Michal Ann Benedict Enders's Posts - DealerELITE.net2024-03-29T09:46:54ZMichal Ann Benedict Endershttps://www.dealerelite.net/profile/MichalAnnBenedictEndershttps://storage.ning.com/topology/rest/1.0/file/get/2535838406?profile=RESIZE_48X48&width=48&height=48&crop=1%3A1https://www.dealerelite.net/profiles/blog/feed?user=1tp0mfvnen8sp&xn_auth=noIt's Not You, It's ....tag:www.dealerelite.net,2012-10-03:5283893:BlogPost:3258502012-10-03T02:26:19.000ZMichal Ann Benedict Endershttps://www.dealerelite.net/profile/MichalAnnBenedictEnders
<p>As I ate dinner with a large group of friends this weekend the topic turned to car salespeople. Everyone seemed to have a story about being treated poorly when they wanted to purchase. They were ignored, abandoned, patronized and abused. </p>
<p>I will spare you the details. You’re welcome.</p>
<p>As I listened politely and carefully I began to hear a uniform pattern that struck me as odd. Every friend also had a reason for this treatment with some version of the following:</p>
<p>“It’s…</p>
<p>As I ate dinner with a large group of friends this weekend the topic turned to car salespeople. Everyone seemed to have a story about being treated poorly when they wanted to purchase. They were ignored, abandoned, patronized and abused. </p>
<p>I will spare you the details. You’re welcome.</p>
<p>As I listened politely and carefully I began to hear a uniform pattern that struck me as odd. Every friend also had a reason for this treatment with some version of the following:</p>
<p>“It’s because I drove up in my old beater….”<br/> “We came in at the wrong time….”<br/> “It’s because I am…fill in gender, age or race….”<br/> “I came from work and didn’t have time to change…”</p>
<p> “…so they didn’t take me seriously, I guess.”</p>
<p>Customers who have poor experiences at dealerships show a remarkable streak of neurotic masochism when trying to figure out why things did not go well when they shopped for a car. </p>
<p>They blame themselves.</p>
<p>And they deeply resent the salespeople over the whole thing. Trust me, they can go on and on about it.</p>
<p>Remember the blurb on your website? It’s probably on the About Us page. How valuable everyone is and how much you care.</p>
<p>They believe you.</p>
<p>I have been wondering about this since I started sending out sales training attendees to mystery shop in the early 90’s. They came back with the same stories my friends did. Like my friends, they felt they gave off some sort of aura that made them unattractive to salespeople.</p>
<p>It seems that the vast majority of customers believe that the salespeople and the dealership are actually doing everything …on purpose.</p>
<p>Look around right now. Is everything the customer experiences on purpose?</p>
<p>This is important because the customer believes that you are that good. They think that you are intentional about every single thing that happens in your store.</p>
<p>Sad to say, they believe that you actually decided that they weren’t worth the A+ treatment they saw on your commercial and your website and your Google Reviews.</p>
<p>In contrast, I have rarely sat with a group of salespeople who didn’t regale me with tales of the customer who looked like he/she was a vagrant who drove off with the Shelby/Corvette/A8/Landrover.</p>
<p>“…and THAT’S why I NEVER prejudge!”</p>
<p>I know that you didn’t ignore/mistreat/fill in the blank them on purpose. </p>
<p>You thought that they were the same couple you just saw with Susie Sales.<br/> Your manager ‘grounded’ you until you track down that We Owe from the Smith deal.<br/> You really are in the middle of a delivery meltdown.<br/> The GSM has threatened everyone repeatedly today.<br/> It wasn’t your turn.<br/> The receptionist is supposed to greet everyone first.</p>
<p>Unlike the customers, I actually believe you.</p>
<p> But I am not there to defend you. And by the time I sit down with them at dinner I don’t have a chance.</p>How Do You Tune Up Veterans?tag:www.dealerelite.net,2012-07-20:5283893:BlogPost:3105492012-07-20T14:30:00.000ZMichal Ann Benedict Endershttps://www.dealerelite.net/profile/MichalAnnBenedictEnders
<p></p>
<p><span>In our business helping veterans improve can be a challenge. </span></p>
<p><span>They know what they are supposed to know. Usually they think they are actually doing it.</span></p>
<p><span>Poke around in the cupboards of the average dealership and you will find training cassettes from the 70's, training videos from the 80's and 90's and DVD's from the last 15 years. You could reforest Colorado's wildfire area with the trees that made the workbooks from seminars that are…</span></p>
