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Make Money Mondays With Sean V. Bradley "Motivation, Inspiration & Dedication"
So I'm at a two year old's birthday party this past Sunday when a seven year old walks up to my girlfriend and asks her to follow her on Instagram. It is literally amazing how technology that many professional adults are unaware of or not using is commonplace at this point to school children. I have young ones that I know who can use an Ipad, smartphone, or the
Internet better than most adults nowadays. How many of you out there remember when you got 30 minutes for $30month with your new Star Tac cell phone? Or the fear of going over minutes on your cell and getting a $500 bill? Fast forward to today and who cares about minutes anymore? Today, it's all about the data plan and text messaging. I took a look at my last few cell statements and I have not used more than 900 minutes in forever...but send/receive 9000 texts month in and month
out! Bear in mind I do not even have a home phone and haven't in years. If you are like me, it's almost aggravating when a friend CALLS instead of texts at this point...isn't it? So you are probably thinking... what does this have to do with automotive sales, or the title of this post? Well here it is: PERSON TO PERSON COMMUNICATION IS A FAST DYING ART! How will
future generations communicate with someone or something that doesn't have a "send" button on it?...or a controller? I've seen children text each other from the same room! So, take heart sales professionals. The future competition is thinning itself out without even realizing it. The value of a REAL sales person is rising faster than Google's stock
price on Wall Street. One that can COMFORTABLY communicate with another human being in person or over the phone. One that understands the importance of body language, tone and inflection, when to step on the gas, and when to hit the
brakes. One that can find common ground with a potential customer...sell themselves...sell their business...and sell their product effectively in person and during a phone conversation. For all of the Truecars of the ever changing and technology dependent modern world one thing remains constant...when
it comes down to the final phase in the buying cycle...PEOPLE WANT TO BUY FROM PEOPLE. There will be no automobile vending machines...no giant curtain to pull after building your car online. What there will be is very VERY few sales professionals left to handle...wait...this may scare the young ones...PEOPLE IN PERSON AND OVER THE PHONE. Frightening isn't it!!! So sales pros, keep sharpening your pencils, using sites like these to increase your knowledge base, attending 20
groups to perfect you craft, because in this writer's opinion, you'll be getting one hell of a raise in the years to come. We are all witnessing the death of the salesman (and women)...at least the truly skilled ones.
Have You "EMI'd" Lately?
Rickyyyyyyyy!
Calling for my hero, my mentor, my first manager.
Way back when, on Dec 19th 1980, I got my first start. It was with Kearney Mesa VW & Peugeot in sunny San Diego, California. Rick Rodriquez, or “Rickyyyyyy” as I called him every time I needed help, jumpstarted my career in the auto industry.
Rickyyyy! Do we have this?
Rickyyyy! Do we have that?
Rickyyyy! Where is this? How much is that? What do I do now?
You get the point.
But Rick never ignored my persistent requests. Not only that, he was always there with a smile, always polite, and always to the rescue.
Of course my customers always appreciated me calling for Rick’s expertise. Granted, some were a little frustrated with my broken English, but Rick’s willingness to help me always impressed them.
“Yes, Danny” he would say, and then immediately greeted the customer:
“Hello and thank you for coming in! You are in excellent hands with Danny.” The customers and I could both tell this was to build my confidence, which had an excellent effect on the customers, and an even better one on me. “Danny will show you around and hopefully find you exactly what you are looking for.”
And that was my cue! I promised to take care of the rest, and after a couple trials and errors…
“Rickyyyy! They like this one!”
I sold my first car! A 1980 Dasher Diesel, earning me my first commission of $132.00.
From there, it only went up. My English got better, my commissions got higher, and Rickyyyy got a whole lot busier trying to keep up with me.
EMI (Early Manager Introduction) was a cornerstone in my foundation as a young salesman, and continues to be a cornerstone in every sales environment I am involved in.
Would you try EMI today?
Shortly after meeting a new prospect on your showroom floor, after personal connection and before going to product selection, just wave to your manager and call for your “Rickyyy”!
…Or whatever his or her name may be!
Note: If you are going to try EMI, be sure to:
- Look for/create the perfect moment.
- Don’t make an announcement, Just do it.
- Invite the manager to come to you. Don’t go to him/her.
- Introduce the customer first & the reason for the visit.
- Introduce the manager and pay him/her a compliment.
