The difference between a good dealership and a great one.

The difference between a good dealership and a great one

I just worked with a dealer that really gets it ! He understands that there are more customers outside the dealership ready to buy, than will ever be there during their biggest sale. He is going after them, instead of waiting for them to come to his dealership!

Within two days he had his sales reps in several businesses Prospecting. One sales rep is having his picture on 6000 pizza boxes every week for the next several weeks. The difference is the owner is helping the sales reps get it done and believes in prospecting. It is now a requirement to have prospecting tools that are guaranteed to bring customers in the dealership. Some dealers say I'am not spending money on prospecting tools. I spend enough on advertising. This dealer said I will help them to get started and they can get there own later.This dealer got more done in a week than most dealers do in three months. The difference is he believes in it. We did a conference call with him yesterday and an article will be in AutoSuccess Magazine in the near future. Do you think this Dealer thinks different then most other dealers? Why?

Thank you.

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Comment by MANNY LUNA on October 27, 2011 at 1:56pm: Fran Taylor "The King Of Prospecting" I Manny "Machine Gun" Luna being so blessed to have sold 56 cars in one month endorse Fran Taylor as the #1 Trainer in the Industry!

Comment by MANNY LUNA on October 27, 2011 at 1:55pm

Comment by Noel Walsh on October 27, 2011 at 10:22am: Fran, this post is really getting people thinking. So much of the car sales industry is forgetting that prospecting and salesmenship is what brings customers back and get's them talking about you. I am excited for the upcoming sales workshop in Ann Arbor.

Comment by Tim Rice on October 27, 2011 at 9:02am: Brilliant ! ! !

Comment by David Simpson on October 27, 2011 at 2:46am: When I had been in the dealership where I started for 4 months, I got word that the dealer wanted to see me. i thought I was in trouble. i got into his office and he asked me to sit down, the air was pregnant with the tension, all on my side of the desk. He turned around to me and said, "We have noticed how hard you work andwe want to help. i want you to think of a way i can help you in your career. We don't advertise in the paper, we take the money that would cost and we identify salesman who we can support in their efforts."

i won't go into details, but that not only changed my trajectory as a salesman, it created in me a management philosophy that has changed the lives of several salesmen along the way. Next time you see that dealer, high-five him for me too.

Comment by Tobias Sedillos on October 26, 2011 at 9:51pm: A single sincere handshake, and a genuine act of kindness can outperform 1000 online "impressions" any day. Great post. It's true that the fundamentals of successful business building remain unchanged in a digital age.

Comment by Fran Taylor on October 26, 2011 at 9:41pm: Thanks Pat. I teach just how my Gm taught me. It is simple. He showed me how to prospect instead of telling me. I truly believe this makes all the difference in the world. Having sold 50 cars a month in less than two years of selling gives a trainer a little edge when it comes to working with the trainees. Your comment is much appreciated.

Comment by Pat Kirley on October 26, 2011 at 7:27pm: Sorry Fran, iPad guessing words, I hit add comment as I noticed the K, I hate getting a name wrong. No offence intended. Pat

Comment by Pat Kirley on October 26, 2011 at 7:24pm: It amazes me that dealership staff don't like prospecting, at quiet times why waste time talking with colleagues, contact past customers, follow up on recent enquiries that did not buy, contact local business. It is so simple and pays dividends. It is retail harvesting. You are so right Frank.

Comment by Richard Emmons on October 26, 2011 at 6:29pm: Yes Fran.... That dealer does get it. A prospected guest in the showroom is so much better than a walk in.

Right on Fran!!