<p></p>
<p><span>In our business helping veterans improve can be a challenge. </span></p>
<p><span>They know what they are supposed to know. Usually they think they are actually doing it.</span></p>
<p><span>Poke around in the cupboards of the average dealership and you will find training cassettes from the 70's, training videos from the 80's and 90's and DVD's from the last 15 years. You could reforest Colorado's wildfire area with the trees that made the workbooks from seminars that are stacked in there.</span></p>
<p><span>Your veterans have seen it all.</span></p>
<p><strong><i><span>But there is one video they probably haven't seen yet.</span></i></strong></p>
<p><span>I recently met with a dealership to help their staff improve rapport and information gathering skills based on the desk manager's observance that the salespeople just didn't seem to know their customers that well. The staff is almost exclusively veterans with 8 to 20 years experience most of them at the same dealership.</span></p>
<p><span><a href="http://storage.ning.com/topology/rest/1.0/file/get/2545113156?profile=original" target="_self"><img src="http://storage.ning.com/topology/rest/1.0/file/get/2545113156?profile=original" width="400" class="align-full"/></a></span></p>
<p><span>After a two hour classroom session I met with each sales person for a 30 to 45 minute one on one.</span></p>
<p><span>Step One: Role play the greeting and information stage on VIDEO</span></p>
<p><span>Step Two: Review the video. </span></p>
<p><span>What do you think the average time between "Welcome to ABC Motors" and "I'll get the keys" was?</span></p>
<p><span>45 <b><i><u>seconds.</u></i></b></span></p>
<p><span>This after a two hour class that included examples, input from the participants and roleplay.</span></p>
<p><span>Education does not equal execution.</span></p>
<p><span>Step Three: Review the material from class, role play it without the video.</span></p>
<p><span>Step Four: Make a new video. Observed <b>VAST</b> improvement. Instantly. In fact, after 3 or 4 minutes of newly discovered rapport building skills it was obvious that we could just turn the camera off.</span></p>
<p><span>If you have not used video training with your sales staff there are a few things to keep in mind.</span></p>
<p><span>Ground rules: I am well aware that video makes you look fat, that you are much <strong><i>much</i></strong> better when you are with a real customer and that I make you nervous.</span></p>
<p><span>1. Make it private. It's not going to be pretty at first. So it needs to be just you and the salesperson. </span></p>
<p><span>2. When you are reviewing let the salesperson lead the review. They will point out the rough patches. </span></p>
<p><span>3. Let them tell you how to improve first. Then if they missed something you can chime in.</span></p>
<p><span>4. Role play again without the video.</span></p>
<p><span>5. Make a new video and review it.</span></p>
<p><span>The improvement with be rapid and almost miraculous. Try it and let me know how it goes for you! </span></p>
<p><span><a href="http://storage.ning.com/topology/rest/1.0/file/get/7653873?profile=original" target="_self"><img src="http://storage.ning.com/topology/rest/1.0/file/get/7653873?profile=original" width="265" class="align-full"/></a></span></p>
<p>Images courtesy freedigitalimages.net</p>3 Ways to Over Ride Your Gut Check When Hiringtag:www.dealerelite.net,2012-07-14:5283893:BlogPost:3094462012-07-14T13:30:00.000ZMichal Ann Benedict Endershttps://www.dealerelite.net/profile/MichalAnnBenedictEnders
<h1><span class="font-size-3">I often have discussions with employers about their dissatisfaction with certain members of their team. How can so many prospective employees that seem like good hires turn out to be poor performers?</span></h1>
<div class="entry clear"><p><span class="font-size-3">1. Who’s Interviewing?</span></p>
<p><span class="font-size-3">Most sales managers are excellent and somewhat compulsive closers. They want to close the job seeker on working for them. I have often…</span></p>
</div>
<h1><span class="font-size-3">I often have discussions with employers about their dissatisfaction with certain members of their team. How can so many prospective employees that seem like good hires turn out to be poor performers?</span></h1>
