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Dealers, You Do Not Want To Miss The First Ever "King Of The Ring" - Internet Sales 20 Group 10 from Dealer Synergy on Vimeo.

InternetSales20Group.com/ 267-319-6776

Announcing the first ever "King of the Ring!" Sean V. Bradley is issuing a challenge for Dealers to bring their word track game to Internet Sales 20 Group 10 in Philadelphia, PA! The winner will have their entire trip expenses paid, plus a thousand dollars CASH for the best word tracks in the house! So step up and show your skills, and you can bring home the title belt! That's right, the winner will get their own championship belt to take home! If you want to sponsor or throw down in the event of a lifetime, visit InternetSales20Group.com/ or call 267-319-6776!

This year's Internet Sales 20 Group is shaping up to be our best ever, with a host of dynamic speakers, including industry figures Scott Pechstein (Vice President of Sales, Autobytel Inc.), Sean Seltzer (CEO, SocialDealer), and Sean V. Bradley, CSP (Founder & President, Dealer Synergy). You won't want to miss this event, so sign up now!

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The Internet Sales 20 Group 3 Day Trainig workshop for Internet Sale, Phone Sales, BDC and Digital Marketing ae almost comely field their roster and curriculum. They are just looking for a couple more #Speakers or #Panelists. So, call me asap at 267-319-676
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http://www.InterneetSales20Group.com 267-319-6776

Jason Manos , General Manager of Toyota Manhattan Reviews The Internet Sales 20 Group in New York…

Jason says that when he was told from the VP Of Operations he had to go to a 3 day workshop, he was not to thrilled. Like all other General Managers, there is a lot going on in a dealership… not rot mention in New York City. But Jason goes on to say how he was BLOWN AWAY and Highly recommends the Internet Sales 20 Group for ANYONE but he also suggests that senior management and owners should definitely attend.

Toyota Manhattan is part of the BRAM Auto Group which generate over a Billion Dollars!

If you want any information for #IS20G, please call me on my persona cell phone # 267-319-6776

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Digital Dealer 17 Conference's Keynote Speaker Convicted Criminal (Fraud, Money Laundering & More) - Jordan Belfort "Wolf Of Wall Street"

http://www.internetsales20group.com

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Success is a fascinating thing because every individual on the planet has their own definition of the word.

The dictionary defines success as a “favorable or desired outcome”

This is SO genius because it means that, not only can everyone have their own definition, but that THERE IS ENOUGH SUCCESS TO GO AROUND!

For some people, success is having the necessities…

For others, it’s making loads upon loads of money…

BUT, no matter what your definition of the word is, there is something that so many people miss out on when pursuing success.

Any idea what it is?

Have you ever heard that saying, “Success Breeds Success”? 

Believe it or not, there is something so powerful about rubbing shoulders with highly successful people.

How do you know who's truly successful though? The best way for you to know if they’re successful is to ask yourself two simple questions:

1.) Are they the type of person that you hope to be (character traits, qualities etc.) and, 

2.) Do they have the things that you want to have? (Could be material objects, status, expertise etc.)

When you find someone that you can answer ‘yes’ to those two questions, do whatever you can to be apart of their circle.

You see, when you rub shoulders with successful people (the people that are who you aim to become), there are natural born opportunities that arise from your mere association with them.

One of the best ways that I know of to be in the presence of successful people is to attend as many workshops and conferences as you can. Where else do you get the opportunity to be in the same room with these successful people, have lunch with them and ask them questions?

There are approximately 17,000+ dealerships in the United States today. Including every employee, how many people work in the retail car business? LOTS! …

Yet, there are very few who attend conferences. 

There is no question that these conferences come with a price tag, but you absolutely, 100% CANNOT let the price of success, cost you your success.

Listen, I am not involved with any particular conference for financial gain. I have just come to learn that if you want to be successful, you need to get connected with other like-minded, successful individuals and I don’t know any other better place than at the plethora of workshops and conferences going around. 

One of the next ones you can see me at will be the Internet Sales 20 Group in Boston this coming September.

Supercharge the achievement of your personal definition of success. Start rubbing shoulders with successful people. 

Have questions? Hook me up in the comments below.

