Comment

Comment by Chris Spensley on February 1, 2013 at 8:18pm

Nicely done as usual David!

Remember the bear story from years ago :)

Comment by SCOTT TYNER on May 5, 2012 at 1:06pm

I believe I just found my morning "pump up" resource!

Comment by Stanley Esposito on December 21, 2011 at 10:01am

If you work at a dealer look at your top guy. He has a following and referrals. His customers are using the service department. The top guy is known around town people want to deal with him because their friends and family do. Does your store have that guy? Do these guys still exist?

 How about taking one of your guys and creating a brand out of him? The competition has the same product at the same price. What separates you from everyone else? Maybe you have the top guy in the County or even the state. The store down the street does not.

I see the dealerships and manufacturers spend so much on advertising and marketing. Most do not spend enough time on the biggest asset. The Salesman is the face of the dealership and the manufacturer. You are trusting a guy who you threw brochures at for training to represnt the dealer and the manufacturer? I guess to be any good you have to be less of a jerk than the other guy.

Comment by Joe Papa on August 5, 2011 at 9:16am

Great points David. I've heard the bear story before and still chuckle every time I hear it. Nice job as usual!

 

Comment by Mike Warwick on August 4, 2011 at 4:43pm

This applies equally as well to BDC's.  The BDC is competing against all of the competing BDC's in the area.  Online, your "presentation" often comes down to who is first, who has the best quality response and who follows up the longest while continually adding value to the customer.  I always stress this to our BDC reps.

 

Be first, be the best and add value!

Comment by David T. Gould on August 2, 2011 at 6:51pm

Great Video David! good selling, dtg

Comment by Klayton E Kelso on August 2, 2011 at 5:33pm

Great points about competing against the other dealerships sales team. The only thing that did come to mind, and it goes hand in hand with what your saying, is that part of the inspiring presentation you're talking about is knowing the competitors products as well or at least nearly as well as your own. That way as part of the presentation the salesperson is showing how his/her product has advantages over the competitors. For example when I was selling Fords I knew all the specs on the Taurus, Camry and the Accord. That way I could very favorably compare my car with theirs even showing the customer things about the Taurus that no other manufacturer could say. If the Toyota and Honda salespeople weren't as good as I was, in other words, if they didn't know my product as well as I knew theirs, then they couldn't compete.