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welcome
thank you for joining us for today's webinar going proud into
allison thirteen personal and professional staff
those a healthy income my name is eliana rats you know and i'll be your money and
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census city as our presented today ten cc p
founder and president f
a dealer solutions inc and award-winning trading company focus on improving sales
people signed skills
emails and operating processes for seventeen years experience in compass is
obliged and valuable auto industry no house sexist selling vehicles
training in installing d_m_s_ systems retailing internet leads and managing
internet sales division comprise twenty eight dealerships
she has a tremendous reputation for delivering significant success stealers
it's looking for effective processes
profitable ideas
and a sound direction twenty-first century auto dealer jennifer's
expertise are evident in her career as she is well known for conducting sales
training seminars for numerous manufacturers
twenty chris and state associations
active writer and blogger she can be reached exchequer
a dealer solution
dot com
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let's get started let's learn about
gallon trial in two thousand thirteen personal and professional strategies
killed healthy income jennifer suzuki how are you today
i'm doing great and too much
all right well let
get in tibet so we're planning for two thousand thirteen
yourself
performance all depends on how you plan to head and the good news is that
it late november
in uganda oman before we start the new year ancel knowing that
i want to give you some strategies today to help you have to plan ahead
and i'll be frank with you when i started selling cars which was
eighteen ninety four along
i wasn't ever given the proper training like most people you can sell today when
they get thrown into
three while the family cards and
i really really really wish that i had a manager that would have at least give me
some direction on how to succeed in the car business and it's a little training
who was a little know-how
holy jeff
shown me
marking
and today and want to be able to aren't sure if you something that i've learned
along the way
uh... idu training on regular basis with sales people and i will tell you about
there are strategy is
that i see top performers employment on a consistent and regular basis
know what happened former ceo and
if you don't have the opportunity to work with other sales people that are
top performers i want to be able to share some of this information with you
today
uh... now i will be well frank wikio even with that
sales people that i worked like it's a very challenging position to sell cars
to work in a dealership
you're always getting called the million different involved
it's very difficult to always focus on yourself that you are the most important
thing there
renew most important part of your day
man probably and most important
people your family
and knowing all of those key points
maternity something really important for this next year for you know
i'm thinking about that feel good to sixty feels good to do better everything
online
if you keep doing the same thing
routinely every single month and expecting different results you will
you will make the market being that missing person
trying to help you stay away from that
i'm gonna help me out
um... map out twenty carving
nancy exactly what it takes
don't get too overwhelmed by everything that i share with you today despite a
pen and paper down
texarkana
implemented in that time
as you planned for two thousand thirteen
i want to take away business model tickets can help you plan ahead
something came up to implement everything straight away
if you little piece of that time adhere to u_s_
matter fact i like to use my cell phone
it is great basically my to-do list it's my
one-stop her everything board in my life
unsettled maybe today
you sent us the tasks of something that you do you take away from at today's
session
and they say exactly how to save it cannot happen wasting your workday uh...
based on time management skills
and that's one of the areas that very difficult to accept
settling in arkansas card and follow up on on that we've been taking coming
causing tickets out of control will quit
we'll show you exactly how to hold yourself accountable and had a
developing only today
will have sometime procurement at the end
belfry still stopping along the way asking questions
let's get into this for expanded
anthony hecht five qwi point and when i first went to both setting orbiting the
times that the time management will get into cincy iran
affect of organization
as well as in training tools and your social image
your goal setting isn't probably the most important thing that you start your
day off recognize
is that you have something
on paper now
or something let me be clear is not just
and dream
in your mind at the thought
it's it's something that you're hoping that will happen
when you put things on paper it becomes alot about mark russell
something that's a little bit more we'll and this is one of the biggest mistakes
that people making their professional lives as they don't map out their goals
on paper
amid efforts to tell you at the top leaders that i know
they not only map it out on paper but they carry around with them every day
you can't easily plug this in your phone
and you have something to look at everyday if you're going pro for two
thousand thirteen you're gonna pick up a few more deals and he did last year
month over a month you gotta start by putting all the people in and out some
super simple
but it's one of the hardest things to execute
put it on paper what you're trying to keep
and make sure that when you put those laws on paper
submitted to the man behind
day-in day-out month by month
makeshift realistic unachievable so honesty
and at that point this out here if u clockwise appear pretty consistent
silent while part of the twenty nine people
because that's not realistic unapproachable
yesterday conceivable long-term right now we're just trying to move a meal
a little bit at a time when you try to go win
all nl jess
gung ho on behavior twenty cars a year only used to doing twelve you you hurt
yourself
and it hurts to fail and especially repeating
the failure
on sum of money
uh... just point out that it's important to be realistic achievable yourself up
i've every month now
is realistic and achievable fifteen and then start planning your seventeen
twenty
outline very specific goals and let me give you some examples here today but i
want to outlawed outlined very specific both of you can sell twenty cars
that's three specific
if you're trying to sell twenty five cars
that specific cell
began on back
maybe your specific golf using income
maybe you are trying to you
make seventy thousand dollars
acting commissions this year
whatever your number eight
and i don't mean just bonuses
that commission
put on paper
han
next yasir macon weakened
to a timeframe to completion
so when you say
you're going to take action
and you're going to
implements
an activity that's going to help you get to that main goal
you have to associate ranking the completion how to get
things done never worked with the leader and
you point out something maybe that
could be better
a discrepancy may be in something that you're looking at maybe a reporter
invoices something and they can pick up on a make while whoever needs to handle
it and they get it done right that barry second
that's what i'm talking about
picking up the phone and taking action it's picking up here
action plan in doing something about it
so when you commit to a timeframe and you actually