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http://www.eventbrite.com/e/internet-sales-20-group-is20g-boston-ma-tickets-11285560415?aff=es2&rank=1#
MSADA & Toyota Are Aligning For Internet Sales 20 Group 6 In Boston - September 22 -24 - Automotive Sales Training

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2012http://www.autocon2012.com/cactussky/

Dealer Synergy & Cactus Sky Communications Create Scholarship Program For AutoCon 2012

 
 

AUDUBON, N.J.Aug. 22, 2012 /PRNewswire/ -- Dealer Synergy & Cactus Sky Communications have partnered with AutoCon to provide 50 Scholarships to dealership personnel so that they can attend the upcoming AutoConNational Training Event.  AutoCon's goal is to provide dealerships with Digital Marketing Training, and they have assembled some of the industry's top experts for this event.

Dealer Synergy and Cactus Sky will provide 50 Scholarships covering the Registration Fee for the event of $895 for a total of $44,750 in Scholarships.  The goal of the Scholarship is to provide an opportunity for a dealership staff member that normally would not be able to attend the event to receive this valuable training.

With over 30% of vehicle sales coming from the Internet, Dealer Synergy and Cactus Sky recognize the need for ongoing training for all the members of the Internet Team, and these scholarships will allow more training and growth in the retail automotive industry.

Sean V. Bradley and Peter Martin decided that one of the best ways to demonstrate their commitment to the betterment of the industry was to commit the funds necessary to support independent dealer focused educational events such as AutoCon 2012.

Automotive Media Partners, LLC and First Class Educators are proud to announce the creation of a scholarship program sponsored by Dealer Synergy & Cactus Sky for the full AutoCon conference registration fee.

Dealer Synergy & Cactus Sky's sponsorship program will provide 50 fully funded AutoCon Registration Scholarships. Fifty automotive professionals will receive the educational, networking, inspiration and innovation benefits from attending the AutoConnections Conference and Exposition. The recipients only have to cover their out of pocket expenses for travel, meals.

Individuals that are interested in applying for a scholarship to the 2012 AutoCon Conference need to go to www.autocon2012.com/CactusSky/ and fill out the quick application.

For more information on Dealer Synergy, please visit http://www.dealersynergy.com

For more information of Cactus Sky, please visit www.cactussky.com

For more information on Automotive Internet Sales, please visit www.automotiveinternetsales.com

Contact is Sean V. Bradley - You can reach him at 267-319-6776


PR Newswire (http://s.tt/1lrug)

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Paul Long on Customer Loyalty Programs - Digital Dealer 10 Conference from Paul N Long

http://www.internetsales20group.com

Discover what frequent flier programs already prove: loyalty programs will give you the best ROI in your digital marketing strategy

Increase your repurchase loyalty, service loyalty and overall profitability. Learn what the airline industry, hospitality industry and the top auto dealers already know: loyalty programs increase bottom line up to 85%. Paul Long defines what customer loyalty programs are and dispels five major myths about them. From his experience in building national loyalty programs in multiple verticals, Long will share what makes a loyal customer and why you want them in your dealership. He will also provide valuable tips to help your business build a loyalty program that will create and keep customers for life. Loyalty allows you to reap the benefits from customers' ongoing relationship to your dealership: increased car sales and fixed operations gross profit.

Learn how to build a loyalty program that motivates action. This seminar will give your dealership the tools and know-how to develop a loyalty strategy that will increase car sales and fixed operations gross profit.

Customer loyalty is a big buzz-word in the automotive world today—in fact most automakers are moving away from CSI scores and focusing on CRS—or customer retention. After all, what good is customer satisfaction if they still don't buy their next vehicle from you? Customer loyalty and retention has a huge impact on profitability, and it's right to focus on it.In fact, as little as a five-percent increase in customer retention can improve a company's bottom-line profitability between 25 percent and 85 percent.

Long will give you an overview of what loyalty marking is and dispel five major myths about it. Then attendees will be shown practical ways to implement a loyalty program in your dealership, and how to track its success. By the end of our session, you'll walk away with both the knowledge and the excitement for building a loyalty program for your business that helps you create and keep customers for life.

After completing this workshop, the attendee will know how to unify sales and fixed operations marketing with a loyalty program

The attendee will be able to calculate the effect which customer loyalty has on bottom-line profitability. • The learner will be able to identify and track three main benefits of successful loyalty programs and loyalty marketing initiatives.

The attendee will be able to develop a loyalty marketing strategy that works for all levels of the organization.

