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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. 

Source: https://www.linkedin.com/pulse/how-handle-stall-tactic-i-need-think-michael-d-hargrove 

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http://www.BradleyOnDemand.com/ 856-546-2440

Make Money Mondays with Sean V. Bradley - The Olympics

In this week's Episode of Make Money Mondays Sean V. Bradley, CSP, President of Dealer Synergy, discusses the different levels of professionalism. An Olympic athlete is the highest honor of professionalism you can hold. If you think you are truly a professional, you should grade yourself on a realistic level. As an automotive professional, you can be junior varsity, varsity, AAA, or in the major leagues. Which level of professional are you?


Sign up now for Internet Sales 20 Group 10 in Philadelphia, PA July 10-12, 2017!
http://internetsales20group.com/

If you like Make Money Mondays, you will love Bradley On Demand: http://www.BradleyOnDemand.com/
856-546-2440

For more information about Dealer Synergy, visit http://www.DealerSynergy.com/

If you have any questions, call or text Sean on his cell 267-319-6776.

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http://www.BradleyOnDemand.com/ 856-546-2440

In this week's Episode of Make Money Mondays Dealer Synergy's President, Sean V. Bradley helps you identify what your personal deficiencies are and how to improve them. You should not became overwhelmed with the size of your goal. There are a list of steps you can follow to help improve your overall skill. Take some time to write down the things you are not good at. You will see what you should prioritize and improve upon.

Make Money Mondays with Sean V. Bradley - Identify Your Deficiencies

To visit all of our Make Money Mondays in one place visit: www.MakeMoneyMondays.net

If you like Make Money Mondays, you will love Bradley On Demand: http://www.BradleyOnDemand.com/
856-546-2440

For more information about Dealer Synergy, visit http://www.DealerSynergy.com/

Sign up now for the next Internet Sales 20 Group!
http://internetsales20group.com

If you have any questions, call or text Sean on his cell 267-319-6776

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http://www.BradleyOnDemand.com/ 856-546-2440

In this week's Episode of Make Money Mondays Dealer Synergy's President, Sean V. Bradley gives advise handling a prospect that comes into your store and says "I'm Just Looking." A vehicle is the second largest item a person will buy in their lifetime after a home. Do not take offense if someone says to you, "I'm just looking." Sean gives us advise on what to say when a customer says those three words. If you are structured and professional with your response, you could have the prospect abandon the "I'm just looking" reflex.

Make Money Mondays with Sean V. Bradley - How To Handle "I'm Just Looking"

To visit all of our Make Money Mondays in one place visit: www.MakeMoneyMondays.net

If you like Make Money Mondays, you will love Bradley On Demand: http://www.BradleyOnDemand.com/
856-546-2440

For more information about Dealer Synergy, visit http://www.DealerSynergy.com/

Sign up now for the next Internet Sales 20 Group!
http://internetsales20group.com

If you have any questions, call or text Sean on his cell 267-319-6776

Read more…

http://www.BradleyOnDemand.com/ 856-546-2440

Dealer Synergy Presents Lee Lee Williams, Internet Director of Grindstaff Automotive Group, giving advice on branding and networking on a personal level. You need to go out into your community and interact and network with the people of your community. You need to create a personal website branded for you even if you are part of a bigger automotive group.

For more information about Dealer Synergy, visit http://www.DealerSynergy.com/

If you are interested in working with Dealer Video Production, visit http://www.DealerVideoProduction.com/

Sign up now for the next Internet Sales 20 Group!
http://internetsales20group.com

To find out more about Grindstaff Automotive, visit
http://www.grindstafffordinc.com/

If you have any questions, call or text Sean on his cell 267-319-6776

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Marcus Sheridan, an owner of River Pools, overhauled the company's marketing to focus on generating sales through informational blog posts and videos. Credit: Jay Paul for The New York Times

It is an indelible image of the financial crisis: a bird’s-eye view of the backyards of foreclosed houses, their in-ground pools festering with algae and mosquitoes. In Northern Virginia, Marcus Sheridan was in the financial storm.

By early 2009, his company, River Pools and Spas, a 20-employee installer of in-ground fiberglass pools in Virginia and Maryland, had a decline in orders from an average of six a month to barely two. That winter, four customers who had planned to install pools costing more than $50,000 each demanded their deposits back. For three consecutive weeks, the company overdrew its bank account.

