The Official "King Of The Ring" Belt For The Battle At #IS20G 10
The Official "King Of The Ring" Belt For The Battle At #IS20G 10
Happy Birthday to Dealer Synergy and Our CEO Karen Bradley from Dealer Synergy 856-546-2440
Karen Bradley Presents the '7 Habits of Highly Effective People FREE Webinar - April 18 - 1PM EST
The 7 Habits of Highly Effective People Overview
Are you looking to achieve a level of true effectiveness at the dealership? To lead a life based on timeless principles of effectiveness? To live each day with purpose? To build life-long, mutually beneficial relationships with your customers and co-workers? If the answer is yes, then this “7 Habits of Highly Effective People” webinar is for you!
There is a reason why “The 7 Habits of Highly Effective People” curriculum, written by the late Stephen R. Covey, is taught to over 65% of all Fortune 100 and Fortune 500 corporations. Additionally, there are over 6 Million people globally trained on the the “7 Habits”, with over 35 million book copies sold worldwide, making it the #1 non-fiction book of all time. The “7 Habits” focuses on time management, leadership, organization, communication and teaches you how to truly achieve Work / Life balance.
If you work in a dealership, you know how chaotic it can be. Often times, it is difficult to distinguish the priorities from all of the noise. You invest 8, 10, even 12 hours of your day only to leave feeling like you got nothing accomplished. Also, it’s no secret there is a serious problem in the automotive industry with attrition! Our industry is plagued with mediocrity. You see it on the Showroom sales floor, in F&I, in Service, in the Internet Sales Dept and BDC… it’s everywhere! If you want to learn how to do more, be more and achieve more, you need to understand the “7 Habits of Highly Effective People” and how they can literally transform your LIFE! Register today and be well on your way to personal and professional effectiveness!
Karen Bradley Biography
Karen Bradley, is the CEO of Dealer Synergy, a top rated International Training and Consulting Firm that specializes in building Internet Departments and Business Development centers around the globe. She is also the Co-founder of Internet Sales 20 Group, an education company that specializes in training automotive sales professionals through their first class national bi-annual conference.
Karen has 10+ years Automotive Sales experience where her sole mission has been to help car dealerships and their personnel achieve their maximum potential. She has directly helped over 1,100 roof tops and tens of thousands of Automotive Sales Professionals evolve personally and professionally.
Karen also has 14 years of Accounting experience and 9 years experience as a Certified FranklinCovey Trainer and Facilitator for the 7 Habits of Highly Effective People and The 5 Choices to Extraordinary Productivity. She is an instructional design and curriculum development specialist, a time management and organization expert, as well as a process engineer. She has been recognized by the National Speaker’s Association for her skills in public speaking and was nominated in 2015 as one of the top 100 Leading Women in the North American Auto Industry, by Automotive News. Karen has also graced the covers of several major automotive magazines; most recently in AutoSuccess’ April 2016 edition, for her expertise on the importance and usage of video.
Karen’s most important role is as a proud wife and mother of 4 kids, ranging from 3 years old to 18 years old. Combine this role with her role as an owner of 8 companies, by living the 7 Habits of Highly Effective People, Karen is truly able to achieve “Work / Life” Balance, the basis for today’s webinar.
You can Call or Text Karen at 484-663-3584 or email her at email@example.com
Stall tactics are a type of objection that don’t mean “no”, they just mean “not yet”. Sometimes they indicate our customer’s need for more information (logical) and often they tell us that our customer just isn’t comfortable moving forward yet (emotional). Stalls can be the result of not building enough value in our customer’s mind, but usually it’s nothing more than a natural response to an uncommon situation like a major buying decision.
Unfortunately, stalls sound just like their brothers the “reflexive” objection (those that come before we’ve had time to relax our customer by building rapport) and the “condition of sale” objection (those that come at the end of the transaction and must be satisfied for the sale to occur). By far, the most common reason sales people fail at effectively handling a stall is because they only know one or two ways to handle objections and most of the strategies they do know address the “condition of sale” for closing purposes.
To effectively handle stall tactics, we need to have responses that address both the logical stall and the emotional stall and then we need to recognized where in the sales transaction the stall appears. By taking into account the timing in which it occurs, we’ll be able to use the appropriate strategy to help make it easier for our customer to move forward through the buying process. The majority of sales are missed because the salesperson isn’t able to help the customer make it through the entire sales process, not because they didn’t have what the customer wanted.