things are going to happen for you know
create some goals forty two main goals so
he two main kal you've gotta have
instruction on what you're going to do that
i wish somebody would have explained this to me back in a day
because right
and i could have progressed a lot faster one plan might i could've seen where the
opportunities for myself existed on land
could become better if you have
seven goals
and when he made that infect
india china south twenty cars all and can you do fifteen right now jarvis is
something have to change in your schedule to get from fifteen to twenty
candy operating under the same condition
every single day something's gotta change
so it could be an easy as
i'm going to put twenty questions in front of me so i never hesitate on the
phone call
i'm gonna have those twenty questions done
in seven days
that's what i'm talking about this is
visit teaching yourself
to create activities with
timeframe for completion and sub categories
tickets you got me a call
and don't forget
your friends and family
he tell people becomes a lot more real as a matter of fact i need to be
celebrated tell people about my gold where because i was afraid i wouldn't
even let it look like a loser
well i would tell you that
it's okay to look like a loser because then it's really gonna fuel your fire
at you
fail at something it's ok you now you just one step closer to success as i
always tell myself
and you will
telling your friends and family helped hold you accountable and you say it out
loud
allow more
it's another example maturing can't indoctrinated impl are atlanta carrying
around
let me show you an example and talk about your particular thirty when you
step circles
uh... and they use an example here
about two hundred forty year both
which would be weeks here at twenty five a month ago looking for
and and seventy thousand i think next i did talk about bonuses of salaries
disconnection
if i start my samples that i did see the mingle i think about the metric system a
tropical climate some progress within two weeks from today as a rectangular
completion these are just examples you can have your aunts uncles automatic
system will help you basil ec your performance
the second point at which he reckons that
every time you sell a car
t schedule to contact every sixty days after each vehicle
style
and at that time frame in january for self add every sixty days after you sell
a vehicle made contact with
well
asap with your customer s right so you might say
great content sixty days from now that wasn't gonna get carts a schedule the
activity for them to get a hand-written card from your email here's the next
sixty days might be the key senate based message
your neck sixteen days might be some attacks message intact sixty days might
be an actual phone call annex sixty days giving them the email
it you can
flattened clinton
more achievement here
they're gonna happen
you got it in fact for people
on the fifteenth of every month and then checked the sierra prospects and i'm
happy to follow up and complete the necessary tax this is an area that i see
was skeptical
japanese balkan rethinking
the are a lot
for prospects in your system they just somehow popular cracks maybe you are
continually
or not working fast efficiently
on the
fort point here
i write attacking the completion unethical every month cross-checked
might see erin active filed by the elijah please
fiftieth i'm following north-south affect cell
question you have still follow process intact something that you
elite what it is
people if you don't make contact with
and making sure that following now by luck is probably one of the biggest
problems i seen the directions
baking area of opportunity you wanna stop you want cars month over more month
in year over year
while a lot more
test pilot more
just follow up their customers liar
on the birth of every month and a plan my monthly goals request putting on
paper
is getting helped launch
i think that someone here
and
doing something to help mentally stimulating yourself to get to the next
level itself not to let you know it's great it's obviously getting it well
fifteen carta de vere number if you didn't know a little bit more to get a
little bit farther
so let me tell whether not ideal around today
is putting you in the mindset to adjust
obtain more information to get to the next level even if it's just one piece
of information you get
from reading the newsletter
or
reading aid book
or even com out monthly publication whatever the case is
uh... take action
really focus on yourself this next year it getting better at your craft
this is a career
uh... if you're looking to do this long-term this is definitely an activity
that most perfect also employed
time and time
time management becomes one of the most on
difficult
taxed acute dealership and i know this because i worked in the elections over
seventeen
even as a sales person i find it very difficult
to manage my time
that's why it is important to write down your goals every day and have a list of
things to do
have a list of tax that you want to check off and even
mentally checking off tasks throughout the day
sends a message that you're succeeding
and it's a great mindset v
if you don't have the time management thing down
right now that's ok because most people dot you'll just be that match further
ahead the more you get a grip on this
realize
but there's a lot of activities that you can take
anti-crime during the day
to help you preserve
up to a towel and a half of your day
some will also work by edges outlined a few things and music and it just kind of
mentally dead in his own putting some
either schedule a business plan for yourself for two thousand thirteen
known how do you think that points that i am
outlining here
but the most important things to take away today is that you going take action
with your career and put it on paper
and one work by it
you know has spread sheet in front of you
every month
table look at the track all your sales not only justice temperature
appointments
it's a very
i think the positive activity
or professional as a matter of fact i would
all leaders
in sales know exactly where they stand
everyday every hour
without their weeds
they know exactly how many believe they have internet
incoming calls
work for us
uh... you know that there would be a sales
ratios are
you know exactly what
their appointment ratios are there'd be that ratio all of these should be on the
spreadsheet
and something that you everyday see when you are consent to go
walking trail at everywhere eight-thirty i'm sure you've heard this before batino
most people don't do this
you'll have to know them until you have to know what you can sell today usually
try to do three more deals this year
and started this month
and every month
for two thousand thirteen
you've got another june twentieth is napping more rediculous then
trying to sell
and not even know the argument for it
knowing what you have
every morning knowing how many he has some honda how many students are on the
ground have a significant again
and so that's one out last night
the on top of your day
bonaparte
third twentieth year izzy got make at least fifty phone calls a day
weapon sales people every single day
if you don't like at the pump up every day you can't do twenty clients in a
very difficult to move forward
fifty phone call sounds like a lot but you know it's really not because
you'll be lucky to get by it
about fifty phone calls
that means we're actually talking to somebody
so
if you look at it you know
you've got to get
five of the seven people on the phone
meanwhile you'll be able to factory to four point
and if you step three to four point lead you to get to the committee shall