<div class="entry clear"><p><span class="font-size-3">1. Who’s Interviewing?</span></p>
<p><span class="font-size-3">Most sales managers are excellent and somewhat compulsive closers. They want to close the job seeker on working for them. I have often taken a prospective hire to the sales manager for an interview and observed the manager <em>talking </em>the entire time. When the interview is over, the manager loves the prospective hire. No one listens more attentively, smiles more appreciatively and laughs at your jokes more enthusiastically than someone who wants a job. The manager has a big win and feels good about the applicant.</span></p>
<p><span class="font-size-3">2. Go Deeper Than Resume</span></p>
<p><span class="font-size-3">A brief go over of the resume is not enough to uncover the strengths and weakness of the applicant. Everything the applicant says will spin to the positive. That’s what it is for. Stable job time used to be the norm. are you aware that most people under 35 expect to have as many as 5 or 6 consecutive careers in their lifetime? Almost all sales organizations I have worked with for recruiting want a stable long term force but <em><strong>n</strong><strong>ever actually have had one.</strong> </em></span></p>
<p><span class="font-size-3">3. Finding the Gems</span></p>
<p><span class="font-size-3">If the team is not the ideal force, it may simply be that the ideal people did not catch the managers eye. Talent mining is a skill. It consists of looking for a constellation of traits and talents. Experience is secondary. The correct set of questions and careful consideration of the answers is needed to see if the prospective hire has the talent needed and the correct personality to fit the organization.</span></p>
<p><span class="font-size-3">The search for talent in sales organizations is an ongoing process! Change the list your gut is checking and you could end up with your dream team</span></p>
</div>Shooting Straighttag:www.dealerelite.net,2012-07-02:5283893:BlogPost:3067562012-07-02T16:00:00.000ZMichal Ann Benedict Endershttps://www.dealerelite.net/profile/MichalAnnBenedictEnders
<p>“Concentrate…..concentrate….” The instructors voice is intense and close to my right ear. I concentrate. I try to remember the 7 or so things he has just taught me. I squeeze the trigger as slowly as I can.</p>
<p> </p>
<p>It’s a little Smith and Wesson M&P compact. It is at home in the gun safe with a variety of sibling guns used by my husband for trap and skeet shooting. I take it out every so often and go to the gun club range and shoot at some paper…</p>
<p>“Concentrate…..concentrate….” The instructors voice is intense and close to my right ear. I concentrate. I try to remember the 7 or so things he has just taught me. I squeeze the trigger as slowly as I can.</p>
<p> </p>
<p>It’s a little Smith and Wesson M&P compact. It is at home in the gun safe with a variety of sibling guns used by my husband for trap and skeet shooting. I take it out every so often and go to the gun club range and shoot at some paper targets.</p>
<p> </p>
<p>Occasionally I take it with me when traveling on the road. It sits nestled in my purse beside my wallet that contains my concealed pistol license. I am educated and legal. Just in case.</p>
<p> </p>
<p>My shooting skills had been gained by the just keep squeezing method. This consists of grabbing a box of 9mm ammo and taking an hour or so to devastate some targets. I could get the shots onto the important parts suitable to stopping an intruder or, more likely in my neighborhood, a rabid coyote or distemper crazed raccoon. Effective but not skilled.</p>
<p> </p>
<p>Many of the sales people I work with sell the same way I shoot. They have a natural ability and affinity for selling. The manufacturer has certified them in selling skills and product knowledge. They sell an adequate amount of cars. They want to sell more but have been exposed to many selling concepts without seeing an improvement in actual skill.</p>
<p> </p>
<p>Most of them just want to see more traffic in an effort to sell more cars. Just keep squeezing.</p>
<p> </p>
<p>One day I was talking to Kevin at an auto dealership where I was providing training and found out that he is highly ranked in competitive pistol. He agreed to take me to the range and give me a few pointers.</p>
<p> </p>
<p>Kevin actually provided me with his shooting coach when we arrived at the range. They both took a look as I shot seven rounds or so. I hit the target all over as usual. </p>
<p> </p>