There are many different kinds of stalls, but for our purposes now, we’ll address the objection:
I need to think about it
If this objection occurs at the transition from the lot to our office, many sales people mistakenly first use the direct question strategy: “What exactly do you need to think about?”, which is a perfectly good strategy, if our intent was to close the sale. This strategy is specifically designed to help us close the sale by narrowing it to the final objection.
However, what are we trying to do here, close the sale or get to the write up? Our intent is to make it easy for our customer to get to the next step of the sale; the write up stage. By using a closing technique here, we often force our customer to justify why they shouldn’t begin the negotiating process. We unwittingly hurt both our cause and our customer’s. Plus we may make our customer even more uncomfortable thus creating a bigger roadblock than it currently is.
If this objection occurs at the transition, we should first use “Smart Decision”:
● “Folks, at least allow me to share with you the basic numbers, that way you’ll have all the information you’ll need to make an intelligent decision. That makes sense, right?” (Wait for the answer, then say,) “Follow me.”
● “Of course you need to think about it, it’s a big decision. Come on inside with me, and allow me to give you a basic idea of the numbers involved. That way when you do think about it, you’ll have all the info you’ll need to make a smart decision. Does that make sense?”
If this objection still exists at the transition or if it occurs after presenting the first figures, then we can use “Exactly What”:
● “If you don’t mind me asking, exactly what is it you need to think about?” (If they say, “we don’t know”, we say,) “If you did know, what would it be?” (If they still say, “we don’t know”, we say,) “But if you had to guess, what would it be?”
When our customer won’t/can’t pinpoint the roadblock to a decision, we can use “3 Ps”:
● “How long do you need to think about it folks?” (Wait for their answer, then adjust this response to their number. If they say two days, we use the number two. If they three days, we use the number three. Let’s assume they tell us “One day”, we say,)
“Folks, whether it takes one day, one week, or one month, it’ll come down to the same three issues it does for all of us. We actually call it the three Ps. If you’ll let me share them with you, it’ll probably save you a lot of time, may I?” (Wait for their answer, then say,)
(At this point, we are simply trying to discover what the final objection is. And since our customer is already predisposed to tell us “No”, we’ll frame the next questions to make each “no” a “yes”.)
“The first P stands for product. Is it missing some equipment?” (Wait for their answer) "Is it the wrong color?” (Wait for their answer) “Does it have too many miles?” (Wait for their answer) “Is there anything about the vehicle that you’d change?” (Wait for their answer)
“Okay, if it’s not the first P, then it’s probably the second P and that’s the people element of your decision. Is it the dealership location that’s got you hung up?" (Wait for their answer) “Is it the dealership reputation?” (Wait for their answer) “Goodness, I hope not but did I do something to offend you” (Wait for their answer) “Is there anyone here that’s given you the impression that we wouldn’t go the extra mile to make sure you’re satisfied?” (Wait for their answer)
“Well if it’s not the first P, and it’s not the second P, it’s got to be the third P and that’s either price or payment. Which one are you most uncomfortable with?” (When we discover what the final objection is, we address it accordingly.)
If this objection occurs at the end of the negotiations, we use “3 Questions”:
● “At the point we’re at now, your decision comes down to three basic questions, may I share them with you?" (Wait for their answer) “Number one, does this vehicle give you what you want?” (Wait for their answer) “Number two, can you afford it?” (Wait for their answer) “Number three, am I the kind of person you want to help you with this decision and to support you through the entire ownership experience?” (Wait for their answer) “Since you’ve answered yes to all three, I just need your okay right here.”
As a last resort, we can use “Excuse Myself”:
● “After all this, if my clients are still telling me they need to think about it, what they are really politely saying to me is that they want to discuss it without some salesguy/salesgal hanging all over them. I completely understand that folks. Let me do this, let me excuse myself for a few minutes and you discuss this. When I come back I’ll make myself available to answer any final questions you may have. That way you’ll feel completely comfortable about owning your new vehicle.” (Then we quickly get out of their line of vision for about half a minute. After 30 seconds or so we get back into their line of vision but not so close as to be able to hear what they are discussing. Once they call us back in, we address either their “No thanks” or their “We’ll take it” but what they can’t tell us is they still need to think about it. Most of the time that is.)
Timing can sometimes mean everything. By having multiple strategies for each of the most common objections we encounter, and by being cognizant of the timing in which they occur, we can usually competently and confidently lead our customer through the entire buying process.