Paul Long, president of re:member group, has been increasing customer loyalty for 15 years. He was integral to the development of the Northwest Airlines WorldPerks Program and has since used his extensive knowledge of and experience with loyalty programs to help businesses worldwide. Long particularly enjoys working with auto dealerships, and he has employed new technologies and cutting-edge strategies to create a state-of-the-art infrastructure for effective communications, member tracking, and rewards distribution

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http://www.flickr.com/photos/dealersynergy/3420894237/ I wanted to congratulate Rob Fontano on his recent cover story. I have had the opportunity to watch Rob evolve over the years and am excited for all of his success. Rob has been through several Dealer Synergy training workshops over the years. I have attached a Flickr link in the post of Rob Fontano and Football great Keith Byars (Formerly of the Philadelphia Eagles and Miami Dolphins). I had Keith Byars as a guest speaker at one of my "Internet Director Immersion Programs" and as a guest speaker at NADA in 2009.

 

I think Rob came to my "Director Immersion Program" JUST FOR KEITH BYARS LOL! (It was his second Sean V. Bradley / Dealer Synergy workshop!

 

For all "Automtoive Internet Sales" members... you should really read his article and maybe even reach out to Rob on AIS... He is an awesome person and a great Internet Sales Professional!

 

Good memories my friend!! And I see that VSEO is working well for you too :)

 

 

 

http://viewer.zmags.com/publication/e8e0b8bc#/e8e0b8bc/1 

 

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Rise and Shine!!

 

Over a foot of snow in Philadelphia!  Funday Monday....and back to work!  Hope everyone enjoyed their weekend, I know I had a very eventful 3 day weekend, and ready to finish the year strong!!  We have 5 days to get in all that we can...STAY FOCUSED!! :)

 

We just added "Groups" to the website, and will be continuing to better the website with some enhancements coming into 2011.  Click on the section on the bottom left side of the page, and take a look at some of the topics that interest you.  As always, I encourage comments, feedback and questions so we can all "synergize" to get better at what we do. 

 

I'm proud to say that not only will Sean Bradley be a featured speaker all 3 days at the NADA conference, but we will also be holding a MAJOR Press Conference with some exciting announcements for Dealer Synergy for the New Year!

 

 

