The Evolution & Natural Selection of Automotive Sales Presented by Sean V. Bradley
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The Evolution & Natural Selection of Automotive Sales Presented by Sean V. Bradley

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The automotive industry, just as any other industry in the world, evolves over time as technology advances and customer engagement changes. The way people buy cars is different now than 20 years ago, ...

The automotive industry, just as any other industry in the world, evolves over time as technology advances and customer engagement changes. The way people buy cars is different now than 20 years ago, and the way dealerships sell cars is different than 20 years. What we’ve learned is that those who are surviving in the automotive industry today have survived Natural Selection because they have evolved with the times. Those who are currently struggling refuse to evolve.

The tactics and strategies have evolved so much over the years. Those dealerships that have adjusted their processes and evaluated their vendors have not only survived the slump but have been excelling and succeeding beyond their expectations.

In this Webinar, I will be discussing the changes in the Automotive Industry and what you need to do to stay ahead of the curve. The modern sales person can’t just follow the “Road to the Sale”. They must position themselves uniquely as Entrepreneurs, mastering more than just sales techniques. I will go into depth on what that means, as well as tips and advice to better position yourself to consistently sell 30 cars every month.

Benefits of Watching this Presentation:
During this Webinar, I will provide a detailed plan of action to properly calculate how many calls and appointments are needed each month to set yourself up to sell 30 cars a month. I will discuss specific digital marketing, advertising and sales techniques that will turn a car sales person into an Entrepreneur. Using facts, examples and real life examples of success, you will learn how to properly set goals and elevate your sales success.

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The Evolution & Natural Selection of Automotive Sales Presented by Sean V. Bradley The Evolution & Natural Selection of Automotive Sales Presented by Sean V. Bradley Presentation Transcript

