 to 30 in 2012. You get what you pay for.Trainers preach to the salesman to sell the features and quality. Take your own advice and pay for a quality salesman.
What now? What is the answer to your questions. The average car sales person sells 8-10 cars because we don't recruit and train professional sales people. We take whatever replies to our ads and then let them work their weak version of the road to the sale. Make them do the work, follow whatever system you have, pay them damn good for it and you will get more out of them.
So I am wondering what is the replacement for "The road to the sale"?, I keep hearing alot of speakers telling me what I am doing wrong but I don't hear what I should do differently or what is the "Newest" way to sell. If its not the Road, then what is it? What structured process do the really good salespeople abide by to become successful? And I'm not talking about about the relationship aspect that salespeople gain with their customers over time, and I'm not talking about the salespeople who have a customer base of 1500 plus folks. I'm talking about the Fresh Up on Saturday Morning and what is the new process in selling and starting the new relationship with that customer.
Very interesting. I would like to know what steps of a sale you would eliminate or add to get sales reps to 12 a month. I respectfully disagree about sending birthday cards. If sales reps hand writes everything with a nice note inside is very powerful. Then a follow up phone call is what builds relationships is all about. This is what dealers got away from by doing printed sheets of paper and saying Happy Birthday compared to the real deal just to save money. Personal touch will get to the 12 a month or more.
A very much of an eye opener . Thank you
David, thank you for your informative presentation. I do agree with almost all of it. Too bad that a majority of the dealers and managers do not invest the time or money to make a true rounded professional (that’s the true reason we lose people to other business opportunities). Several years ago I had the opportunity to work with Denny Sims in a training session and the training was informative and worked for our dealership. Our dealership owner believed that training was the catalyst for our people to perform better (to include management). Although you state that the industry has not changed in several years (I've been in it for over 30), it seems that very few dealers truly understand what training brings to the table. I mean training for the long term and not the short term. For anyone reading this forum, get a few books on the subject Total Quality Management to understand what change means to your dealership and how it can effect your customers and employees. Large corporations have been utilizing this concept for years and it works.
The failure of the average salesperson is in direct relation to the management staff. I have witnessed managers that can sell a car and close a deal, but have no idea how to manage people. At the same time, I have witnessed salespeople that should not be greeting a customer due to their improper training or lack thereof. Dealers and managers can place blame and point fingers all they want as to why their salespeople are average. The truth is that they have not properly given a new salesperson the training needed to combat an ever changing consumer base.
There are several dealerships where there is little turnover. The reason? The people they hire are the "right" people and they pay them and invest in the long term relationship. The management staff knows how to motivate and train their people and gives them a reason to become more productive than an "average" 8 to 10 car person. They pay them properly and work as a “team” to produce results. It’s the process from the initial interview to the point the employee feels comfortable performing the job. This is what produces better than average people.
It all begins with the process. That means measuring the success of the processes and what needs to be changed and implemented to achieve better results. I could go on and on and on. The best advice I can give any dealer or manager today is to look at the business model of Federal Express and learn how their people are trained and how they perform. It is a true management perspective that achieves the impossible. Our business needs a new business model where the dealer and management staff takes the time and invests in the people they hire. It's really too bad that the "average" salesperson is given the DVD's, a training book on the 10 Steps and told to study the brochures and prepare to greet customers 5 days after their hire date. That's the truth of the matter and I witness it day after day. Thank you again for your insight. I hope other people viewing the video truly appreciate its content.
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