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http://www.dealersynergy.com http://www.internetsales20group.com "The Next Online Evolution: Video Search" Was FIRST Published in Digital Dealer Magazine in 2007 Did you ever wish you had a hot tip, or like the television show, Early Edition, get tomorrow’s newspaper today and then go out and buy a winning lottery ticket? Even better, what if you could call yourself back in 1985 and tell yourself to buy all the Apple computer stock you could handle. Wouldn’t that be awesome? Sorry, but I can’t help you with those items, but I can share with you that I strongly believe video search is a sleeping giant of an opportunity that is growing and poised to explode at quantum speeds and virtually no one in the auto industry is taking advantage of the opportunity. Everyone knows about search engines and they are used all the time, but I was surprised at the sheer magnitude of their influence. • 88 percent of adults conduct online research prior to completing their purchase. • 67 percent of adults in the United States use search engines as a research tool. • 54 percent of search engine users find web sites to purchase their desired product. • 62 percent of search engine users click a result within the first page. The latest multi-media/video trend is video Internet marketing or Internet 2.0. Video search is the foundation for the next Internet evolution. The new web is evolving to become a very different animal than it is today. It’s truly becoming a tool for bringing together the small contributions of millions of people driven by their individual preferences and desires. Just a few months ago, eMarketer, an online marketing news channel, said more people than ever are watching more online video more frequently. eMarketer estimates that over one-third of the US population will view video on the Internet on average during 2006. By 2010, the US Internet video audience will have grown 45.8 percent to 157 million, up from 107.7 million this year. When Google spent $1.65 billion for 19-month-old online video phenomenon You Tube, it was portrayed as a sign of the triumph of online video. They didn’t buy it just because it was a cool site; they bought it for the audience it reaches. Research shows the current video-viewing audience is predominantly male and most are heading toward middle age rather than their first job. This means that site visitors are in their prime spending age and advertisers need to know they can reach this audience in this new medium. This model is evolving as we speak and will become the way advertisers reach buyers in the future. Companies that succeed in this new medium within the channel will be those that are in the right position to leverage the video viewing community to get their messages across. Just like a traditional web site, video enhanced sites have existing content and keywords married to special events videos, and the various search engines that consumers use each day pick these up. Cyrus Krohn of MSN Video says, “Television has got a lot on the Internet as far as history goes, but the evolution of products I’m envisioning will service both parties,” he said. “I don't know how long it’s going to take, but you’re really going to have a hard time distinguishing between the monitor and the box.” Growth in this area will continue to explode and opportunities for automotive advertising, marketing and branding will be abundant on these video channels. Most people I talk to under 50 are well aware of YouTube.com, MySpace.com, Google Videos and others, and the e-mail I used to get with jokes are now replaced by e-mails with links to online videos. Here are a few more eye opening stats. • For all the clips playing, online video advertising currently comprises just 2.6 percent ($410 million) of total Internet advertising spending ($16.4 billion) • The average video seeker is far more likely to be heading toward middle age rather than heading for his first job. This means that users are in their prime spending age and advertisers need to know how to reach out to them in this new medium. • Time magazine unveiled its “Person of the Year” for 2006 on December 16, 2006, as – you, the creators and consumers of user-generated Internet content like video-file sharing sites YouTube, and the social network site MySpace.com. Over the next few years, companies will expand their presence utilizing online videos and keywords they could never have even imagined using today. Television commercials are expensive, but you can put “commercials” and other branding videos online for free. Do you utilize videos on your web site? You can easily tweak them and post them on YouTube and other sites now for free. Film your sales manager giving a brief overview of a new vehicle model and post it on the web. How about posting a short video of your service manager talking about the importance of tire rotation on your new SUV? Can you see a brief clip or series from your business manager explaining the value of an extended service contract? I can also see him or her talking about loyalty programs, GAP coverage and other important aftermarket products. Currently you probably have just a bulletin board in the showroom with testimonial letters from happy customers. Why not film customer testimonials and make your customers “stars on the web?” Are you starting to see the possibilities? You don’t always need a professional film crew to do the videos, but it will help. Try it out with your home video camera, experiment a bit and post a few to see the results and ask for feedback from friends, associates and family. Maybe you have a college nearby with a film program. Invite some of the students to get some experience by videotaping your team for online videos. Some may jump at the chance. You will quickly learn how to make it happen. Let that Steven Spielberg part of you come out, and start working on your next big blockbuster.
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http://www.dealersynergy.com http://www.internetsales20group.com "The Power of the Network" originally published in Digital Dealer Magazine June 2007... Currently Verizon Wireless television commercials show crowds of support people for their wireless network. This conveys in a very clear fashion that Verizon customers have an incredible amount of support behind their service. Business people have known that networking is a great way to get the word out about their business. Think about MBNA credit cards. They offer private-label “affinity” programs for all sorts of fraternal collegiate and charitable organizations. Consumers’ loyalty to their college institution means a MasterCard with a campus image on the front and fees for the credit card company and the college when the card is used regularly. Business development is an art form; you cannot expect to do what everyone else does and be great at it. You need to think outside the box. What would you say if I told you there was a way for your dealership to attract an audience of over five or ten thousand possible buyers and control that opportunity and literally steer them to you and your dealership? This