  • The Evolution & Natural Selection of the Automotive Industry Presented By Sean V. Bradley www.DealerSynergy.com/888-3-SYNERGY
  • Based on the recent article in On The Move: The Evolution & Natural Selection of Automotive Sales Presented By Sean V. Bradley www.DealerSynergy.com/888-3-SYNERGY
  • Sean V. Bradley Founder and CEO of Dealer Synergy Spoken at over 90 NADA & 20 Groups Certified FranklinCovey Trainer & Facilitator Member of The National Speakers Association (NSA) Presented By Sean V. Bradley Creator of the Internet Sales 20 Group www.DealerSynergy.com/888-3-SYNERGY
  • What You Will Learn: Powerful & Important Statistics What it means to be an evolved dealership/sales consultant How to engage in Proactive Prospecting How to create a realistic plan and stick to it! Presented By Sean V. Bradley www.DealerSynergy.com/888-3-SYNERGY
  • What You Will Learn: Presented By Sean V. Bradley www.DealerSynergy.com/888-3-SYNERGY
  • Powerful & Important Internet Statistics 92-99% of Americans go online before stepping foot inside a dealership. The average buying cycle is 45-90 days – much longer than the 72 hours of 15 years ago Car buyers typically spend over 11 hours searching online According to NADA, traditional advertising costs $640/car; But internet advertising costs $200/car Car buyers on average research 58 different dealerships and car brands before making a decision Digital Marketing makes it easy to track ROI; traditional advertising is very difficult to track. Presented By Sean V. Bradley www.DealerSynergy.com/888-3-SYNERGY
  • Powerful & Important Social Media Statistics 84% of US Vehicle Shoppers use Facebook 41% said they saw a post that caused them to add or remove a brand from their list of choices 38% said they saw a post that caused them to add or remove a dealership from their list of choices 45% of users asked their friends/family for recommendations 25% of users said that social media significantly influenced their purchase decision Hosted By SeanSean V. Bradley Presented By V. Bradley www.DealerSynergy.com/888-3-SYNERGY
  • Evolution of Automotive Sales Evolution is the process of gradual progressive change and development The automotive industry has shifted to a digital world, and dealers learned they can’t keep doing what they’ve always done. Dealers that embraced Internet Sales during the recession not only survived, but thrived! Presented By Sean V. Bradley www.DealerSynergy.com/888-3-SYNERGY
  • Natural Selection & Automotive Sales Natural Selection is the process where those that possess traits that enable them to adapt will survive more than others of their kind that lack those particular traits. Outdated, weaker, antiquated dealerships will be consolidated and go out of business Evolved, professional, modern dealerships will thrive, grow and conquer the competition Presented By Sean V. Bradley www.DealerSynergy.com/888-3-SYNERGY
  • What makes a modern Dealership Or Sales Consultant? Modern stores are immersed in Internet Sales, BDC and digital Marketing Modern stores are buying and generating leads proactively, instead of reactively Modern stores seek to find prospects where they are – online! Presented By Sean V. Bradley www.DealerSynergy.com/888-3-SYNERGY
  • Old and New? Typical Sales Consultants and Dealerships are reactive in how they handle leads, usually waiting for people to just walk into the dealership. Modern Sales Consultants and Dealerships are proactive, engaging their prospects in different ways to gain their business. Presented By Sean V. Bradley www.DealerSynergy.com/888-3-SYNERGY
  • Proactive Prospecting Capture prospects at the Instead of at their Point of Interest Point of Sale If you can reach your prospects before they enter the Sales Pipeline, you’ll have the ability to influence them more directly. Presented By Sean V. Bradley www.DealerSynergy.com/888-3-SYNERGY
  • ZMOT: Zero Moment of Truth The most influential part of a sale is the Research Stage, the time when a prospect is using Google to search for customer reviews and reaching out to their own social networks for suggestions and recommendations. Presented By Sean V. Bradley www.DealerSynergy.com/888-3-SYNERGY
  • ZMOT: Zero Moment of Truth Google ZMOT Video Presented By Sean V. Bradley www.DealerSynergy.com/888-3-SYNERGY
  • How Can You Position Yourself & Dealership for Modern Times? Post Testimonial Videos & Written Reviews Be Active on Social Media Networks Manage Your Online Reputation Presented By Sean V. Bradley www.DealerSynergy.com/888-3-SYNERGY
  • Testimonial Videos Videos index higher on Google than static websites 99% of users do not look beyond the first page of results The more you show up in results, the less the other guys do Presented By Sean V. Bradley www.DealerSynergy.com/888-3-SYNERGY
  • Testimonial Videos 1. Film Videos 2. Optimize Videos 3. Deploy Videos • New car sale • Used car sale • Service customer • Female shopper • VPP • How-to Videos • Geo target the title and description • Use powerful key words • Post to all social media pages • Email to your customers Presented By Sean V. Bradley www.DealerSynergy.com/888-3-SYNERGY
  • Testimonial Videos Service Testimonial Purchase Testimonial Cherry Hill Porsche 2014 Honda Odyssey Presented By Sean V. Bradley www.DealerSynergy.com/888-3-SYNERGY
  • Social Media Suggested: Facebook Must Haves: Youtube Review Blog Flickr LinkedIn Twitter Pinterest Google+ Instagram Tumblr Presented By Sean V. Bradley www.DealerSynergy.com/888-3-SYNERGY
  • Social Media Engage your customers and prospects and encourage them to engage with you. The more back and forth you have between your customers the more relevancy and credibility you have online. Sales Consultants: Don’t expect your dealership to take on this role alone! Be proactive by posting comments and feedback to your social media pages and share some of the dealership’s news and events with fans. Presented By Sean V. Bradley www.DealerSynergy.com/888-3-SYNERGY