AIS Interviews The "Billion Dollar Girl", Toni Anne Fardette, Director of Business Development For The Atlantic Auto Group ($1.1 Billion Dollar, 22 Roof Top Dealer Group)
Does not matter if you are a Dealer Principal, GM, Sales Manager, Internet / BDC Director, Automotive Sales Professional or a Receptionist. You must watch this powerful interview from one of the absolute BEST professionals in the entire Automotive Sales Industry, Toni Anne Fardette of the NEw York Auto Giant, The Atlantic Auto Group. Toni Anne is a major force within this Billion Dollar + Dealer Group. Toni Anne started as a receptionist and now is in command of a $1.1 Billion Dollar Dealer Group's eCommerce, Internet Sales, BDC, Training, HR and so much more.
Enjoy my friends-
Sean V. Bradley, CSP Upgrades to the White 2017 BMW i8 - BMW of Turnersville - New Jersey
Register For FREE Autobytel Webinar "The Phones and Internet Are The New Showroom", Presented by Sean V. Bradley, CSP
Register for the "Internet And Phones Are The New Showroom" Webinar - March 7th at 2:00pm
Happy Sweet 16 Kalina Bradley And Congrats On Your First car - 2017 VW Beetle Convertible "Denim" Edition.
Today was a very special day on multiple levels. first, it was Kalina's Birthday. Her "Sweet 16". Additonally, she received her FIRST CAR!!! It was a beautiful White VW Beetle Convertible. She was super happy and her family was so very proud of her and happy for her.
Dealer Synergy is Hiring Sales Coordinators / Assistants - Audubon, NJ - 08106
We are #HIRING at Dealer Synergy !! I am looking for #Sales ASSISTANTS / Sales Coordinators. We are growing so fast and can NOT EVEN respond to all of the #leads #prospects #interest coming in on a daily basis. We do NOT want or need any #ColdCalling or #Prospecting. We have so many opportunities here. We just need some #SalesAssistants that want to help us take our company to the next level. Schedule is 8:30am - 5:00pm, Full Benefits:
- Medical, Dental and Vision Insurance
- Holidays Off
- 401K (and we match 3%)
- Continued Education (Education reimbursement)
- Tremendous opportunity to grow
- You can Make as much money as you can earn
- You will be able to earn a MINIMUM of $40,000 - $60,000
- Opportunity to evolve to full blown Sales Executive (versus just an assistant)... A Sales Professional at #DealerSynergy can earn $120,000 - $150,000 EASY.
- Training from the BEST in the World
- Be mentored by a Multi Millionaire... who started with NOTHING
** Please send resume to firstname.lastname@example.org or Call / Text me at 267-319-6776
*** This is ONLY for NJ / Philly Residents to work in our corporate office in Audubon, NJ.
**** Experience a PLUS but I am willing to invest and train the RIGHT PERSON
New research shows that being there and useful in consumers' initial auto searches leads directly to dealership visits. The brands that want to win sales on the lot need to first win these early micro-moments.
Customers increasingly rely on digital, and especially mobile, to help with their auto purchase journey—to research, find deals, and get real-time auto advice. For example, 1 in 3 adults in the U.S. watches auto content on YouTube once per month.1 Today, these digital interactions influence shoppers' decisions as much as (and potentially even more than) the salesperson on-the-lot. And because we're not yet able to start and finish an auto purchase online, it's critical for brands to win early micro-moments to drive people to the lot.
We conducted a study looking at individual micro-moments and their impact on dealership visits. We found positive correlations between searches in all five of the key auto moments and a visit to the dealership.2
For moments later in the purchase journey it should not be a surprise if a consumer turns up at your lot—for example, when someone searches for where to buy a car.
However, being there in initial moments matters too. Our study shows thatconsumers in their early research moments, such as which-car-is-best or is-it-right for me moments, are signaling intent to visit a dealership within a week.3For brands, then, having a digital presence across all the five key auto micro-moments is critical.
Format matters in driving traffic to the lot Equally important to being there in the initial research phase is being useful with the right content in the right format. For early micro-moments, video is great for engaging consumers. In fact, of people who use YouTube while buying a car, 69% are influenced by it—more than TV, newspapers or magazines.4
For auto consumers, our research shows that YouTube has the greatest impact at the start of the purchase journey. People using YouTube in which-car-is-best moments showed a higher correlation with dealership visits than people using YouTube in other moments.5 Some of the common search terms for shoppers in these moments include: "[brand/make] + reviews," "[brand/make] + specs," and "best luxury cars."
Once consumers have narrowed down their which-car-is-best choices, they want to know if their selection will fit their lifestyle and needs. They're curious about features, options, interiors, and exteriors. Increasingly, they're turning to Image Search to answer these is-it-right-for-me questions. Search interest for "pictures of [automotive brand]" is up 37% year-over-year,6 and 80% of these searches are now happening on mobile.