program takes the best aspects of affinity marketing and leverages it to the next level to create excitement, build loyalty and sell more vehicles. Instead of prospecting one person at a time, the goal is to go after major accounts, organizations that have hundreds to thousands of members. Think of it as fleet sales on steroids. Just so we are clear on what I am sharing with you, here are examples of the groups you can target for your dealerships: • The United States Military: Army, Navy, Marine Corps, Air Force, National Guard and Coast Guard • Law enforcement agencies: local branches of the FBI, DEA, Secret Service, ATF, INS, state police, police departments, sheriff departments, and correctional facilities • Fire departments • Hospitals • Teachers’ unions, schools, colleges, and universities All you need to do is contact these organizations, build some rapport and establish a relationship with them. To aid in that effort, offer them a “Value Partner” Program (VP). What you are going to do is let them know you have designed a “special” program and a website not open to the general public. The web site is exclusively designed for the sole purpose of providing valuable information for their group. Once members of the organization log on to the site and enter their password they will be admitted to the site and receive real benefits such as: • Discount pricing on vehicles • Discount pricing on service • Discount pricing on parts • Free or discounted items or services from other businesses Imagine a program with a military base close to your dealership. You would have access to a huge demographic. Instead of prospecting one by one you would have an entire military base where you could focus a specific marketing message. You can include not only the soldiers but also all the civilian department of defense workers on base. Then you could extend it to all of their family members, too. The potential prospect and the opportunities are incredible. If you tell these members with the military and their affiliated groups that they will get incredible services and discounts, why wouldn’t they explore their options with your organization? Think about this from your perspective. If your spouse is a teacher and in a union and that union offers discounted interest rates on vehicle loans wouldn’t you look into it? This would be irresistible to many of the members in the group. Where do you begin? Before you approach an organization you want to secure commitments and services from local businesses in your local market. What do you look for? Frankly just about anything should be under consideration. Discounts on beauty salon services, spa visits, sporting events (both professional and collegiate), dining, nightclubs, limousine services, electronics, computers, dry cleaning, and so on. These are all items that can be part of your offering. For the program I created in the Philadelphia area, I went to prominent and well-known establishments and pitched them on how they could increase their business by being part of my network. Naturally you want to speak with the owners who have the authority to implement these types of programs and discounts. One nightclub/restaurant was a favorite watering hole for athletes, actors and musicians and always had a line waiting to get in the club. I shared my plan with the owner and the potential audience we were targeting. They offered $25 off coupons on any meal $50 or over. I then asked him to provide an awesome prize once a month that can be raffled off or given away. With hopes of increased business, he provided an unlimited amount of those $25 coupons and then once a month he committed to offer a bottle of Cristal Champagne or another top shelf champagne plus two complimentary entrances into the establishment, plus two VIP entrances so the winners can go mingle with celebrities in the crowd. The point was to have a night out with VIP treatment for the lucky winner. The retail value of the monthly prize was over $600, and there was absolutely no direct cost to the dealership. The net value of the donated monthly prize was less than $200 for the night, but the advertising the restaurant got to the military base members and others in the group was worth thousands of dollars. Plus the idea is that they have such an awing experience they will want to come back and, at the very least, tell everyone about their great experience at the restaurant. A limousine company provides another good service. They often have downtime and are looking to pick up extra business. I packaged the monthly night out to the restaurant with a limousine ride and again, the limousine company received great visibility in the program, and our members received free limo rides. We were able to promote our dealership services and the products and services of our partners on radio, television, in print and of course on the Internet. This program differentiated our dealership from every other one in the market. We had articles written about us in the military newspaper on base and that helped feed the number of users on the program. I guess today they call this viral marketing, but we just saw it as a great way to leverage existing networks, add strong value to the program and provide incredible service to the members at our dealership. This program was business development at its best. Sean V. Bradley
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http://www.dealersynergy.com http://www.internetsales20group.com First Published in Digital Dealer Magazine March 2007 Hello, Can you Hear Me Now? The phone is one of the most misused opportunities in a dealership.” I was actually told that about a decade ago when I went through my first phone sales training class. The truth is that it still applies today. Sometimes it takes forever for someone to even answer the phone and from there it gets bounced from the receptionist to the salesperson and finally to a manager. In most cases like that, the prospect abandons the call out of exasperation. To make matters even worst, when a salesperson or Internet/BDC rep gets a potential customer on the phone, he never even gives his name, asks the prospect for his name or builds value in himself and the dealership. Let me give you a great example. I was recently working with a franchised dealer in Kentucky for a week of training on business development and reviewing the dealership’s phone process through role playing. I was stunned when we engaged our role-play because the manager of the department was ignoring my questions, being vague and personifying the stigma of an old school car salesperson. I corrected her and started to teach her the proper methods and she further surprised me by explaining that she felt that what she was doing was wrong, but was trained to do so. She went on to tell me that the previous training company had told them to follow the scripts and ignore the prospects. She also said that the trainer actually sat in class and said no matter what the customer asks, ignore him and keep going on with your script. Knowing that trainers are teaching this is very disturbing to me. I want to clear up some things and give