  • Social Media Presented By Sean V. Bradley www.DealerSynergy.com/888-3-SYNERGY
  • Online Reputation At Delivery Survey Email Your Contacts • Rate Experience – 1-5 • What did you like best, why? • Would you recommend us? • Would you allow us to use your review in the future? • Send them this survey • Ask for feedback periodically • Encourage your customers to leave feedback on review sites Presented By Sean V. Bradley www.DealerSynergy.com/888-3-SYNERGY
  • Modern Sales Consultants can’t just “think” about car sales as “owning your own business” You need to actually start acting that way. Presented By Sean V. Bradley www.DealerSynergy.com/888-3-SYNERGY
  • But How? Start with a plan. > You can’t just follow the “Road to the Sale” Presented By Sean V. Bradley www.DealerSynergy.com/888-3-SYNERGY
  • The Next Evolution of the Automotive Sales Consultant! Robert Wiesman VSEO/Product Review Elise Kephart Video Responses Presented By Sean V. Bradley Joe Argento Salesman Video/Branding www.DealerSynergy.com/888-3-SYNERGY
  • Start with a Plan: 1 Methodical Road Map • Create a Business Plan with a clear end goal in mind • Plan and prepare accordingly to make sure you meet those goals Presented By Sean V. Bradley www.DealerSynergy.com/888-3-SYNERGY
  • Start with a Plan: 1 Create your Plan: • How much money do you want to make? • What is your average commission per unit? • How many units would you need to sell to hit that goal? • Know your pay plan and any incentives/bonuses to keep in mind. Presented By Sean V. Bradley END GOAL 30 UNITS www.DealerSynergy.com/888-3-SYNERGY
  • Start with a Plan: 2 Diversify how you sell cars • There are 8 ways to meet prospects • Make sure you do not rely on only one area • Create a plan that reaches out to prospects in all 8 of these categories • Be aware of closing ratios when calculating your goals Presented By Sean V. Bradley www.DealerSynergy.com/888-3-SYNERGY
  • Start with a Plan: 2 Diversify how you sell cars Be-Backs (50%) Walk-Ins (20%) Phone-Ups (50%) Internet-ups (50%) Service Customers (10%) Previous Customers (65%) Referrals (50%) Presented By Sean V. Bradley Prospecting (50%) (Closing Ratios in Parentheses) www.DealerSynergy.com/888-3-SYNERGY
  • Start with a Plan: 3 Internet Is Key • In order to maximize the other areas, you need to focus more online • With positive, relevant and content filled pages, you will attract more prospects from online sources Videos Index higher than static websites Use Geotargeting to make your info relevant Presented By Sean V. Bradley Update your information regularly to keep it current Encourage customers to add their own content to your social media pages www.DealerSynergy.com/888-3-SYNERGY
  • Start with a Plan: 4 Emulate Successful Strategies • Dealerships should emulate the OEM strategies with regards to social media and online activities • Sales Consultants should emulate the dealership strategies with regards to social media and online activities SEO/SEM VSEO/Video Production Social Media Retargeting Online Reputation Website Development Focus Sites/Micro Sites Blogs Presented By Sean V. Bradley www.DealerSynergy.com/888-3-SYNERGY
  • Start with a Plan: 5 Practice a Proactive Mindset • You can not afford to wait for magic to happen • Be creative about where you find your prospects • The way you view the sales process will determine your behavior which will determine your results Presented By Sean V. Bradley www.DealerSynergy.com/888-3-SYNERGY
  • Start with a Plan: 6 Methodical Follow Up • Become an expert in inbound and outbound phone process (including voicemails) • Become an expert on inbound and outbound email process • Become an expert in Social Media Communication and Reputation Management • Become an expert in Video Messaging – utilizing Skype, Face Time, Go To Meeting, etc. Presented By Sean V. Bradley www.DealerSynergy.com/888-3-SYNERGY
  • Start with a Plan: 7 Time Management Skills • • • • Determine how you’re going to look for prospects How many of them are in dealership? How many of them do you need to call? How many of them do you need to email? Tip: Be careful of distractions disguised as opportunities! Presented By Sean V. Bradley www.DealerSynergy.com/888-3-SYNERGY
  • Start with a Plan: 8 Accountability • Identify appropriate benchmarks and standards • Create reasonable projections and goals Presented By Sean V. Bradley www.DealerSynergy.com/888-3-SYNERGY
  • Start with a Plan: 8 Accountability • Track and test your progress throughout the month • The right number of conversations will result in the right number of dealership visits which will result in the right number of units sold. Presented By Sean V. Bradley 60 Calls a day X .14 14% Connection Ratio 8.3 Connections Daily www.DealerSynergy.com/888-3-SYNERGY
  • 8 Presented By Sean V. Bradley www.DealerSynergy.com/888-3-SYNERGY
  • Start with a Plan: 9 Master Your Craft • Master the “Road to the Sale” • Master your Product Knowledge • Master the art of passionately explaining the features and benefits of your brand over your competitors • Master your articulation of why your dealership’s VPP is better than any other • Become a master at qualifying a prospect and determining their wants, needs and expectations • Master an arsenal of 5-7 rebuttals for each one of the top 10 objections Presented By Sean V. Bradley www.DealerSynergy.com/888-3-SYNERGY
  • Conclusion If you want to not only succeed, but thrive, you need to evolve or natural selection will take over. If you want things that the average sales consultant doesn’t have, you have to do things the average sales consultant isn’t willing to do. Presented By Sean V. Bradley www.DealerSynergy.com/888-3-SYNERGY
  • Conclusion Be Proactive Have a Plan. Keep Evolving. Presented By Sean V. Bradley www.DealerSynergy.com/888-3-SYNERGY
  • For More Information: Register Today at www.InternetSales20Group.com Presented By Sean V. Bradley www.DealerSynergy.com/888-3-SYNERGY
  • AutomotiveInternetSales.com Presented By Sean V. Bradley www.DealerSynergy.com/888-3-SYNERGY