DealerElite and ADM is proud to announce their affiliation and exclusive online publishing of Jim Ziegler's "Dealer Defender" monthly articles formerly published in Dealer Magazine as "Dealer Advocate".
Each month, Jim Ziegler will publish his insights and perspectives on just about any topic that he considers important, and which you will too! Ziegler SuperSystems selected the DealerElite and ADM sites because of their reach within the automotive industry and their dedication to being platforms for the betterment of dealers and their employees.
Chris Saraceno, Mike Myers and Ralph Paglia are proud to deliver Jim Ziegler's words of wisdom to the auto industry through their stewardship of the DealerElite and Automotive Digital Marketing Professional Communities... We know that all the members of both sites will benefit and enjoy Mr. Ziegler's wit and wisdom via the "Dealer Defender" monthly column!
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To answer your question Kevin (and others) The reason for that person's frustration is there is NO accountability from the top down. We did not need to train the sales people without retraining their managers. How many times has a dealership brought me, or any trainer into the dealership and we educated and fired up the sales people only to have their managers continue what they were doing with no regard to the training.
That is why I always get the dealer and general manager to swear in blood to continue the process and to manage their managers.
Usually, my training is never as effective on the first visit as it is on the second visit BECAUSE that's when I have the "Come to Jesus" meeting with the managers with the dealer present about all of things they did not do that the dealer paid my fee to have them implement.
The reason my training and consulting is so powerful and the results last is because I come from a management background myself, none of my serious competitors was ever a manager themselves. They really don't get it.
I had a manager in a dealership tell me once... "This is the way I like to do it." He was basically telling me he wasn't going to change the process his dealer wanted changed.
To which i replied... "Do you really think they hired me to come in here at this price because they think you're doing a good job?"
Nothing lasts until they know you're coming back and they need to show progress.
"Pete", I agree!! Burning time is burning money and burning ground!! Lord knows month end comes fast and dang it if we are fighting for every number out there now days! Great comment!
Kevin..Just remember knowledge is power!!! If you are on a pay plan you need to figure out how to work it!
Jim, Your thoughts would appreciated....
Good afternoon (TRAINER),
You had a two day class almost two weeks ago. I have been here at !@@##$$$%%^^ and we haven't done much of anything. I've been told to wait for customers in the lot but customers are not showing up. The lot is really empty for almost 90 percent of the day. I was told I would be paired up with multiple people and I haven't done anything all day. Are any of the other dealerships you're affiliated with hiring right now? Or is this basically how it goes? We were told we would be getting trained but we were basically told to study the products. That was week one.. Now I'm not doing anything. One person never came back after the first day.
Sincerely, "New In Auto Sales"
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