and if you get to the committee shall have a meeting at the back maybe one
wanted
one-and-a-half two-and-a-half
that's what it can take
the kind of members that you're looking for for this next year
and my son to a simple life saying it put it on paper stare at look at it
academic fifty phone call to get by the seven people on the phone
toget one-and-a-half to two and a half to show up at like that
that make it the phone clones calls a day
if you think that spreadsheet me track appointments now
and they're going to be able to see
where you might be an
what you might need to focus on select example if your second point like crazy
u_s_s_ that those fifty phone calls you
five people on the phone
he set three appointments and then nobody showed up
where do you think we're dropping the bomb
something between right
numbers of antennas for evidence
side of focus on throughout the week throughout the year
you wanted that your car
skit we owe it to yourself
look at your numbers can look at them everyday follow-up phone call dot
i can't tell you
how many times i walk in dealerships and sales people
me take incoming calls and there's nothing in front of them adjusted at the
farm because it's raining
you obviously understanding your success he would be on this call today
do you have a hong kong got in front of you
oftentimes it's easy to follow up track
it's often k it's easy to
let the conversations is kind of go astray easy to build report from times
of people me forget that we need to send a point
if you have a phone call guide infront
will help you see on points and having outgoing and incoming call if you are
going to be treated and came back a professional
i mean the efforts to share with you
you've got a act like it
you at the polls right now
yet from combat unfriendly
you can take this seriously
everything all the time that phone rings somebody paid for that connected by a
macbeth i was going to going to do it if i can sell anti carving my place
to just take incoming calls because those are the bread-and-butter
in anatomy caprice salad to equal along that close
an incoming call i'd better be prepared i'd know this i'm taking incoming calls
and now that can convert
to remind you of the month i'd just having a better game plan at those
for those calls that i mean okay
service advisors parts cameramen awesome people bbm fastweb
and the dealership
i mean really
they deal with people that are
making an investment
in their vehicle
maybe oftentimes up for investment that maybe they need to get out of
she can get into a new car if a p
make friends of these guys earnings of people that can from your review one
he wouldn't drop your own business here we go out sitting here right here
use of the people
you've got to be really good friend moon help each other out go back there
make friends
see what you can do to help them
will next thing you know that anyone in tokyo
he got the upper towards this not tell you
if people don't show up to be dealership before it even opens and hang out in
this area after your three deals are
that's way out
i can assure you that you will convert
some in the service traffic deaths by hanging out in their area
they'll have no other choice but to be
calling you up because of the militant salespeople
to talk to you
service people are here
they will help you out as long as they know who you are
referencia another key area
hysteria
i have to stay
day i think it's like but i called the personal assistant because
personal assistant
uh... again tell me what you know it's becoming one of them a good job going to
tell you what i think you know accident tell me when i have an appointment
preference and and timeline aligning on trial
leslie just years four
i want to give you some key points here for two thousand thirty
on how to use it for an effectively
now again and really i really wish that when i got into
c_r_ and
that somebody had showed me
multiple times 'cause they showed me one time but i think that the first time
and you can be shattered mo sanity or anything like me
you interview you may not be
using sierra
effectively
a couple of things to keep in mind
suzanne
more than a few
uh... sales people in my time true
eighty would love nothing more than if this year and spend a night they don't
want it
to go in and update everything into all that staff so we should probably have a
wedding on powell house yes people can learn to love this year and i don't
think you realize how much really friend c_r_ and critiques
totally agree in a those here and programs all the different companies
they carried climb company the company product the product there are they all
come down challenges even a perfect solution
but they work
and their mentioned anything helped you feel organized
queue up you'll
maintain those relationships of prospects and customers
if you become a pro at it better than any trainer out there and picture you if
you could pick up a few more deals
it
it's it you can get really really good at that
reach out to your sierra company in ask them to give you a personal demo on
lightened if it becomes salesperson prospective talk to some in your
organization has sold a car
so they can walk you through a from
from prospect to the customer that's a good idea
okay exciting yet
right at the end he felt
dets
the daily catholic its nickname differently in every serin and whether
daily cap
indonesian daily tax less
you get daily catholic advices appoint quick strategy poignant
pointing and clicking throughout all the leaving turning what you're going to do
next
yeah sure
decades furniture ignorant
inexplicably that the federal action cell
if you make a phone call to a customer that right and you don't get a marathon
and you know you got a call on that later today then you've got to schedule
the next action you've got to tell yourself to make that phone call later
today if you think and i don't remember
ain't gonna happen
and that's what happens is that people fall through the cracks because mixing i
saw one o'clock in the next three five five hours when
and echoing empty is add notes for your studio
well you schedule the next action okay that's sure to get basically rate
uh... tell yourself what you're going to be doing
that we don't have to go through will the whole profile
all of the history this process to determine what happened in the past
well yourself like to get like for example shipping to me today and i call
them
and i think it among the bond and schedule in another act and schedule
another phone call the call later today and then invite myself a little note
i might to do that says
second attached first dailies
that way
i know exactly what this phone call is full i'm making a second phone call
my status is
nation are on your recent always be n
newly or first response visited most popular one thinks the regular
if you can change ur status as a p_c_r_ and company allows you to title your own
status says i suggest that you tried eleven based on your follow-up
guidelines
because you want to look at your me less and know exactly where you stand with
all of your prospects
user status is initiated after all this looks like you're in a second
discipline and a better perspective and don't forget
copy and paste comments their comments from the customer
whether it's on it's sad
or if they do now leaving they say
what the condition of the city of causes a one-time owner
do you have service record and as you call what the tire tread wear
whatever customer types out we can
generally say that this is going to be an a selling point
at this is a hot button that is something that bet
really is important to them
so i would suggest is a copy and paste the comment out of the lead and put any
in-and-out
so that way in year history of disbelief