Around this time, Mr. Sheridan began to overhaul his marketing. The company had been spending about $250,000 a year on radio, television and pay-per-click advertising. It would now cut the budget to about a tenth of that and focus on generating sales through informational blog posts and videos, what has become known as content marketing. But Mr. Sheridan took an unconventional approach to his content.

As a result, River Pools has recovered to exceed its peak pre-2007 revenue, and Mr. Sheridan, a 35-year-old father of four, has become something of a Web marketing guru. While he still owns a 33 percent interest in the pool company, his partners manage it day to day while he concentrates on his new venture, TheSalesLion.com. He recently spoke about his marketing approach in a conversation that has been edited and condensed.

Q. Take us back. How did you save your company?

A. I just started thinking more about the way I use the Internet. Most of the time when I type in a search, I’m looking for an answer to a specific question. The problem in my industry, and a lot of industries, is you don’t get a lot of great search results because most businesses don’t want to give answers; they want to talk about their company. So I realized that if I was willing to answer all these questions that people have about fiberglass pools, we might have a chance to pull this out.

Q. What was the first question you answered?

A. The question I was always asked within the first two minutes of talking to customers was, How much does a fiberglass pool cost? Pool installers are like mattress or car dealers — we hate talking about how much a pool costs until we have you in person because there are so many options and accessories we want to sell you. As a result, pool companies never mention price on their Web sites. But I said, I don’t care what the question is, we’re going to answer it.

Q. Did you actually tell people the price of a pool?

A. No — because I couldn’t. But see, that’s the magic behind this. Google’s search engine doesn’t really care if we answer the question. It’s just looking for companies that are willing to address the question. So I said in that article, there are a ton of options, so it depends, the price can range anywhere from $20,000 to $200,000 and a lot of our customers end up between $40,000 and $80,000. And that was enough. Within about 24 hours of writing that article, it was No. 1 for every fiberglass-pool, cost-related phrase you could possibly type in. And because I have analytics, so far to this day, I’ve been able to track a minimum of $1.7 million in sales to that one article.

Q. What was the next question?

A. People used to ask me all the time, “Marcus, I’ve been hearing that fiberglass pools have all sorts of problems and issues. So what are the problems and issues?” Of course, they’d been talking to a concrete pool guy, but it doesn’t matter where they got it, now they have the question. So we wrote an article about the problems with fiberglass pools and specifically came right out and said: Here are the issues. Here are the benefits. You decide. Now, when you go in and type anything about fiberglass issues and problems, you’re going to see the River Pools Web site and you’re going to think, “Oh my gosh, these guys are so honest.”

Q. Anything else?

A. In most industries, there comes a time in the sale process where the customer turns to you and says, “O.K., I like you, but who are some of the other good companies that do this?” Half the time it’s a test, because people know who our competitors are because they can find them in .5 seconds online. Most contractors avoid the question. They say, “Oh, we don’t really have competition.” But because I was asked that question so often, I decided to answer it. I wrote a blog post about the best swimming pool builders in Richmond, Va., one of our main service areas.

Q. Where were you on the list?

A. I wasn’t on it.

Q. You weren’t?

A. No, because the moment I put my name up there I would lose all my credibility. But here’s the thing. Take the first company on the list, Pla-Mor Pools, a top competitor of ours. If you type in, “Pla-Mor Pools reviews Richmond, Va.,” which of course people do all the time when they’re vetting a company, what comes up? Me! You vet all my competitors, now I’m showing up for all their key words. If you really want to understand the power of inbound marketing, it comes down to this idea: I want to have the conversation at my house.

Q. Once you wrote a blog post, how much time did you spend promoting it on Twitter and Facebook?

A. I didn’t. Dude, that one article on price has never been tweeted. It’s never been Facebooked. I’m not saying social media doesn’t help, but it’s nowhere near what people think. The only metric that really matters is total pages viewed. Here’s a statistic for you: If somebody reads 30 pages of my River Pools Web site, and we go on a sales appointment, they buy 80 percent of the time. The industry average for sales appointments is 10 percent. So, our whole marketing campaign revolves around getting people to stick around and read our stuff, because the longer they stay on our site, the greater the chance they’re going to fall in love with our company.

