2. Question #1 - How much has the auto business changed?
Question #2 - ____________________________________?
“The Times They Are A Changin”
3. Some Things Never Change
“If I could just get my people to…”
• Follow up
• Use good phone skills
• Prospect
• Close
• ?
4. What Should Your Team Members Do?
Duties and job functions of a manager?
__________________________?
__________________________?
__________________________?
Duties and job functions of a salesperson?
___________________________?
___________________________?
___________________________?
9. It’s Time To Make A Decision
You have two choices:
#1 – Recruit, hire, train and retain true professionals capable of their duties
#2 – Segment and specialize
There is not a right or wrong way but you have to choose!
12. Rethink And Re-Order Your Sales Process
• Change online impressions and MOT’s
• In store – Managers as sales coaches
• Greetings that match today’s buyers
13. Rethink And Re-Order Your Process
• Job mission
• Trade-In to the front of the sale process
• Practice apples to oranges selling
- Choices
- Pick 2
- Proactive
- Customer care
14. Things That Make You Go Hmmm…
• Manager towers
• Green sharpie proposals
• Deal killer questions
• Too much back and forth
15. Things That Make You Go Hmmm…
• Too much time waiting for F&I
• Too much time in F&I
• Average sales to service retention is 19%
• Managers as clerks and dealer trade specialists
• 2011 - $654 average cost per vehicle sold for advertising and
$____ for training
16. Stop It!
Mark Tewart, author of “How To Be A Sales Superstar – Break All The Rules and
Succeed While Doing It”
Tewart Enterprises Inc
www.tewart.com - “Free Newsletter”
info@tewart.com
888 2 Tewart
Twitter @marktewart
LinkedIn @marktewart
Facebook @marktewartfanpage
17. Take 30 Seconds to Rate Me as a Speaker
Your Feedback Matters!
Scan the QR Code on the Table in Front of You &
Answer a Few Quick Questions!
Editor's Notes
Example of phone vs. on the lotGive me a couple of things you are good at doingGive me a couple of things you are not good at doing?
How many of your managers do all these functions in a day and do them well?How many salespeople have the talent and training to do all these functions well?
*Lack of Professionalism*Untrained Sales Staff*Not Listening*Too Much Time*Too Much Back and Forth*Being Pressured*Too Much Time for F&I Process*Lack of Follow UpPaying too much
What are the 2 words?
Here is the bottom line
It’s time to make a decision
- Stop using boring form letters/responders * MOT’s – Moments of Truth * Headlines * Bullets * CTA’s & Engagement * P.S. Statement * Intentional Congruence * Video email * Text * YouTube * Special reports
- Comfort Zones - Role Reversal - Experience Sub-Conscious Data Dump - Practice Reciprocation Obligation - Discover buyers keywords - Discover buyers communication style - Discover the buyers patterns – Law of Familiarity - Discover if the buyer is a wants or needs buyer - Know the buyers HFG – Hope for Gain - Discover the customers fears and practice risk aversion
How much per month?How much down?What do you owe on your trade?Looking to buy today?