you can see what was always important
to this prospect
point click
do not rely on an auto sales process
don't just send
prompted in our complex that come up from your auto sales process
and don't skip follow-up
he's a big things here
this is exactly where you can pick up a couple deals
every single month
you've just gotta make sure that you are aware of what these things congenial
when you send out too many automatic emails
out there and you can unsubscribe semi-public unsubscribe resume their
cellmark bangkok they discovered the graph
what has been out there
done quite a bit
relying on how to write auto sales process but i mean by that is if your
dealership is set up a sales process for you based on status is
and you're being prompted for next actions
often times if you just rely on what they tell you that you could be hurting
yourself and you can lose deals econ at customer could be easily sting marion
chellam flyer
and they're still getting
email saying we haven't heard from you know
because it's all based on a sadistic
status that changed uh... properly
then you know this schedule folks keep going out or you're not paying attention
you keep sending them out
and often times when you send
email templates and set up as part of your auto sales process sometimes the
meta tags are even
they're not working properly
so there might be
uh... here make and model codes set up in the email template but at the
customer didn't put in
and year
or make our motto is gonna come out blank you're gonna blow your cover
and you're gonna look like just another salesperson sending out another stand
now
be careful
uh... not sticker file at the end
this is what i hear so i'm going to be elections and look at the process here
and i'll start with the process
to make sure that you get your process together
you got your daily task list again come in and
artech atmosphere and and starting to see what i got scheduled for today
amita contacting prospects new prospects are responding back to emails
in any event and then you looking to copy and paste the comments
i'm putting those n onion notes
so that when they come up in history
and all of these he
aspect here then running through are so important
to being a professional regular citizens saving u_n_ hour and a half your time
he just using the sierra
affect them efficiently
make sure that your loving the phone call from sending you email me login
notes from a phone call
your lab notes from into situations where maybe they responded back to you
know and updating the sats courses scheduling the next
if you follow this process
you'll be using utilizing this year and a lot more effectively
the most important thing that you see here
is that you work on the daily catholics start mintak here
daily task with is going to help you pick up a few more deals everything
online
birth is the point and click strategy
making sure that you have a good information in this year and to help
would be more confession throughout the day
even the copy-pasting comments we'll see
a lot of time in the long run
logging the phone calls not just loving upon partisan note
you know what track the performance
effectively down the road you gonna wanna g_m_ good information and system
let me show you what i'm looking at how many is that it was one thing i am
member i said
when your schedule your tedious and were planning for two thousand thirteen
display appointees ke areas out here because these are the areas that i think
the most popular areas where
where uh... it's there's a breakdown
in the dealerships was salespeople
so easy-going notes here and the title follow-up yesterday's email call back
she opened the email follow-up email from eighteen
follow up on call set appointment time
two phone calls email so far follow-up
user just little notes to give yourself clues as to what to do next right now
i'm working for me to do sixty less
uh... for this tel fax
next thing that you can see
i hear isd
we talked about walking the phone call blocking the not so
this is a customer record
in the sierra this is the history that you see down here
and you're starting to see
what was
what was changed
uh... of what was sent
if there was a status changed
there wasn't enough time
phone call lots wasn't outgoing phone call
you know from abhorrent what your
you're seeing in email broadcast these things that going between your mouth can
often be detrimental to you and blow your cover your personalized cover
c_p_r_ decide to the customer we wouldn't want to keep
sending out last emails of particularly in this case about prices
***
uh... right
so what you can see i think a lot of good notes here
uh... every time you spoke to the customer or didn't left a voice now
uh... we just spoke about it when you know that that's where email that was
sent might affect phone call all of these
little areas here make a big difference in your outcome
remember we talked about sending too many automated mouth look how many and
how close ranging dates here
in time
created unsubscribe
thanks a lot
that kind of embarrassing and that
howling i really good
twitter represented dealerships brand name in vain
lexus one two three five five
and nine days
i don't know cus i have a don that registered
normal to send sixteen else out
lasts
in ninety four
in the problem is that that is that you're gonna get a lot of and
subscribers right in the question
these are people that are buying cars because i want to be span to death is a
unique unsubscribing then the salesperson don't follow up anymore
which is understandable that's why they had on society going to contact again
cementing background
if you take all these on a maybe not often you just file your own aggressive
follow-up structure where you're using personalized emails
i want that plight of the customer
then you're gonna get a lot more than a response back grasping it with some
appointments attachment delightful
so palatable eight days
time any time in a mess
statistics and oblique
well everyday life threatening and i would say that everybody difference
about
that i would say that the less
sixteen thousand i gave special events
i don't recommend it
okay exciting
hello excessive
can't fit definitely probably send the wrong the rundown
method
you know when i talked about logging detailed notes in this area
again and i hope he gets you better results for two thousand thirteen but i
i really wanna make sure that
on you're using the serum effectively because this is where the deals are city
you may not know what right now
you might be thinking you're using it totally effectively even just like a lil
three things that you see here like for example i think a look at the snow
it's an appointment at least that within the conversation that went down
successfully made
went between salesperson prospect
fell right away appointment in capital letters month a black women at each
you can read through here
we would like you mentioned package here's karen let me just point out
when you speak to a customer on the phone and providing me with a detailed
notes here
you would include things like older cars for
uh... you would include things like not having to writing now
you would want include maja combatants you would include the deal breakers
even when it concludes
uh... even pappas make folklore
it they've ever been to your dealership it's important to have questions ready
to act because you wanna have lobbed
very very detailed notes here
so you know like i mentioned here i i i always right
that kind of questions downtime always prepared to test extract extract extract
from the customer i want to build a relationship that i want some of that
car when it comes down here in atlanta exactly
how in some of the car
i wanna know what
is on attendee
