PUT UP OR PONY UP?!!!!

Teach it, feel it, do it. If you are willing to talk the talk, then walk the walk. If your process is very easy for your staff, and seemless for your customers, then life in the auto industry is fantastic. The desk system, should be pumping out, 6 or 7 payments, on every deal. Sales staff, should be running back to their customers, with HUGE smiles on their faces, saying, we have a deal, here are your choices, which one would you like? Finance managers, can't wait, to take the turn, because everything from the desk, to the close, was smooth. Your staff, spends an hour a day, getting trained, RIGHT?

We know that we are, complimenting everyone. We are telling our staff they are the best of the best. We spend alot of time training, working on every scenario, RIGHT? We sell the best products in our finance departments, believe in the products so much, we have them on our own vehicles, RIGHT?

Owners and managers, believe in the processes so much, they are willing, to desk the deals, close the customers, with the AWesome pencil and take the F& I, turns with ease, RIGHT?

PUT UP OR PONY UP!!! If you believe, in your heart, the processes are easy for everyone, you should have no problem, stepping right in and making it happen. CLOSE those deals with ease. THAT'S PUTTING UP!!!

IF you cannot do this with ease, then the process has flaws. GUESS WHAT? YOU are going to PONY UP BIG, IN THIS MARKET PLACE. It will cost you, all over.

TRAINING THE PROCESS: Everyone must know their part like walking down the street. The sales team has to be prepared at all times. The desk system, has to teach and explain, with passion and closing SKILLS. The finance team, has to want to get every deal financed, take every turn, with total expectation to deliver this vehicle, NOW.

The finance team should have the products they sell on their own vehicles. Now, you can close with conviction. Sell from real strength.

Remember: TEACH IT, FEEL IT, DO IT.. Make sure you PUT UP!!!!

CAN ANYONE AFFORD TO PONY UP?!!!!

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Comment by Joe Clementi on June 15, 2011 at 10:31am: @Marsh: Agreed...to a point. Great opening scenes are much like an opening paragraph in an article. The writer must get the audience to pay attention. To draw them into what is being sold. Salespeople dont know how to engage the customer. "Hi, kin I hep you wit som'un" doesn't create desire. No closing skill will overcome that. Salespeople are creatures of habit (not all good) so we need to train them to act by muscle memory. Anyway, I think we would agree that training is necessary & if your doing it your already ahead of the game.

Comment by Tony Provost on June 15, 2011 at 10:14am: MB. I love your perspective. To me, every deal is worth trying to close. Just keeps everyone in the game!!! Thanks for the thumbs up!!! Go get 10 today!

Comment by Marsh Buice on June 15, 2011 at 9:33am: Tony, you are on point my friend. The talent pool is very shallow; it doesn't take extraordinary things to make a dealership excel, it takes a committment and cosistency from the whole staff to know the part they play-when they feel like it is all on the line and on their shoulders they will fight for that deal. Love the energy brother!

@Joe Movie studios spend tons to have a killer opening to a movie...it sets the pace for the movie. We've seen movies where the beginning drug on, well if we don't have a great opening to our presentation, we will lose them quickly to that "doctor's apt in 10 minutes."

Comment by Tony Provost on June 15, 2011 at 8:34am: Joe, love your response. Have a wonderful day.

Comment by Joe Clementi on June 14, 2011 at 9:13pm: Tony: This is an interesting post filled with tons of passion. The good news, dealerships that understand process development are already ahead of the game. The bad news...well there really isn't any. Productive dealerships don't care if the guy down the street doesn't get it. In fact, we're glad they don't get it!

I agree with the analogy that training daily is crucial to the develpment of staff. First and foremost, there has to be buy-in from everyone on the team. The team has to believe in the products and services they're offering. I would make one correction, if you'll allow me? I think training of salespeople should be on "opening" the deal properly rather than focused on "closing" the sale. Process development, reinforcement and exceptional leadership are all essential to enjoying success in our business. Nicely done - love the passion.