Q. What do you say to business owners who say they don’t know what to blog about?

A. That’s the dumbest thing I ever heard, and I hear it a lot. What they should be doing is just listening to every single question they get and answering it. In my consulting business the first thing we do is brainstorm what questions the company gets on a regular basis. I’ve never had a company come up with less than 100 questions in 30 minutes.

Q. How do you suggest companies find time to do all of this blogging?

A. Most of the time, they can take the employees they already have talking to customers and turn them into content producers. If you have 25 salespeople, and each one of them writes one post a month, your search is going to be through the roof because that’s a new piece of content every day.

Q. How have your competitors responded to all of this?

A. They still don’t really get it. They’re nice about it. I’ll have one of my best-pool-builder lists come out, and I’ll run into them. And they’ll say, “Hey, man, thanks for including me in that list. I’m not sure why you did it, but thanks.”

 
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photodune-14423179-salesman-with-car-keys-xs

7 Ways to Mix Up Your Auto Dealership Marketing

Give your auto dealership marketing a new look: here are seven ways to shake up your marketing and start attracting more customers 

If there is one thing you can count on for marketing, it’s this: there is no one way to do it. It’s always changing. What worked yesterday may not work in a year from now.

Digital technology has sped up the process. Now dealerships have more possibilities to connect with customers.

If you feel as though your auto dealership marketing is beginning to flat line, it may be time to mix it up and try something new.

Shaken not stirred: 7 ways to mix up your auto dealership marketing 

  1. Make your brand more exciting 

Branding is the starting point for all your marketing efforts. Without a strong brand name, logo, and message, it’s difficult to catch the eyes and ears of customers. Even an excellent marketing campaign suffers if the brand doesn’t have that extra “oomph!”.

If you’ve had your dealership name for some time, it’s okay to keep it (in fact, that may be a better idea). You canmake your brand more engaging and interesting without a complete overhaul.

  • Create a byline for your brand. A short message that communicates your “promise” to customers. That message creates a common theme for the rest of your marketing efforts.
  • Hire a professional designer to create a new logo.
  1. Optimize your blog content 

Search engine optimization (SEO) is not a new trend. Most dealership GM’s and managers are familiar with PPC advertising, targeting keywords, and the goal of ranking higher in Google. But, there is another way to marketing your business using SEO techniques, and, believe it or not, it’s all about your blog.

You can target specific keywords within your blog content. Each piece of content you publish effectively turns into a landing page for your dealership, drawing more targeted traffic to your website.

  • Hire a professional content writer to write SEO’d content for your blog each week.
  • Make your blog content informative and helpful to your readers.
  • Keep each post short, visually appealing (use pictures), and easy to read.
  1. Switch to a CRM for car dealers 

If you are using a generic CRM tool, think about switching to one that offers features specifically tailored to dealerships. AutoRaptor is made by car sales professionals, for car sales professionals. Every feature is intuitively designed to help your salespeople work more efficiently.

  • Lead assignments within the software tool.
  • Send text messages and phone calls with no additional carrier charge.
  • Complete mobile capability with unique features, such as license and VIN number scanning.
  • Daily workflow reminders.
  1. Focus on mobile readers 

Many of your customers view your website, emails, and inventory with mobile phones. If you haven’t already, it’s time to ensure that all of your digital content is responsive to mobile devices, including tablets. Content that is not easily readable on mobile screens is losing you conversion opportunities.

  • Design all of your auto dealership marketing with mobile browsers in mind.
  • Think about how your content is read: make your email messages short and to the point. Mobile readers will skim and scan before they decide to read.
  1. Modernize your website experience 

Get your website up to snuff, in other words. In terms of digital marketing (or perhaps all of your auto dealership marketing), your website is the most important piece of the puzzle. It’s the virtual doorway to your dealership. Your leads will pass through to view your inventory, read your content, and get a feel for how you do business. What will they see?

  • Create video content to post on your website. Dealership walk-throughs, salespeople spotlights, virtual car presentations, etc.
  • Hire a web designer to give you a new, sleek look. Make your website look attractive, fun, and engaging.
  • Make sure to build links to all your pages so Google can index them correctly.
  • Include pictures of the salespeople with short bios and contact information.
  1. Build your opt-in lists 

Converting your web visitors into qualified leads is a step-by-step process. Gaining an email address is easier if you offer something free in return, such as an e-book, white paper, redeemable coupon, etc. This is one of the main methods of inbound (or permission-based) marketing.