involved in selling him this car like
he likes that black women that it's in capital letters that will be that black
women at avenue
all over the fact that
markets black
nanette alan j right now haha
now that and the family and feeling like entertainment package so knowing that
apopka hotpot mike i know that's when he shows up with a plan that kind of a
delay
look at this claudia attache ad infinitum package works he attended an
elaborate has gone on a trip and i share about simon spend that or or k_ honest
option
but i that i want to show utility vehicle at that promised now i'm just
going through my notes right now
right i mean it you don't have strong noting here
incorporated your demo
antonio in the negotiations might know a bit more
uh... difficult
people love you to find out what do you know they think you're paying attention
you regurgitate information you acquired on the phone during demo
you are professional
but i'm trying to govern thirteen
out a little bit more detail
to our presentations a little bit more detailed made at the scene around here
he bought a rap or apples dealership last month her sister
i mean so if we ask even if you would support that's how i got that
information
uh... you know what are you driving out with germany sunquest ely trade mad and
yeah i'm gonna meet ready if you need right now to his appointment no looks
like he's going to bring it back
so all of this is documented in
very good information here which is great for managers to see as well
who the card for for a family
uh... and look at that the reason why he wants a new car
continues affects a couple of things left to get out of it because it's going
to start meaningless service where
this is a great this is not very good information here to download
let me
certainly was the aramark factory
again its garbage in garbage out you're going to be able to really really
perform a lot more effectively
uh... but none of us fast as i said we have a happy change those facets
dot t_ o_ b_ and status at represents the act the actuals
present situation with the customer now look at this point i'm looking at all
these leads here use of the page four weeks
all in fur store shots just about
we've got two appointments and meta crawford
but look at that
first asides really have a alan first response because then idon't think that
done
they should be
this is actually
going a couple pages into all of these leads
uh... and actually
a month
because you can see that lead was created a eight sixteen on the top in
the last action was nine twenty so this is a man told me that still in first
response role
i don't think so
we should be a mic uh... thirty-day
phone call email status
or are we should be in a fourteen day that was fine status or
a seven-week nullified status or actively working
status that you spoke to them
create better fastest so that we can at a glance look at this page and say
i know what we want to know what's hot
right now the status is in this example not being used effectively
and next thing that we talked about
uh... is looking at
some key aspect that you can incorporate this next year to hold yourself
accountable
usa always really look at yourself his your own boss around manager and it's
important to expect
ansari inspected to expect
if you can start to listens recorded phone calls
this would be a good step this next year himself double checking that you are
totally effective
now there's nothing more miserable than listening to your phone calls home
tonight
i can use them i think myself
however
asst
set if you are going to be the up in a professional and you're trying to
increased your number and know that needle
you have to listen to your alan bungalow lessons yourself to see where the
opportunity of death
but who proved out
it's a scary activity
don't worry
you penny
if you think you should just listen aunt
sports it's like a couple
every
what i want to get
if you've got a chord of calling
and software endured the election
and you know that it's possible that the call that you just got off
uted incoming call
it's possible it's been reported i would go into the system and i look back all
right away
and lisa my vacation time
so that we could come back to the system that you can do it just now
i would immediately
at my first available go back and certainly i think my contact and listen
to it even maybe in the quietness and quiet time in the day
you know maybe a late lunch
that if you have your phone call processing from india then you have
something to cross check inside and effective unexpected
and effectiveness area i could do better in this area
you get a phone call guide in front of you you gonna do that are you going to
mark that down
hangin out how do you know if you're back fact if you don't have numbers
being tracked
uh... and more importantly
they're not listening to that call i gotta tell you
day for the game changer for me personally
i wasn't always a great salesperson around but i think pretty damn good now
and one of the ways that i got to this point personally is and i listened to my
class
and it was and i'd papa cases sound like a really high pitch bird i hope that you
don't think i sound like that now
docile
i worked on that anna and it didn't take me long because i thought you had never
call that bird back
you're listening to yourself i've used software like uh...
audacity identity dot com is free software down but it's my laptop i
brought my laptop in elected that they didn't have recorded calls
and
uh... i disappointed myself on the phone although i couldn't hear the other
caller it was something that i can
use as a tool to help my performance
and a wid
continued to do this throughout my career as a matter of fact i still do it
today
because they don't always think that there isn't room for improvement
one of the batter listen to yourself
and regis acting i mean really i gotta tell you sometimes as medicare do not
work
often times are subject lines are missing
many cases grammar and spelling are
opic chain
offhand
not personal
i hear you you know hit the ground but reality as it would and knowing and its
not professional
you have to read
and something that
and you might be how they feel atrial but i think that you requested spot
check if they are and this is all of you better keep two points
by clicking here and has been a really help you
i think ok
i got to me leave i don't have enough leaves
among i'm on the bottom need to pick up the slack you need me to come in and day
out or making it work from home
unita putting up a couple extra hours to get out of the red
and the red would mean
overdue tasks
after the stock ticker c_n_n_ sometime in time you'll see anything that
two-week checkpoint painting thirty-day technically
how you came to send a check point alice prospector non responders
this is that poor people that
tend to fall through the cracks
and really do fall through the cracks in a warm up the heat up again ready to buy
the seminar only about two we didn't have resurrected your dealership in your
colleague in union south
great effect on the market to buy a car but if he does state in there
in the past two weeks of this kind of religiously piling up
with a good start go ahead
he might even come right back to you about that and i will need that
i mean if there is something else it yet
big huge best if you just talked about bekasi every week
i am sending out emails to my database let people know that these great weather
artistically to
a lot of responders
and i'm surprised that there are a large majority of audit responders from
dealerships
look very very different from some other ones that i get from other retailers c
so i
h this is a little bit you might want to check on your honor responders and just
make sure it there that