<p>The coach asked me if I would like some instruction. Of course I did, and Kevin had prepared me for the thorough style of his instruction. </p>
<p> </p>
<p>We started with the basics. All of which I did wrong. Stance, grip, trigger, speed of pull. And then the big surprise. I should be shooting left handed. </p>
<p> </p>
<p>I have been a gun owner for many years. I like shooting just fine. I was already adequate. It took all my effort to empty my mind and begin again. I had asked for this. Everything felt unnatural. I figured that I could try it this way and go back to my way as soon as I was out of there.</p>
<p> </p>
<p>Finally it was time to shoot. I stood, gripped, breathed, aimed and s…q…e….e…z….e…d as slowly as he had taught me. He stood at my ear and encouraged me to concentrate. </p>
<p> </p>
<p>When the first bullet hit just up and slightly to the left of the bulls eye I was pleased. When the next 4 stayed in the same tight pattern area I was ecstatic – and so was the instructor and Kevin. I shot two more times, five bullets at a time, and kept that pattern very close each time.</p>
<p> </p>
<p>I sent Kevin a picture of my first clean bulls eye the next week.</p>
<p> </p>
<p>Who’s your coach? Are they walking you past your natural abilities and helping you find the next level?</p>
<p> </p>
<p>It’s the skill development that takes a salesperson from 10 to 15 to 20 over time. Lack of skill development is why a 15 car month person won’t hit 30 if you double the traffic they see. </p>
<p> </p>
<p>Find a great coach, and your skill and enjoyment will build it’s own momentum.</p>
<p> </p>
<p>I am having much more fun consistently shooting that pattern than I ever did just being pretty good at hitting the target. I'll let you know how it goes after 1000 rounds.</p>What happened to this salesperson?tag:www.dealerelite.net,2012-01-31:5283893:BlogPost:2736672012-01-31T16:30:00.000ZMichal Ann Benedict Endershttps://www.dealerelite.net/profile/MichalAnnBenedictEnders
<p>What happened to the salesperson who was told by their manager:</p>
<p> </p>
<p>Every time he brought a deal to the desk “good job”.</p>
<p> </p>
<p>They only thing the manager said about the deal that didn’t happen was “Thanks for the TO. Bring me another customer.”</p>
<p> </p>
<p>When the customer was on the wrong car “Thanks for bringing them to me. Let’s show them this one.”</p>
<p> </p>
<p>When the customer was $10,000 upside down. “You are stronger and braver than most of my…</p>
<p>What happened to the salesperson who was told by their manager:</p>
<p> </p>
<p>Every time he brought a deal to the desk “good job”.</p>
<p> </p>
<p>They only thing the manager said about the deal that didn’t happen was “Thanks for the TO. Bring me another customer.”</p>
<p> </p>
<p>When the customer was on the wrong car “Thanks for bringing them to me. Let’s show them this one.”</p>
<p> </p>
<p>When the customer was $10,000 upside down. “You are stronger and braver than most of my salespeople. Good job for working it anyway.”</p>
<p> </p>
<p>When the customer wasn't ready but he wrote them up anyway. “You are the man.”</p>
<p> </p>
<p>When the wife/husband/decision maker was supposedly absent and he wrote them up. “I wish I could clone you.”</p>
<p> </p>
<p>When we didn’t have the car on the lot and the trade wasn’t there and he still wrote it up and brought them to the manager. “You are an absolute genius. Perfect.”</p>
<p></p>
<p>That sales person, and that sales team, killed it every single month. </p>
<p></p>
<p>What do your managers say to your sales people?</p>
<p></p>
<p> </p>
<p>When they weren’t going to buy until their CD’s mature next November. “You are my hero”</p>
<p> </p>
<p>What happened to that salesperson?</p>Letter to a 90 day old Salespersontag:www.dealerelite.net,2012-01-30:5283893:BlogPost:2735842012-01-30T17:31:49.000ZMichal Ann Benedict Endershttps://www.dealerelite.net/profile/MichalAnnBenedictEnders
<p> In the beginning, there were only customers, and all were good. </p>
<p> You expected to sell about one out of four customers, and sometimes you even sold one out of three.</p>
<p> You did a great greeting and then ran through the steps as far as you could. If they didn’t go ahead, you just had a manager talk to them, shook it off and went to get another one.</p>
<p> You did this a lot, people bought cars, and they called your success beginners luck.</p>
<p> After a while…</p>
<p> In the beginning, there were only customers, and all were good. </p>