A simplified process would look like this:

  1. A person visits your website, views inventory, and researches your dealership.
  2. He watches your videos of vehicle presentations and reads your blog.
  3. At the bottom of your web page is an offer to download your entire library of video content.
  4. To download the content, he needs to provide an email address and/or phone number.
  5. He provides his information and is added to your opt-in marketing list.
  6. You sent out automated messages (email drip campaign) offering more useful content.
  7. After a few messages, you sent out a targeted promotion based on his vehicle search and behavior.
  8. He responds, comes into the dealership, and now your salespeople have a qualified lead.
  1. Segment and personalize 

Finally, if you want your marketing to provide effective ROI, you need to target specific groups and personalize your efforts. The “spray and pray” techniques do not work like they used to. People want to have a personal connection to your dealership. They will not respond to vague, objective, or generic marketing material.

For better results, segment your marketing lists into specific groups and demographics. Use your research and tracking tools to see what they’ve viewed, what vehicles they’re interested in, and what promotion would best attract their attention.

  • Break your email lists into specific groups. Create promotional material specifically for them.
  • Make sure your emails and text messages are personal. One-to-one conversations are the messages people respond well to.
  • Think small: brainstorm ways to target specific groups with engaging, useful, and relative promotions.

Give your auto dealership marketing a regular dose of new ideas and methods 

Every dealership needs to mix up their marketing efforts on a regular basis. Of course, if something is working well, there is no reason to try and change it. But, if you see that your “go-to” tactics are starting to flat line, use these tips to diversify your marketing mix. Remember: your internet marketing is a critical aspect of your overall strategy. Give your website the attention it deserves and build up your inbound marketing sales funnel.

What’s your opinion? Do you have any marketing tips to add? Share your thoughts!

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I recently added this into a forum post comment and realized that some more people might be wondering about this. Where is the best place to ask for a referral? It used to be simple, after they purchase - ask for a referral or maybe give them a call a few weeks later and ask. Definitely YES, those two options are prime time referral asking opportunities but now that we live in a digital era, there are A LOT more opportunities to connect and engage with your customer. Meaning there are a lot more opportunities to ask for a referral. 

I like to refer to all the best places to "ask for a referral" as touch points and I will preface this with my STRONG, STRONG opinion that a referral program is great, it's awesome, but without an offer of some kind.... some of these ideas can just fall flat... why? People are busy. The offer is the stickiness that you need to go above the competition and stay at the top of your customer's mind. PS: People prefer MOOLAH, according to a recent survey," 77% of Americans identify money as their reward of choice."

I know some dealers are hesitant/wary about the effective on ROI when combined with the reward amount but it's such an inaccurate/outdated way of thinking about it.  I love showing stats and blowing dealer's minds about ROI on referrals. Just look at PayPal: "By directly paying people to sign up and then paying them more to refer friends, we achieved extraordinary growth. This strategy cost us $20 per customer, but it also led to 7% daily growth, which meant that our base nearly doubled every 10 days." - Peter Thiel - Co-founder. And not only is it cost effective, it improves your overall branding and marketing efforts, according to MarketShare, "Word-of-mouth has been shown to improve marketing effectiveness by up to 54%."

My biggest tip to gain the most traction in the following scenarios is that you ensure your referral offer/request gets to your customers QUICKLY and it is EASY for them to refer. Below are a few top touch points for a dealership/salesperson, GM or really any employee to ask for a referral.

Top Touch Points:

The most common and effective touch is point is immediately after purchase, but as we all know, our salespeople are usually a little too stoked about closing the deal to handle this.. so here are some other just as effective and awesome places to ask for a referral or promote your referral program:

  1. In-Store Marketing - while they wait for F&I create some flyers that highlight the referral program + $OFFER, your customer is at their most elated point right now, they just bought a car but now they're stuck waiting. They also know they've just spent a pretty penny and the option to help a friend and earn is extremely appealing at this point. We've had some customers submit 4+ referral leads while they've waited for F&I!
  2.  
  3. F&I - your F&I manager is an ideal candidate to quickly explain the benefits of your referral program AKA earning money, while they are also discussing added benefits of new features AKA customer's spending money. a nice ying and yang for the customer to think about.
  4.  
  5. Automated Emails - if you have a follow up email to thank your customer for their purchase - add a referral button or banner that leads to a form to submit referrals. It's easy and efficient.  Your salesperson should also be following up with an email or call (mentioned below) but if they forget or won't, these automated emails and inclusive offers will ensure it gets to your customer!
  6.  
  7. Salesperson Follow up - 1-2 weeks after purchase. A simple check in to see how the car is doing can lead to a LOT of useful information, like if anything is wrong and the salesperson can help remedy this -- Major brownie points and once resolved, it's the perfect time to ask.
  8.  
  9. REVIEWS! If you get a good review, comment back and give them a link to a landing page/form where they can submit referrals!  The lack of action on positive reviews sometimes saddens me, they are a GOLD MINE for referrals... and even the bad one's offer up so much learning experience --- a goodwill offer can help a ton here too.
  10.  
  11. Social Media - It's where you have a lot of loyal fans (as long as you didn't pay for them J ) You can post about referral offers a TON here, it's something that actually won’t get old because you're offering up a reward. You can also tag your most loyal customers and invite them to join. Gamifying this is also really cool, whoever submits the most referrals this month gets 3 free oil changes. (it doesn't always have to be money offers, it's just what the people prefer.)
  12.  
  13. Your Website - PLEASE!!! do not stuff it into one of your million and billions of tabs and sub tabs. Nobody really looks in those. Make it a nice attractive button that highlights the offer amount "$100 Referral Credit" $100 Reward Credit". Something to catch their eye. 

Source : http://www.drivingsales.com/kristen-tepper/blog/when-and-where-should-you-be-asking-for-referrals-here-are-your-top-7-spots?utm_campaign=CUNL&utm_source=hs_email&utm_medium=email&utm_content=35183361&_hsenc=p2ANqtz-_gYbnkYh53LztIhwz_IkoF59qN7NHEXBN7NBp1GUgeSdIxYyNP4W-y_B_bdgFLYL3DiNrCb3idG9d-iHHAzuGv6YZjwA&_hsmi=35183361

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Job Opportunities in the Automotive Industry

Looking to start an exciting career in automotive sales? Several Dealer Synergy clients are looking for talented individuals to join their team. Check our current listings and submit your resume.

Georgia
Cronic Chevrolet Buick GMC
Internet Coordinator - Apply Now

Illinois
Castle Auto Group
Internet Coordinator -

Indiana
Andy Mohr Toyota
Internet Coordinator - Apply Now

Louisiana
Robinson Brothers Ford
Internet Coordinator - Apply Now
Automotive Sales Professional - Apply Now

Massachusetts
Bill Dube Hyundai
Internet Coordinator - Apply Now

Jack Madden Ford
Internet Coordinator - Apply Now

New Jersey

Route 4 Cars
Lost Opportunity Coordinator - Apply Now

Perrine Buick
Internet Coordinator - Apply Now

Spirit Chrysler Dodge Jeep
Internet Coordinator - Apply Now

RK Chevrolet Kia Subrau
Internet Coordinator - Apply Now

New York
Massapequa Auto Group
Internet Coordinator - Apply Now

RC Lacy, Inc
Internet Coordinator - Apply Now

Oklahoma
Auffenberg Chevrolet Cadillac
Internet Coordinator - Apply Now
Automotive Sales Professional - Apply Now

Pennsylvania
Piazza Auto Group
Internet Coordinator- Apply Now

Tennessee
Tim Short Dodge
Internet Coordinator - Apply Now

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Is Your Sales Team Properly Trained?

Your sales team starts working way before a potential buyer walks into your dealership. Whether your Internet Coordinator connects with a customer via an online lead or an inbound call, the interaction between the dealership representative and shopper is extremely crucial. You want to make sure your each member of your team has outstanding persuasion and communication skills. If your sales rep can not effectively communicate with your consumer, it is very unlikely that he will close the deal. 

Although you can equip your team with scripts and a list of objections and rebuttals, there may come a time where your representative is required to go off script in order to meet the needs of the client. When this happens, your staff must have the proper to remain calm and handle the situation with ease. Every member of your staff should be familiar with the daily process of your dealership. They should know the ins and outs of your CRM and be able to ask all general questions customers may have. 