These image searches can drive consumers to the dealership. In fact, consumers who used Image Search in is-it-right-for-me-moments were more likely to head to the lot than those people using Image Search within other moments.8 In these moments, popular search terms include: "[brand] + sedan models," "[brand/make] + interior," and "[brand/make] + dimensions."
If you want to be one of the few visits that a consumer makes to the dealership, invest in mobile for those early micro-moments too. We can unequivocally say that being there across all five moments is important if you want to turn auto browsing into buying. But don't fall into the trap of thinking that buying decisions only happen at the end of the marketing funnel. If you want to be one of the few visits that a consumer makes to a dealership, invest in mobile for those early micro-moments too.
We can unequivocally say that being there across all five moments is important if you want to turn auto browsing into buying. But don't fall into the trap of thinking that buying decisions only happen at the end of the marketing funnel. If you want to be one of the few visits that a consumer makes to a dealership, invest in mobile for those early micro-moments too.
And don't forget to track the impact of being there in early micro-moments. Tools such as Google store visits or store sales can help OEMs understand the role of these moments in prompting dealership visits, and help your brand drive true business growth.
Digital Trends: Luxury Auto Shoppers July 2016
A data-driven look at the online behavior of luxury auto shoppers.
And don't forget to track the impact of being there in early micro-moments. Tools such as Google store visits or store sales can help OEMs understand the role of these moments in prompting dealership visits, and help your brand drive true business growth. Sources
1 Google/Ipsos Connect, Mobile Video Study, U.S., n=2503, among adults aged 18-54 who go online at least monthly, Feb. 2016.
2,3,5,8 Google Data, aggregated and anonymized data are based on a sample of U.S. users that have Location History turned on, 2015. Compared foot traffic to any auto dealership between users who searched for an auto keyword within 7 days and those who did not. Auto keywords included in the analysis are the top 500 keywords by auto micro-moment.
4 TNS Media Consumption Report, 2015.
6 Google Trends, September 2015 vs. September 2014, United States.
7 Google Internal Data, September 2015, United States.
Marketing to Gen Xers? Here's What They're Watching on YouTube
Want some insight for marketing to the so-called "latchkey generation?" Looking for YouTube user demographics? Check out the latest research on Gen X engagement trends on YouTube.
Netta Gross , Brianne Janacek Reeber
Video Consumer Trends Search
Put Google research and insight behind your thinking SUBSCRIBE Generation X, born between the mid-1960s and late '70s, bore witness to the technology revolution. Its members are old enough to remember a time before the internet, but young enough to have adapted quickly to the changing technological landscape. The incentive for brands to engage this generation on YouTube is, in a word, massive. According to Pixability, Gen Xers account for over 1.5B views every day on YouTube.1 To better understand Gen Xers' priorities relative to their YouTube engagement, Google conducted qualitative and survey-based research in partnership with Ipsos Connect and Flamingo.2 The findings? Gen Xers' behavior on YouTube reflects broadly held assumptions about the generation: their ability to self-start, their love for nostalgia, and their desire to be in the know, just to name a few traits. Below, check out the stats behind the YouTube behavior of Gen Xers, and get color commentary on each trend from someone who knows a thing or two about this cohort—Justine Bloome, head of strategy and innovation at media agency Carat. Justine works every day with brands like The Home Depot, MasterCard, General Motors, Disney, Mondelez, and P&G to connect with Gen X audiences. 1) Embracing nostalgia
YouTube is certainly good for a look back. It's almost a time capsule in that way. Remember that jingle you knew every word to as a kid? It's probably on YouTube. Remember that jaw-dropping scene from your favorite crime drama? It's probably on YouTube.
Justine's take on Gen X using YouTube for nostalgia: "I don't think that Gen Xers are any more nostalgic than previous generations. However, their ability to tangibly access their nostalgia—and our ability to observe that behavior through data—has changed. For example, with a number of entertainment and celebrity icons from the '80s and '90s passing on in 2016, I am sure YouTube saw huge spikes in Gen X searches for Prince, David Bowie, George Michael, and others. Part of me also wonders if this is how Gen Xers share these memories with their children—allowing them to experience it firsthand, rather than just hear their parents recount the story." 2) Staying in the know
YouTube is Gen Xers' way to keep a pulse on current events.
