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Digg it UP - The Growing Need for Auto Sales Training Outside Of the Dealership
In our climb up the corporate ladder, sooner or later, most of us encounter a bad boss. Bosses, of course, are only human and can have bad days, money problems or family crises, just like the rest of us. Or they might be dealing with a bad boss themselves. Often, though, unfortunately, they’re just someone who’s landed in the wrong position for his or her personality and experience.A little prevention goes a long way in helping you deal w
One really quick example I would like to give regarding leverage is this: the Credit Union sale. Dealers go to Cred
Classified advertising is a form of advertising that is particularly common in newspapers and other periodicals. A classified is usually textually based and can consist of as little as the type of item being sold, and a contact number to call for more information. It can also have much more detail, such as name to contact, address to contact or visit, a detailed description of the product or products. There are generally no pictures or other gra
Car dealerships today are faced with the fact that the traditional auto sales training programs are "not cutting it." These courses that they have been putting their staff through are not keeping pace with the technological advancements that are coming to the market on a daily basis. Think about it like this: One "X" brand dealership has a well trained staff; one that has a well organized auto sales training program which every single staff member completes. They train their staff the "steps-to-the-sale" and how to properly deal with prospects, customers and some advanced skills in relationship building.
Conversely, a competitor on the other side of the city realizes that they need to stay up with the advancements in technology that seem to take place daily. They have integrated their auto sales training program with a few external trainers, so now this staff is being trained in some amazing new ways. They all individually have their own web sites…a blog…and a PDA.
They are taught how to develop a relationship with their prospects and customers in a way that the dealership ultimately benefits from 10 fold. The sales staff, through the auto sales training program, is now able to engage and utilize technology; while the dealership management has leveraged the relationships of these staff members to ultimately grow the bottom line dramatically.
Which of these two dealerships would you want to be?
I think that the choice is clear, as well as imperative. You see, it is just impossible to be great, or even good, at multiple things…as there is just not enough time in a day. Dealers and the management teams are busy buying cars, selling cars and training their staff on how to buy and sell cars. Technology is flying by us at an incredible pace…and it is proven to be true; that the dealers that have totally engaged technology are the ones that have been able to leverage their time and resources in ways only once imagined.
One really quick example I would like to give regarding leverage is this: the Credit Union sale. Dealers go to Credi
All the mortgage marketing experts say the same thing - establish a relationship with a real estate agent and watch the business roll in. But these experts miss an important part of the message, simply sitting back and watching won't keep the agents loyal to you.What can you do to establish loyalty? You can take an accounting of your relationship. Basically, you need to conduct a performance appraisal - of your service.<
Conversely, a competitor on the other side of the city realizes that they need to stay up with the advancements in technology that seem to take place daily. They have integrated their auto sales training program with a few external trainers, so now this staff is being trained in some amazing new ways. They all individually have their own web sites…a blog…and a PDA.
They are taught how to develop a relationship with their prospects and customers in a way that the dealership ultimately benefits from 10 fold. The sales staff, through the auto sales training program, is now able to engage and utilize technology; while the dealership management has leveraged the relationships of these staff members to ultimately grow the bottom line dramatically.
Which of these two dealerships would you want to be?
I think that the choice is clear, as well as imperative. You see, it is just impossible to be great, or even good, at multiple things…as there is just not enough time in a day. Dealers and the management teams are busy buying cars, selling cars and training their staff on how to buy and sell cars. Technology is flying by us at an incredible pace…and it is proven to be true; that the dealers that have totally engaged technology are the ones that have been able to leverage their time and resources in ways only once imagined.
One really quick example I would like to give regarding leverage is this: the Credit Union sale. Dealers go to Cred
There is a great scene in the movie, “Tombstone,” when the Earp brothers with Doc Holliday are facing the outlaws.Fingers on triggers, eyes riveted, one of the bad guys twitches, and the next thing you hear is an Earp boy lamenting, “Oh, no!”He realizes, at that split second, that Hell is going to break loose, and nothing can stop it.Conflicts with customers escalate in the same way. Each party ratchets up the hostilities un
They are taught how to develop a relationship with their prospects and customers in a way that the dealership ultimately benefits from 10 fold. The sales staff, through the auto sales training program, is now able to engage and utilize technology; while the dealership management has leveraged the relationships of these staff members to ultimately grow the bottom line dramatically.
Which of these two dealerships would you want to be?
I think that the choice is clear, as well as imperative. You see, it is just impossible to be great, or even good, at multiple things…as there is just not enough time in a day. Dealers and the management teams are busy buying cars, selling cars and training their staff on how to buy and sell cars. Technology is flying by us at an incredible pace…and it is proven to be true; that the dealers that have totally engaged technology are the ones that have been able to leverage their time and resources in ways only once imagined.
One really quick example I would like to give regarding leverage is this: the Credit Union sale. Dealers go to Cred
Last week I had the strangest meeting with a potential vendor. It was a perfect compendium of what not to do on a sales call. I share it with you, my readers, with bafflement and in the hopes that we may all learn from it.I’d been looking for a PR representative and Debbie had come highly recommended from a client. I was looking forward to meeting her. On the appointed day, Debbie showed up wearing dance practice clothes. Hmmm… I’m a danc
Which of these two dealerships would you want to be?
I think that the choice is clear, as well as imperative. You see, it is just impossible to be great, or even good, at multiple things…as there is just not enough time in a day. Dealers and the management teams are busy buying cars, selling cars and training their staff on how to buy and sell cars. Technology is flying by us at an incredible pace…and it is proven to be true; that the dealers that have totally engaged technology are the ones that have been able to leverage their time and resources in ways only once imagined.
One really quick example I would like to give regarding leverage is this: the Credit Union sale. Dealers go to Cred
How do you feel about the work you're doing? Are you enlivened? Is your career headed down the path you had in mind? Or do you find yourself wondering whether it's time to make a career change that will help you meet your goals? If you're considering such a change, the enormity of this decision may be weighing on you, as you evaluate a choice that will impact more than your work life.When making career decisions, you'll benefit by breakin
One really quick example I would like to give regarding leverage is this: the Credit Union sale. Dealers go to Credit Unions all the time to "joint venture" a sale to the clients of the respective Credit Union. Why do they do this? The answer is quite simple. Credit Unions have fantastic relationships with their members, and by leveraging this relationship, dealers are now able to communicate and do business with an entirely new group of individuals that they may not have previously had access to. This is the power of leverage.
Now apply this to a well trained sales staff; a staff that has engaged technology to the fullest and is using this technology to develop their relationships with their prospects and customers.
Now, think about this, while your sales staff is developing better relationships with their prospects and customers…blogs, websites, pod casts, email marketing…the dealership is the ultimate benefactor. Conversely, if the dealership itself is the one that is attempting to do the direct marketing to these potential customers, it is merely seen as MARKETING.
I hope you all see the benefit of not only empowering your sales staff with a more efficient auto sales training program, but that you see how it is ultimately in the best interests of the dealership.
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