<p> You expected to sell about one out of four customers, and sometimes you even sold one out of three.</p>
<p> You did a great greeting and then ran through the steps as far as you could. If they didn’t go ahead, you just had a manager talk to them, shook it off and went to get another one.</p>
<p> You did this a lot, people bought cars, and they called your success beginners luck.</p>
<p> After a while you began to think about the people who left without buying. Sometimes they said things that could be to be a problem later on. You began to think that if you had just stopped moving through the steps you would not have wasted all that time on the wrong car or with the wrong customer. There are signs, you told yourself, and I should be looking out for them. The other great guys you worked with gave you some pointers.</p>
<p> Your manager probably tried to help. After a TO he would have told you why that customer was not a good one. If it had been good, you see, he would have been able to close it.</p>
<p> You developed a deal detector that told you whether of not to keep going with the steps.</p>
<p> In fact, you started looking for the good, the right and ready customers. And you rose from being new with all that promise, to mediocre, just like everybody else in the showroom.</p>
<p> You don’t know why. Your manager doesn’t either. He runs another ad, looking for another promising new candidate.</p>
<p> You try to figure out how to get better at sales, how to get a better deal detector, how to deliver more and more cars. </p>
<p> The pressure is on and you don’t know how to relieve it.</p>
<p> Let me release that pressure valve for you.</p>
<p> There are only customers, and all are good.</p>
<p> No one has the faintest idea whether the average customer is going to buy the car or not until they have been through your process that resulted the selection of a car, a desire to buy here and now, and confidence in the price. After that, you'll know if they are buying or not.</p>
<p> Here’s a good formula: 10 percent are totally easy. 10 percent are totally difficult. 80 percent can go either way on the spectrum and going through the steps stacks the deck in your favor.</p>
<p> Go through the process with them, do it well and thoroughly. Go as far as you can. When the customer won’t move ahead, get a turnover, shake it off and go get another customer.</p>
<p> After a deal you can debrief by asking yourself these questions</p>
<p> “Did I go through the steps the way I was taught originally?”</p>
<p> “Did I get a TO?”</p>
<p> “Is there an objection or question for which I didn’t have a good response?”</p>
<p> “What should I do to get better at that?”</p>
<p> “Where’s the next one?”</p>
<p> You will actually never have enough information about the customer to be sure that they told you the truth about why they left or didn’t buy.</p>
<p> The only solid information you have will be about your own performance.</p>
<p> Go back to the beginning and all will be good again.</p>Listening has a Looktag:www.dealerelite.net,2011-08-09:5283893:BlogPost:1806172011-08-09T13:30:00.000ZMichal Ann Benedict Endershttps://www.dealerelite.net/profile/MichalAnnBenedictEnders
<p>It's sales for beginners. You must listen to your customer. Internal or external.</p>
<p> </p>
<p>It's so 101 that you could easily blow through this post and tune into the next thing. Stayed tuned until point three and you'll have something new to try today.</p>
<p> </p>
<p>As a salesperson I stood around or sat with other salespeople and shot the breeze while we waited for the next customer. At any point any one of us might break away and wait on a customer. If the GM strolled nearby…</p>
<p>It's sales for beginners. You must listen to your customer. Internal or external.</p>
<p> </p>
<p>It's so 101 that you could easily blow through this post and tune into the next thing. Stayed tuned until point three and you'll have something new to try today.</p>
<p> </p>
<p>As a salesperson I stood around or sat with other salespeople and shot the breeze while we waited for the next customer. At any point any one of us might break away and wait on a customer. If the GM strolled nearby we would scatter. The conversation often touched on important things but at any given moment you could break off mid sentence because there were more important items.</p>
<p> </p>
