Who Is A Salespersons' Real Competition?

Every training program we do requires that the people in training go out and shop a local dealer. Our findings have been consistent over the past year. Less ...

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Comment by Chris Justice on November 21, 2011 at 8:42pm
Amen. I have been saying this for years. Great video.
Comment by John Fuhrman on November 21, 2011 at 7:12pm

Steve,

 

I think you hit the nail on the head in three separate areas.  The vast majority of dealers don't train at all.  They have meetings every now and then but never go outside to see if there is something better to help their efforts.  It's as if doing so would be a sign of weakness.  Second, too many dealers don't have a solid plan for hiring.  They run two line classifieds and hire anyone who shows up.  They should be selling the dealership to potential hires and then ask them why they would be a good fit.  Finally, there are some outside trainers who merely paid a fee and were stamped as trainers and have no capacity to really understand the car business and bring real experience and value to the dealer.

Comment by Steve Richards on November 21, 2011 at 12:52pm

It's been like this for the last 32 years. What's that say about the people training sales people? What's it say about those managing sales people? The only other answer would have to be that car dealers hire the worst people on the planet. I don't think that's the case. 

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