hot most helpful things that they could be
instead of just one flat line saying
i'll be in the office again tomorrow morning at nine a_m_ but i have a
prettier
has more information on their media yourself a number
are uh... you know nice logo are something like that i'm sick
will
you know the point is i think what you're saying it's you know making
something different and everybody else and i'm talking about
yes he did mystery shopping your your competitors all helped you and
understand where you stand amongst the poor
out auto responders
first favors
email responses if you think that
going back to start taking you see a radically new year to your checking here
to see if your appointment to file a process of checking to make sure you got
peter both scheduled a new orleans
so if you would ideal as i go in
and i go fourteen days
and i look at the fourteen-day albeit i just pull up a couple and i look to see
if there's feature file attached
i'd love to see what the follow-up history was at one point
or at that bob the cracks and they have that's okay he put in my back in cuba
scheduling next action
i want to make sure that the status is there
applica ble
and i also want to see if we die
you know a combination of emails and phone calls going up so
stop taking yourself
he's just in time
you know it's making sure that you
aren't stopping
what you expect
now yourself ended in a totally switching gears right again
uh... fifty point that i wanted to cover with you today
and liking yourself right now i tell my gosh this is a lot of information
summer that i know some of it and doing
needed to get better at this area i could do a lot better in that area
that something totally new that i haven't tried
all of these key keep things are great products
year thoughts to you
identify
a weakness or an opportunity
but if that is something that
all right
your reputation here is on the line
it equates to your success
and it's not just about doing
you know that goal setting
utilizing the c_r_ am seminar emails have the final process
being prepared on the phone call all those things are all important elements
that your image online
silicon also help you became more business
you just gotta take a few anything to take it one step at a time
is social
identity
will become and very important aspect
in your future
it's already becoming
very important aspect to a dealership
as a matter of fact i always tell people if you're not on base but you don't
exist
okay
a couple of people they wouldn't two-digit somebody up by something
someone to fight it
so i know it's becoming more and more prevalent
for people friday
you know higher realization or or do business with up email a car sales
person
you even google you speak to your turbine
i mean idea
information is right there in front of me and i can now go i'm talking to
somebody calls me i don't know they are and already let meknow online i deleted
from a dealership and i'm doing research on them
and i'm looking to see her each person has maybe i can go look at their face
that i will go and look and see if testimonials a look and feel
we know what kind of dealership ets
uh... yeah because information out there why would you customers are going to do
it
i'm not dating but
a long time ago when i was
i mean it
i think a lot of paul background checks
i had a girlfriend hired hand
service second people
well right my once you because you know these things are important people
informations excess funds why don't you know i a reality today
okay so let's move into this year
uky dot all of these things now to really press your career right can you
really paying attention to detail your life
on the bala all your emails that you send out customizing your personal i_d_
each and every one of them
you are blocking all of your phone call
taking detailed notes i mean you would just like
really upping your game
you're like right i'd i guess in the next level this is the next level
some till august if you doubt that you don't have one through four points
already implemented
this is your
this is down to the next level i'm super x
you're looking at all these different web sites near lake
right how to access it myself what all of these in a very positive way
uh... weekend of the great starting point
uh... unless he sent from my q_-twenty dealerships that probably would be the
right to offer you know
but if you're new to the industry
uh... you have a solid reputation
you have a good background
doesn't make it look like a fine
man lincoln might be something that
when he isn't your benefit
linkedin
i think that that's great
it totally right
frankly
if you sound brands like contact we had a
uh... de beers d all of those customers are on linkedin
uh... most likely eleven you know i a professional people
uh... date
look at me at linkedin as any reputable websites so
knowing that your customer might
that might be your connection it's important to build your identity here
now lincoln is just one of many
you to that is a great way to
showcase
your talents expertise
know what you have a good at matter fact addthis yukio uh... to exclaimed
services
like for example on
if you have light blue chip uh... engineer in your vehicles or you have
navigation your vehicles are you have
i think that a very difficult for some consumers two years i live in florida
probably double called for a lot of the clarity and found here
to use lucia
if u mill
florida and you know i'm talking about
match
but now there's a lot of grandma and grandpa down here and i will say that
you could spend over our delivering your vehicle explaining the blue chips two
other people so if it's a great way to showcase your expertise
on it puts you in a light said abn expert and not just may be showing them
how to use bleacher
but some people even system
aspect of the vehicle that
would be
beneficial to somebody knowing
we're doing walk around or
i'm even using you to induce yourself what would you bring to the table i'd
come out getting cries ready for customer being prepared in advance i'd
like to make sure that customers on taking for granted
so when you have a one under one minute video telling people exactly what to do
it bring the table not something that you can send out here appointments
or even tax them
i mean i'd miami videos all the time for customers on my found easy it's right
there and i can just texted
and most people haven't quite found
again it's just another aspect to get to the next level in cities
one expert you are
still using
using channels like twitter and face book they're great of course you need to
separate your business from your personal life
uh... actually
yes have different uh...
uh...
what he called it
divine accounts just so i have you know i worked one and i have a personal and
so i have to get my lines and are not being merged together because it's so
important that
on your customers don't necessarily know everything about you know that your
customers can see
everything that makes you a professional
so i would highly encourage that you'll get in that get in the game here
but more importantly that you're posting pictures with your customers who sell
the akom and that your tagging that customer in those pictures
so that we make an intimate posting on there
american newsfeed
and that there
friends can see how often you aren't
and that they can forward these pictures on
and that stores in saves on their accounts to know
i would be twittering you're letting people know who came into my car today
andy
setting up friends about your customers at are also in case the pink sweater
that took place at information that's just about you know the cars or or who
bought a car today
personal information that again showcases you as an expert maybe
text on
uh...