you all some very powerful information about phone sales and statistics based on our research and experiences in the field: • More than 80 percent of the time Internet or sales consultants don’t ask for the name and number of the caller • Seventy-eight percent of the time they do not attempt to make an appointment with the prospect • More than 70 percent of the time the sales consultant didn’t qualify the prospect properly. Some might have asked questions about the vehicle, but very rarely asked the prospect about wants, wishes and expectations other than the vehicle • More than 85 percent of the time the Internet or sales consultants did not properly identify themselves or ask the customers to write down whom they should ask for when they get into the dealership • More than 70 percent of phone ups are not logged into an ILM or CRM properly or even logged in at all, which means they are never followed up on The bottom line is there are steps to a sale – any sale. You need an opportunity to do business. You need to get someone to like you, trust you and believe you. If that occurs, they will buy from you (or at the very least come in for an appointment). If you want to be successful at selling cars you need to master your phone skills. And if you want to maximize your Internet department, special finance department or business development center, then you absolutely need to not only get control over your phones, you need to master them. You need to remember several things: • There is a science of communication…55 percent of communication is visual perception and body language. Thirty-eight percent of communication is auditory stimulation and inflection of tone. Finally, only 7 percent of communication is conveyed through text…the words we use. • That means you need to have a solid plan of how you are going to engage your prospect. You need to have an escalation protocol; meaning if there is only 45 percent (meaning 38 percent inflection of tone and 7 percent in words that we use) of communication on the phone, your main focus is to escalate that relationship as fast as possible to the next stage…the appointment. So, you should not be focused on selling the vehicle over the phone. You should focus on selling the appointment. The vehicle “selling” should be done in your environment, when you can conduct a full product presentation and the demo drive. You need to get in front of the prospect to start building rapport. • You should have a solid incoming phone call process. Following is an example. Incoming call script Dealership rep: “Thank you for calling ABC Motors, Sean speaking… are you calling about our sale?” *You want to properly greet the prospect on the phone and set the stage. Remember, you only have one chance to make a first impression. Right from the onset you are setting the tone for the call. By asking the question, “Are you calling about the sale?” you are finding out why the prospect is calling or from where they are calling. Prospect: “No, I am not…is there a sale going on?” Dealership rep: “Absolutely! We have several sales going on. (Make sure you have a list of current sales or promotions handy.) Are you looking for a new vehicle or a pre-owned vehicle?” *This is an opportunity to create some excitement…sales is about transference of energy. If you aren’t excited, why should your prospect be? Prospect: “A used car probably.” Dealership rep: “Great, which one of our sales were you calling in on?” * Now is the time you are going to find out exactly from where they are calling. This is the time where you find out where your ad dollars were successful. Prospect: “I saw your ad in the Auto Shopper magazine on that pre-owned ‘05 Suzuki Grand Vitara.” Dealership rep: “That vehicle is definitely available… your name is…? And how do spell your last name?” * This is very important; you need to ask his name. Some people might go for the phone number too, but a lot of people on the phone are skeptical about giving the phone number out so quickly. I think it’s best not to go for it this early in the game. Getting a name is a great start. Now you can use the prospect’s name in the conversation and make the experience more personal. Prospect: “Dave A-D-A-M-S” Dealership rep: “Dave, just so I know… besides availability, what else is important to you in purchasing your next vehicle?” * This is so important. You are going to qualify your prospect here. Most sales are not made because the salesperson was on the wrong car and the prospect’s “wants, needs or expectations” weren’t met. A salesperson’s ultimate goal should be to exceed a customer’s expectation, but the fact is you can never exceed a customer’s expectations if you first can’t identify their wants wishes and expectations. Let the prospect tell you what it is going to take to earn his business. Let him give you all the details to assist you in closing the sale later. Remember what Dr. Stephen Covey says… “Seek first to understand before being understood.” Prospect: “I was looking for the best price.” * It doesn’t matter what they say, meet their expectations. Make sure they know you are there to help them. Then transition to your value package proposition (meaning sell, sell, sell your dealership). Show them why they should do business with you. Dealership rep: “Dave, how about this… If I wasn’t able to get you the best price… I would never expect you to purchase a vehicle from me, OK?” Prospect: “OK.” Dealership rep: “Dave, with that said… can I tell you what else we do here to go above and beyond for our customers?” * This is again an opportunity for you to create excitement. This is the part where you can exceed their expectations. If they were “expecting” anything else, they would have mentioned it previously. By this time we have properly qualified our prospect, created rapport, and met their expectations. Now we can go for our “value package.” Prospect: “Absolutely!” Dealership rep: “Here at ABC Motors we have created a special value program that includes: • Free delivery to your home or office • Rewards / loyalty program • Tires for life • Free oil changes • Price guarantee / price protection • Loaner cars • Entry into our drawing (for just coming in for an appointment)” * You can use anything here… whatever your dealership does as its “differentiator.” Dealership rep: “How does that sound, Dave?” * This is your trial close. Prospect: “Wow… are you serious?” Dealership rep: “Absolutely. When is the best time today for you to come in – afternoon or evening?” *That is the close. Set the appointment on the quarter hour. Say something like, “Which is better, 3:15 or 4:15pm?” Appointments set on the quarter hour have a better show ratio. Sales representative should close with asking for the prospect’s cell phone number and e-mail address, explaining that if something changes they can get in touch with the prospect and they will send an e-mail confirmation with directions for the appointment. It is important to obtain this for follow-up with the prospect. I hope you all realize how powerful the phones are… master your craft. Sean V. Bradley
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