Justine's take on Gen X using YouTube to stay in the know: "Gen X grew up with US Weekly and witnessed the dawn of reality TV. Remember 'The Real World' on MTV? 'Survivor?' Gen X had front-row seats to the rapid rise of reality TV and celebrity culture. Gen X also adapted quickly to many groundbreaking technological innovations that sped up access to news, entertainment, and personal connections—think VCRs, CDs, digital portable music players, and mobile phones. And they were early adopters of social media at scale. Staying relevant and not feeling left out is important to their identity, so it makes sense that they turn to YouTube to keep a pulse on current events." 3) DIY on their own terms
For Gen Xers, it's important that they're able to take this how-to content at their own pace. To that end, they report making good use of the pause and replay buttons as they master a new skill.
Justine's take on Gen X using YouTube for DIY on their own terms: "Gen Xers were first known as the 'latchkey generation.' Many grew up in households where both parents worked, so they found themselves home alone more so than previous generations. They took a lot of responsibility for themselves and their siblings, and subsequently developed a sense of independence and willingness to self-start. Gen Xers are now at a place in their lives where they have the means and time to invest in their surroundings, their personal appearance, as well as their health and well-being. Comparatively, Gen Xers are less likely than Millennials to ask others for their opinions, so I am not surprised that Gen Xers use YouTube to figure something out on their own." What this means for brands So why does all of this matter to brand marketers? Because 75% of Gen Xers watch YouTube at least monthly on any device.3 And 64% of Gen Xers bought a product or service they saw in a video on YouTube when they were learning how to do something.4 All of that watching presents a significant opportunity to influence. Sources
1 Pixability Software. All-time data up to Nov. 2016.
2 Google/Ipsos Connect, U.S., YouTube Human Stories: Gen X, n=1,004 among respondents age 35–54 who go online at least monthly, Sept. 2016. Google/Flamingo ethnographic research among 15 respondents age 35–54, Sept. 2016.
3,4 Google/Ipsos Connect, U.S., YouTube Human Stories: Gen X, n=1,004 respondents age 35–54 who go online at least monthly, Sept. 2016.
It does NOT matter what you did last month. Good or bad, it's over. The ONLY thing that matters is what you are doing today and what you are planning to do for the rest of this month!
Stop The Hemorrhaging Of Attrition And Simultaneously Increase Your Dealership's Sales And Gross By 50% - Sean V. Bradley, CSP - NADA 2017
The Phones And Internet Are the New Showroom And The Key to 88 Million Millennials - Sean V. Bradley, CSP - NADA 2017 Presentation Power Point
http://www.DealerSynergy.com 267-319-6776 Why Training is Important:? There are over 17,500 Franchised Dealerships in the country with over 400,000 Automotive Sales Professionals, Managers and Owners. The average sales person delivers 9 units per month and earns less than $50,000 annually. Furthermore, the Auto industry is hemorrhaging with Attrition. Over 70% Attrition with new hires! Yet, there are people that are averaging 30, 40 and even 50+ units per month on the Showroom Floor and earning $150,000 , $200,000 and even $350,000+ per year on the showroom floor. Why? How? What’s the difference? Simple, People that are trained properly, prepared for every situation, every scenario, that are confident and organized are going to do more, be more and achieve more. Do NOT let your people “PRACTICE” with real customers. 99% of prospects go online before they step foot into the Dealership. The average “In Market Buyer” only visits 1.2 Dealerships. The Internet and Phones are the “New Showroom”! If you have NOT set up your Internet, Phones and BDC initiative correctly or set up your CRM and TRAINED everyone in your organization thoroughly on these strategies and resources you will fail. If you do not fail, the best you can hope for is mediocrity. People are NOT an expense or a liability. The right people, properly trained are your greatest asset and what differentiates you from your competition. So invest in your business, invest in your people. Train, mentor and develop your people. IF you are going to NADA Convention & Expo #NADA100 call / text me to set up an appointment 267-319-6776 or stop by the Dealer Synergy Booth #4901
www.DealerVideoProduction.com / 856-546-2440
Dealer Video Production Is The Best Agency For Car Dealerships - 2017 Demo Reel
Dealer Video Production has a state-of-the-art video production studio in house, manned by a team of seasoned video production specialists, filmmakers, editors, sound engineers, animators, and designers that can help you bring your vision to reality. We specialize in full-service productions, taking your vision from the storyboard stage all the way through to post production and optimization of the videos for web and television.
Please let us present to you, our 2017 Demo Reel.
Attend Sean V. Bradley's NADA100 (2017) Convention Workshop & Visit Booth #4901
Visit Dealer Synergy at NADA 2017 at Booth #4901