Also, make sure your entire team is aware of the products and services your dealership has to offer. Not only will this allow them to address customer concerns, but it will also enable them to suggest additional services to buyers, resulting in more revenue for your business. 

When your sales team is properly trained, they will be confident in their ability to sell. A confident salesperson builds trust with his customers. If a customer trusts his sales associate, he is more likely to make a purchase at your dealership. 

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Sean V. Bradley, CSP, CEO of Dealer Synergy discusses money. He wants you to know that in the automotive profession, it is a six-figure job. If you aren't making over 100,000 a year then you are doing something wrong. Don't let variables such as lack of traffic or leads being bad be the cause. Also, it is never the customers, he's heard it all.Whether you feel it's the customers, the problems in the dealership or what have you, your perception is your reality.

This industry is the best because you can make as much money as you can earn. You have to put in the work to earn it. Your Dealer Principal is a millionaire. Regardless of whether you sell cars or work in the Internet department, you have the potential to make six figures.
The problem is mediocrity, never be complacent. Stop talking about making money, go out and make the choices you want. You have to go and put in the work. Your pay is not capped. Learn about the 8 ways an automotive sales consultant can close a deal. You can create your own weather. So, start today!


If you like Make Money Mondays, you will love Bradley On Demand: http://www.BradleyOnDemand.com

For more information about Dealer Synergy visit, http://www.DealerSynergy.com

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Sean V. Bradley, CSP, CEO of Dealer Synergy speaks on the topic of how BDC is not an expense. People are not an expense, they are an asset. The difference between your organization and others are your people. The competition does not have anything different than you do, people are not an expense it comes down to your value proposition package. You cannot make money without putting money out. 92-99% of Americans go online before they even step foot in the dealership. If you can direct that traffic to an Internet or BDC department and you've got the right factors, you will be able to build a customer factory.



If you like Make Money Mondays, then you will love Bradley On Demand:http://www.BradleyOnDemand.com

Do you want more information on the automotive industry find out more about Dealer Synergy and our training services:http://www.dealersynergy.com

Dealer Synergy Headquarters are located in Audubon, NJ: http://bit.ly/1tF0RrQ

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Massapequa Nissan Is hiring! If you are looking for an exciting career in the automotive sales industry, this is a great opportunity for you. If you're currently working at a dealership and you aren't making the money that you want, need and deserve...you need to call ! Even if you have never worked in the automotive industry, but you want to make as much money as you can earn, this is perfect for you! They just built a multi-million dollar customer development center, and we are looking for the best of the best to work in our department. They are looking for Internet sales coordinators, BDC reps, appointment setters, and showroom sales consultants. Massapequa Nissan is a part of the Atlantic Auto Group, and the # 2 privately held dealer group in the country! If you want to work with an award winning team, call right now!

http://www.MassapequaNissan.com (888)-610-6673

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Sean V. Bradley,CEO of Dealer Synergy wrote an article for Auto Success Magazine about Why BDC's fail. A BDC can handle unsold showroom traffic, data mining, campaign management, equity mining, expiring warranties, aftermarket products, special finance, Internet sales, phone sales, cross promotional marketing, fleet, etc. One of the main reasons that BDC doesn't work is because most dealerships put untrained people together to do everything. Your Internet department should not be a big cluster of people doing a bunch of different things. You should scale into the BDC, and start with the biggest opportunity to be successful. The best thing for you to do is to start with the Internet because 92-99% of Americans go online before stepping into a dealership.

Your Internet department should be your anchor. Secondly, the Internet is predominately a phone sale. Email sells the phone, phone sells the appointment, and the appointment builds the relationship, product, presentation, demo, drive, and delivery. Your Internet department should be trained in the Inbound and Outbound phone call process, Qualifications, Objections and Rebuttals. If they are trained in these fields, they should be able to take inbound phone ups as well. So, the anchor of a BDC should start with Internet leads and inbound phone ups. After, you could increase to the next module. Depending on what your goals are, will dictate what module you implement next. Stop playing checkers with your BDC, and start playing chess.

If you like Make Money Mondays, you will love Bradley On Demand: http://www.BradleyOnDemand.com

For more information about Dealer Synergy visit, http://www.DealerSynergy.com

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