uh... on different vehicles are different
uh... features that were added to it
women throughout the year
on things that people are interested in knowing about like how to use the bully
to or
and habit use navigation of the rear backup camera informative
that really showcase your identity
quite valid
on google reveals all of these sites are dealer radar very important for making
sure that your customers leading feedback about you know you have to have
a process
to get people to leave feedback
about me
uh... putting
making sure that you know how
axial post information and sent to post
recommendations
is very important that you might have to walk me through that
knowing that you have all of the chance you've got newt uh... this can showcase
and introduction yield of products and services that you are correct
using linkedin anzio
even invite your prospects and connect with you know this will also help you
can't build you a thorough based on the road
uh... you've got red herrings he spoke
base but they don't have to only be too personal but you can get tips in facts
not your expertise
texan facts about your brand
consumer reviews the accordion style of pictures people like that can still sell
you know think about putting nattatira
yourself customers armored vehicles
if you happen to get something meal and that
is just dropping you know it's a great time to build some momentum on base
uh... and questia twenty years for the same things
i like to use like fun facts inventor interesting for people to come back to
you and read when you can do something different but
destroyed it
get involved
remember your social reputation an identity is oftentimes
the truth
for people don't know you know
that this is the first impression
so make sure it's really strong
and make sure that those people are leaving reviews about u in google
so that way you are popping up in those google searches
oftentimes weaponry doesn't determine who the ask for recall a dealership
if you wanna start in on a blog
for two thousand thirteen
where you're writing articles about products that you something
about others different features
step on your products
about them
testimonials our coupons or maybe put about the service and get them to give
you a special coupon or maybe you're doing giftcards
whatever the case as having some kind of a newsletter you're sending out here so
customers keeps your name
front-and-center
you getting people to support you
and your business
and people will
as long as you know
show them
a reason why they should let me know
so another winter a lot of things here today
you probably have some questions for me
so lets you this time for you it's you know
absence requested i think i'm
i think about those
to put up a few different sites here i really want you to break down
and if you're not a part of these websites he should definitely get
involved
that i love these website that come up and all the time because i was sales
professional
on that started off by tina nearly twenty years ago and never had anything
like this and never has selects
a community
uh... other people trying to compress the same thing that i was trying
accomplice selling cars being number one
if i don't have it
this community
other sales professionals i could have bounced ideas off of that i could have
collected their ideas that could have created
all these
uh... different ways to do things instead of
just one way that one person told me how to do it
and them
anyway i wanna share with you today things that i picked up along the way
idea still at a very successful sales people out there
i will say that
their uh... a lot of people that our happy being despina doing their ten
twelve cars every mile
and when i i said you today since strategies on top performers
and that
just to recap up quick
he got to get organized for two thousand thirty spreadsheets outdated goals on
paper
make sure he got his timeframe for completion next year goals michigan map
out your sales processes he should have sales practices for
prospects
people that quoted people that five
people locked
appointments that fact ones that didn't sell
you've got a hold yourself accountable
and the only way than ever to do that edcio make sure you know your processor
and then tracks check to make sure that your spelling etc map out your fear and
processes make sure that you have
uh... guidelines intact that you're following
you know the
copy and paste the comment add new notes that governments action
work on the delete athletic
make sure that you are using
yet enough time quinceanera
grammatically correct
you have subject lines in putting the map
and that you're focusing on inputting your on those those hot buttons
deal-breaker to the court for
but it may contain use in a car or
what have you done your break now
and as a town of different things that you're going to want including remember
your always always always inspect what to expect from yourself with food cost
etc
enough optic c_o_n_
remember
focusing on your social and kennedy and your reputation is next
is the next level
democratic questions you have
st
has here is the only thing i know you have a hard hard time
out there so it's uh... but i will say could see a report that safety auto
industry is going to be on a huge
us make eighty thousand thirteen some all the things the tennessee keeps just
access now
are going to be critical to making sure that you get your piece that high is
coming next year salo i wanna set up for discussion found
he voted when talking about automating emails
aren't your socks on sending out dealership monthly newsletters now
question tessick after newsletters great idea so once a month great-great
great idea on everyone think not salespeople can take it to the next
level into their own for their own customer
oh tonight tuesday
let's just say your saying
newsletter from sheets
salesperson br
that's cruel i've never really thought about that
and you can use blogger dot com to do that
okay
that's a good idea
includes like selectivity assets like that
yes
definitely people a video breaking into a panic actually
because i remember up
i had just gotten a new car and i got it in the winter it's not new anymore but
athletic like but when i got i got it in the venture and
guide who sold it to me like elite
after i took the car home
uh... at short videos i like forty five seconds it's out so it's not enough that
i wanted to see what the heck she sent me but it was a video on how to
time on my car
for for daylight savings
crises i might have about you know when to rise in my heart
very very buff i doubt that he sent us because i didn't even think to ask those
questions
when i first on the car
they've read and what about car folks
you know admit yet another great website that uh...
k
shipment online
not
that actually right in thinking
these three thank you
get jesse really true
automotive
networking sites affect if u are recruited empty stephanie's events and
concert really really fantastic that check
good luck on the newsletter may thanks so much for manning s dot gay people
ever our folks and
and uh... next esp since its release
she says what does your recommended
is we have several makes
she had a state
is the page for each manufac
or just one all-inclusive x
ruled that the good work
hard-pressed to say that
also status
not
okay
uh... and if you will think i'm not a expect that
adventure only give you my opinion and anne
i enough rambling fifty fifty in my opinion on this one
uh... agee
might bring that is this a to do one for everyone because and unlike someone
exact wall that you're promoting a product
and
if i was a manufacturer and a new york grouped together i'll be thinking well
while you promoting nissan when i'm h_i_v_ star you know on annexing sexo
i think that is this a you know it's becoming factor back
uh... agee
always cannot enact when i dare you
allied telesis silicon c_e_o_
every sales person should have really nice he agrees
one hundred percent fitness and admin
agree with that
we're not twenty-first century
do you want to try it out today
i know it can be a little days away by act
at a face pic experts disconnect cumin give us a webinar on none other than
valentine's day since february fourteenth met when a mark that on your
calendar i have alexi fan
mary herself sitcom and topless all about face looking how to get more face
the love forget elec
the glove so
if you want
put down a calendar and i hope to see you
on february fourteenth talks more about face that you that's a great press alexi
tix so to ever and of course you get a follow-up question
secret xd insight allison he said
that she says if a prospect is looking for a certain car
in a certain color
out would you recommend we handle that
tends to catch twenty two now
yes i've had some pretty bad
at car shopping experiences and it's like a scene
and in the car
but um...