<p>I've brought up this habit in sales training. When I ask if it has followed them home it usually brings a big laugh. Most auto spouses eventually learn that if a thought occurs to their salesperson/manager spouse they are apt to turn on their heel mid conversation and attend to whatever popped in to their mind. We giggle about the pervasiveness. It's a very sticky habit. We are numb to it. I certainly don't take it personally.</p>
<p> </p>
<p>When I walk through any showroom I can tell if someone is listening to their internal/external customer or apt to break off.</p>
<p> </p>
<p>1) <strong>Eye contact:</strong> Over said, but sadly <strong>underdone</strong> in selling situations. If I walk in and the salesperson says hi to me while with a customer - what was that about? The person who can/might/will buy should be the focus.</p>
<p> </p>
<p>2) <strong>Body language wall</strong>. Back to distractions, <span style="color: #000000;"><strong>lean in</strong></span> to the customer. You know how to do it when you don't want to talk to someone else. Make that your new habit with every customer,</p>
<p> </p>
<p>3) <strong>Activate your brain</strong> :Turn your left ear to the customer, maybe even touch it which signals listening. It also causes your eyes to move toward your ear which <strong>activates the auditory portion of your brain</strong> and makes it easier to recall what was said. You will be amazed when you try this the next time someone tells you their name. </p>
<p> </p>
<p>When you share this with someone today it will help both of your to dial it in next time you are standing in front of someone who wants to be important to you for a moment. </p>
<p> </p>
<p>Who doesn't?</p>
<p> </p>
<p> </p>
<p> </p>
<p> </p>
<p> </p>
<p> </p>3 Ways to Slow Down and Speed Uptag:www.dealerelite.net,2011-08-05:5283893:BlogPost:1763062011-08-05T12:00:00.000ZMichal Ann Benedict Endershttps://www.dealerelite.net/profile/MichalAnnBenedictEnders
<p>We all have a list of questions designed to help salespeople discover customers wants and needs. The trouble comes when a salesperson hones in on the answers to the questions and runs through their list like an interrogation.</p>
<p> </p>
<p>The customer can be put off by this approach. It can leave a bad taste. The unfortunate impression is that the salesperson doesn't really care, is just trying to sell them a car as fast as possible, and it comes off as pushy.</p>
<p> </p>
<p>I don't…</p>
<p>We all have a list of questions designed to help salespeople discover customers wants and needs. The trouble comes when a salesperson hones in on the answers to the questions and runs through their list like an interrogation.</p>
<p> </p>
<p>The customer can be put off by this approach. It can leave a bad taste. The unfortunate impression is that the salesperson doesn't really care, is just trying to sell them a car as fast as possible, and it comes off as pushy.</p>
<p> </p>
<p>I don't know any salespeople getting ready for work right now who are looking in the mirror saying 'I don't care about people' 'I love being thought of as pushy and rude'. They all want to sell a car as fast as possible, that is true.</p>
<p> </p>
<p>So how do excellent conversationalists ask their questions without creating the wrong impression? </p>
<p> </p>
<p>When you ask a question simple follow it up with one of these three power phrases, and listen to the answer.</p>
<p> </p>
<p>1. Tell me about that...............</p>
<p>Salesperson "What has made you think about changing cars?"</p>
<p>Customer "Oh, it's just time"</p>
<p>Old Way "Yeah it's a great time, it's the end of the model year deals....blah....."</p>
<p>Best Way "Tell me about that..."</p>
<p>Customer "Well, (insert useful long story here about why and gain all the momentum you need with out being pushy) </p>
<p>Part B - The salesperson has to have a tiny bit of patience to LISTEN to the long story.</p>
<p> </p>
<p>2. Describe for me...</p>
<p>Salesperson "What are you looking for in terms of performance/"</p>
<p>Customer "I want it to drive nice"</p>
<p>Salesperson "Oh yes..the Zoom360 motor on this one will snap your head back when you hit the gas! Why just last week I got pulled over in one of these............."</p>
<p>Best Way "Describe what you mean by drive nice...."</p>
<p> </p>
<p>Customer "Well, I like good mileage and I need to tow a small camper..."</p>
<p> </p>
<p>3. What do you mean by.....</p>
<p> </p>
<p>Makes sense doesn't it? If you are telling salespeople to slow down, or if you are a salesperson who has been told endlessly to slow down, these are the actual mechanics of slowing down with the customer.</p>
<p> </p>
<p>You will find yourself using the stories they tell you in response to these interview questions during the close. It will speed up and increase your closes dramatically.</p>
<p> </p>
<p>If you are a manager that wants your sales people to slow down you can use these yourself on them, and lead by example.</p>
<p> </p>
<p>Next time...body language that will not only help your customer feel like you are listening, they will help you actually listen and remember what they told you.</p>
<p> </p>
<p><span style="white-space: pre;"> </span></p>The Ridetag:www.dealerelite.net,2011-08-04:5283893:BlogPost:1749262011-08-04T13:03:35.000ZMichal Ann Benedict Endershttps://www.dealerelite.net/profile/MichalAnnBenedictEnders
<p>The Ride</p>
<p>It was the big hills that scared me. That and the killer outfits some of them were wearing. Not to mention the bikes that weighed about as much as my shoe. I didn’t want to be the domino that caused the whole group to end up being scraped off the pavement into ambulances.</p>
<p>It was late spring last year. I was at the Village Bike shop, getting my gear out of the car and getting myself into possible pain and humiliation on my first group ride billed as “Ride with the…</p>
<p>The Ride</p>
<p>It was the big hills that scared me. That and the killer outfits some of them were wearing. Not to mention the bikes that weighed about as much as my shoe. I didn’t want to be the domino that caused the whole group to end up being scraped off the pavement into ambulances.</p>
<p>It was late spring last year. I was at the Village Bike shop, getting my gear out of the car and getting myself into possible pain and humiliation on my first group ride billed as “Ride with the Girls.” </p>
<p>I had been cycling 4-5 times a week and might go 15 miles. I had real bike shorts. I also rode a hybrid, which is not the sort of bike one might see on Le Tour de France. That summed up my qualifications.</p>
<p>They split us into 2 groups and they thought I’d do OK on the long ride with the fast group. Many of them resembled greyhounds and their bikes were so skinny I could not detect a shadow.</p>
<p>So I rode with the girls on the long, hilly fast ride. We went just over 19 miles. I kept up though and though my legs were screaming I stretched well beyond my usual pace.</p>
<p>The fastest riders, some of them are sponsored and competitive, helped the newbies with stance, and shifting and other cycling secrets. I rode further and faster than I had that spring.</p>
<p>It was because I rode with people better than me. They inspired me and made me push myself beyond my usual limits. Which made me feel pretty good at the end of the ride. By the end of the season I was telling the newer gal that she could make it, too. I am much better than I was, though I still cast a distinct shadow.</p>
<p>Who are you riding with today? Is it a stretch? Will you have done better for being with them? Did you make the people around you better?</p>
<p>It’s clear to me that it’s about the ride and making it better for everyone.</p>
<p>Ride hard, ride faster today.</p>
<p> </p>Five Sales Fixes via Smartphonetag:www.dealerelite.net,2011-08-03:5283893:BlogPost:1738182011-08-03T12:47:29.000ZMichal Ann Benedict Endershttps://www.dealerelite.net/profile/MichalAnnBenedictEnders
<p>Rolling! Lights, camera, terror.</p>
<p>My first automotive sales manager videoed me doing vehicle presentations and it took me from a knock kneed novice to a top presenter in record time. For the first time I knew what I looked like when I was presenting. It turned out that when I was nervous I tended to not only smooth my clothes but grab them and hold the edge of my shirt in a bunch. Hilarious. Unless it’s you.</p>
<p>Here’s the key. I only had to see myself do that once. I fixed it…</p>
<p>Rolling! Lights, camera, terror.</p>
<p>My first automotive sales manager videoed me doing vehicle presentations and it took me from a knock kneed novice to a top presenter in record time. For the first time I knew what I looked like when I was presenting. It turned out that when I was nervous I tended to not only smooth my clothes but grab them and hold the edge of my shirt in a bunch. Hilarious. Unless it’s you.</p>
<p>Here’s the key. I only had to see myself do that once. I fixed it immediately.</p>
<p>Take out your cell or your flip and have someone video you during roleplay. Make it a short one doing any phase of customer interaction. </p>