did college dealership
after had carte collar
i knew what i like that night in a certain time money and white
and they said yes absolutely we have it
and i went there
holding from indiana you know i just totally days
not believe that
says the interest rates it did not go over well with me and i did not line up
buying a car cell
how house sits empty and all that
okay today but that does definitely a lot of school of the time
and that scenario uh... and i will put a lot of everyday life in sync analysts
differently
uh... my suggestion aguardo train to light a customer not what i do have a
trained staff people too
ask better questions now
you're gonna have a couple scenarios here whether the concerts steadfast on
back
uh... they want
and if you have any don't have it needed to give me information accurately are
falsely
uh... back
let me let me just back up here and say
oftentimes people come in and they're thinking anyone very specific features
nearly eighty percent of the time they walk out with something different soon
no one back
it's very important that you establish the relationship with this person very
beget
not only having a good social identity will help you backed that up but
having the right questions in ending
being prepared to take this was not having the recordings were your guiding
the conversation is gonna allowed them to get a chance to know you and to see
your personality and to see that your trustworthy so that they got stuck
behind
white might only that they might say that that opened other different
vehicles
on that note we'll continue options
uh... other vehicles and colors if they don't trust him
makeup on mountain dew on the phone so i would say uh... aspect of questions
uh... sell yourself
build rapport
focus on what you bring to the table before you start reviewing in confirming
a vehicle toys
uh... it's very important on that
asked the right questions at the very beginning this call so like for example
instead of guiding them in seo
uh... as specific car back asking them your collar caught
choices are equipment features
before you ever get antsy confirming the car color quit making choices
and packages and things i would highly suggest
that you ask them other questions like any of the carbon in it for you know
when you're driving now never given up on the before it hits a honda
on you know and and and suspended
getting a chance to bill to require uh... also realize that
once again events in the state to state again
a lot of people change their minds that they can change their mind when they
feel comfortable with the so
when you have mapped out i'd see twenty questions and that will help you engage
this customer that helps you find connections and oprah poor may get a
chance to know that you are not just another car salesperson you prepare in
advance for all your client visits and things like that
you know then get into the car
that if you start confirming the crime apartment conferences might have the
gate typically they're gonna say on one
one color choice
one very specific car
allison i want to know
acted fire
named another
i different illicit
you know as ten said
i fell in love with you
he was very out front of me and he said
that car don't have an excellent combination who won
so come on and
has tried this car make sure you like the car i will get you whatever color
combination that with whatever features you want you let me know and we'll work
that idea
again test of the car
the very next day she had the car companies i wanted and i did buy a car
for mac
and so
it's a really good example
how about you thought about that salesperson
uh... anytime has a follow-up question before we get our next guest but i have
found so
what would you suggest it does work for on the first email response
so on your first email response remember that it will have to come to the
trucking fleets
but we still need to build value in our thoughts com
salinas heavily-armed how short short
happening like
i'd say now
acts eight sentences
would be very careful and the and it can be very cautious about your wording and
your presentation
and building require birthday email disney it
you have to have somehting dates to build the plan right that you can at
least initiate
i'd getting
an opportunity to speak with this person or communicate back with this person so
building a part of personnel
isn't going to
president clinton avenue would achieve that straight away
he needed he meets a man in a second party
you get it
left to bill valuing yourself but this was the knowledge that clearly like what
you are incorporate something that you acquired from that lead to like me to
the city that they were located in
unevenly provided a day
used where you can become the authorized representative for that carrier on you
looking to change the way this person feels about you so that they have guard
is enough so that they don't think that you just another car salesman right
be careful about what you put in that email and he represent himself
you don't be just another salesperson complementarity mellon permanent another
dealership
you want to be
uh... more of a customer service representative
uh... to me that specializes in taking care of this customer and that you wanna
make sure that they have a great customer experience naturist possibility
so you'll be contacting him again i would initiate
holly might
probably the best in the best
the better with the approach that says
how can we get this person
often on the phone see you can build a relationship
accelerated
makes great success
tends sir thank you so much for that
great questions on it when it gets tough questions
scary incidents right in your appeal has ten
sky was no what do you recommend for soul
follow calls
and so on
so uh... just to clarify you're happy and what it what would be i think that
the process for me
uh... when you've sold the customer
i'm pretty sure that's what he has excess keep reading yes
and cell i would think that instead
and some of the car right now
by duane and by the customer they got a comment
back in my office over and opening up my fear and
anita allotment prospector employment that perfect record entire myvi
everything hoping that i learned an acquired during this visit amin freakin
every
whether you can see the color of his socks now that would be weird
event
no
you can pick up in a very short
you know like
doubt that his mother lives in the same
that un she makes a veneer which is to punish i and you know whatever i would
expect that becky suggesting
and i mean you get surprised what you pick up
in a very short very social conversation
exactly okay sit back and documenting
and to answer your question
the first thing they're doing out of this and i think you thank you for
behind email and the president is not from me cooperating three of those
components that you just document it
for the first thing in the elizabeth and i think you email and the schedule in
half action for phone call upon complex mara when i come in
and then and to make that car marked that done complete that
and i'm going to schedule my my next activity
it dot t_ o_
uh... but i would take two weeks from now just because i'm trying to secure my
uh... an effective this is a new car intensive care my
you know excellent customer service survey coming back
salmon caught up in a couple weeks i think they have a done deal of your car
do you have any questions about mad whatever whatever
and then from an outdated ballot every sixty days
and i would be i would come up with your profits
in sixty days and the senate e-mail consider that a sixty-day that phone
call another
exceeded attacked
another
fifty-day that they proclaim their morality at least sentiment they
submitted to tolerate friends
and at that moment that that
uh... everything
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mastek ok well you-know-what
over our time
lead over here and scott rudin thank you that's great thanks
ten i want to thank you thank you so
matched for all of the fantastic advise he spent hitler right here
tee time well spent excellent jobs and seth thank you so much content
if you could forward it to the next slide where we see
era much satay
all your contact information its
you want to get a hold of chatting you would like to get some more information
about
her insights on
on processes or
nails or or tiny
listening kasi
is an expert on so many things taking on the site number
write-down hurting our chats
stephanie smith mason
you why
to uh...
hackett extended he technet
and it's one of the best out there when it comes to helping sales people really
it's circles
thank you so much that was a fantastic presentation
i hope you'll consider
coming on board and doing another one arrest
in two thousand thirty needed extra effusive
without
that would laugh at it like that
eight questions that were cancer during the time allotted burgundy catching them
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