<p>Turn the sound off. Watch it. Let’s look for some very basic items.</p>
<p>Stance:</p>
<p>How much room do you take up? Take a bit more. When thinking about “customer service” and “I’ll starve if I don’t please you and sell you something” many novice saleseople make themselves smaller.</p>
<p> </p>
<p>Stand with your feet firm on the ground 12 to 18 inches apart. Stand on both feet evenly, don’t rock or sway, or worse twist a little side to side. Lean BACK. Shoulders up, chin up. Do I sound like your Mom?</p>
<p>She was right. Stand tall and firm to take the authority you’ll need to advise and close.</p>
<p> </p>
<p>Face to Face, or Side to Side?</p>
<p>Women talk face to face. That face to face, eye to eye is how they know you are listening. Make sure you cue to her that you are listening to her or you are done.</p>
<p>Men stand side to side or offset. If men go face to face there’s a reason and they will be bumping chests and throwing down pretty soon. Stand and sit off set to them.</p>
<p> </p>
<p>Sitting Stance:</p>
<p>Keep both feet on the floor again. Lean back, not forward. When you write, make sure your back is straight and you are not bent over the page. I've seen people write close enough to eat off the worksheet. If you can offset at your desk by placing any papers in a triangulated position instead of between you that is also an advantage.</p>
<p> </p>
<p>Top 5 Things Instantly Corrected by Video Training</p>
<p>Submissive standing posture<br/>Awkward Writing Posture<br/>Unusual Mannerisms<br/>Hands in Pockets<br/>Fearful or Introverted Posture when Presenting proposals and asking for decisions</p>
<p>Video yourself – it could be worth a deal today.</p>
<p> </p>Social Selling Circa 1935tag:www.dealerelite.net,2011-08-02:5283893:BlogPost:1722682011-08-02T13:16:02.000ZMichal Ann Benedict Endershttps://www.dealerelite.net/profile/MichalAnnBenedictEnders
<p>My Grandfather Benedict was a United Methodist circuit preacher in Wyoming during the Great Depression He had 4 different churches. They were quite distant from each other so he would do 2 one week and two the second week. He always kept a suitcase in the car, and books and other what not because in Wyoming a storm can come out of nowhere. It could blow for days, and a traveler would simply knock on a door and be taken in until everything cleared up. It is not good to be caught out in a…</p>
<p>My Grandfather Benedict was a United Methodist circuit preacher in Wyoming during the Great Depression He had 4 different churches. They were quite distant from each other so he would do 2 one week and two the second week. He always kept a suitcase in the car, and books and other what not because in Wyoming a storm can come out of nowhere. It could blow for days, and a traveler would simply knock on a door and be taken in until everything cleared up. It is not good to be caught out in a Wyoming storm.</p>
<p> </p>
<p>In 1935 one of the boxes in the car was full of United Methodist devotionals. These were hardbound and contained a meditation for each day of the year. Grandpa paid a penny for each of them. He sold them now and then to the people in his huge area of responsiblity to make cash money, since during the depression he was often paid by parishioners in salt pork, chickens or preserves.</p>
<p> </p>
<p>Grandpa was known for being exceptionally outgoing and friendly. He was persuasive, as all good preachers are, and he didn’t limit his topics to the word. He also never passed on a meal, potential meal, or the chance to talk you into cooking a meal for him.</p>
<p> </p>
<p>One day Grandpa was on the road when he saw a large group of cars at someone’s home. He stopped to visit. He was always welcome as the local man for weddings, funerals and dress up Sundays. It was a group of more well-to-do people from the area. They were having a bridge party.</p>
<p> </p>
<p>After visiting with the group, and no doubt taking advantage of any meal being offered, Grandpa told the hostess he might have something that she would possibly enjoy having in her home. He went out to the car and brought in one devotional. After showing it to them all and describing it’s contents he told her it was only two cents. She bought the one she held in her hands.</p>
<p> </p>
<p>He went out to the car and got the box. He put them into the hands of the man or woman of each household, suggesting that they might be interested in having what the hostess had just purchased for her home.</p>
<p> </p>
<p>Grandpa Benedict drove on with an empty box.</p>