For more information on this or any other RBI strategy:
Email me directly danny@odoclub.com
http://www.internetsales20group.com
Robert Wiesman Will Be A Speaker At The Internet Sales 20 Group "How To Be a Showroom Executive"
While the other sales people at my dealership were freezing, chasing fresh ups outside on the blacktop, I was warm and cozy, tucked away in my office - glasses first into my MacBook building my personal brand. It's not that I don't enjoy following customers around in the cold at a 20% closing ratio, it's more so that I wanted to focus on customer loyalty and presenting myself to the general public in a manner that would bring them directly to me…without all of the chasing that is. So why did I choose to build a personal brand? What made me feel that this was the best course of action?
Every time you turn around, you see marketing techniques for DEALERSHIPS to differentiate themselves to the consumer and make their dealership really "stand out." Why, as sales people, would we not want to use these techniques to our own personal advantage? You ARE the dealership. You do the business. You are the business. The business is You. So why not market yourself like You, yourself, are the dealership? Simple and selfish - maybe…But definitely effective.
These days, consumers are more educated than ever. (Thank you Google.) They are looking for a fast, efficient, and easy way to their product and service provider. They want an expert that is knowledgable, trustworthy, and professional. They won't stop their search until they feel that they have absorbed enough content to feel like they can make an educated decision with the professional that they are the most comfortable with. The objective of personal branding is to turn yourself, literally, into a brand just like any other popular item or service. You want them to feel as comfortable buying a car with you, as they do when they are at the super market buying their dependable every day household items. Think about it..When you find a certain type of toothpaste, laundry detergent, cleaning product, or deodorant that works for you, what do you do? As long as that product consistently meets your needs the same way every time, you'll stick with that brand. What's even better, is that you'll tell others about that particular brand that has never let you down. And they'll tell their friends. And their friends will tell their friends. Fortunately, these days, that happens faster than ever due to social media platforms.
So how do you get started? Well, start with YOU. Sounds simple, but you have to do it right. Be yourself. People want to rely on a real person, not a man-made marketing tool. Like I said, just be yourself. Easier for some people than others, but if you have to, just spend some time getting to know yourself and who you really are. Being genuine goes a long way, especially in this business. Next, you need to understand exactly what it is that your brand does. Chances are, your dealership has a "Mission Statement," and this simply your individualized take on that. It defines what makes you different from every other sales person in your market. What do you have to offer that makes you stand out about the rest? i.e. Speedy process, free vehicle delivery to the customer's residence or place of business, 24 hour customer help line, etc. Find out what is most sought after by the customers in your target market and figure out a creative way to offer it.
What is the first thing that pops into your head when someone mentions a common, popular brand? Their logo. Is a logo absolutely necessary when developing your own personal brand? No, but I think that they are really a lot of fun, and they definitely set you apart from the rest of the competition. People love and recognize logos. Like I said, it's the first thing that pops into their head when they think of any brand. Choosing your logo can be tricky considering it is what ultimately represents you as a brand and service. It can be something as simple as incorporating your name or initials into something, or as elaborate as the carpet in the Taj Mahal.
That all sounds great and pretty easy, right? But here's where it may get a little bit tricky. CONSISTENCY. Your mission statement and what you decide to offer has to be done THE SAME WAY. EVERY TIME. EVERY DAY. TO EVERY PROSPECT. NO EXCEPTIONS. WITHOUT FAIL.. FOR AS LONG AS YOUR PERSONAL BRAND IS YOU. If you don't follow this rule, there is no brand called you. You'll still be outside chasing fresh ups just like "every other" salesperson. You also have to be patient, this doesn't happen overnight; however, if you do execute this rule correctly, you will have an inbox full of prospects, and customers lined up out the door to see you. Keep exercising this rule, and you will become the brand that they (and all of their friends and relatives) depend on. As long as you are as dependable and have the same consistency as that favorite household product, the customer will return again and again and again. In the business we all know that return customers have the highest closing ratios, pay the most gross, and give the best CSI. Still thinking about taking your chances standing in the huddle, outside in the cold, waiting for the "up bus?" I didn't think so.
Robert Wiesman is an automotive professional at Massey Hyundai, in Hagerstown, MD. Learn more at www.robertwiesman.com and www.yourhyundaiguy.com -or- (888) 815 9409.
http://www.internetsales20group.com
Make Money Mondays With Sean V. Bradley - Crush Your Competition With Surgical Precision!
http://www.robertweisman.com
http://www.internetsales20group.com
Make Money Mondays With Sean V. Bradley (2-4-2013)
http://www.internetsales20group.com
Make Money Mondays With Sean V. Bradley (1-28-2013)
"Be Careful of Distractions Disguised As Opportunities"
Master Sales Consultant Robert Wiesman Shares Some of His Tradecraft Secrets (Has MORE Online Visibility Than Most Dealerships)
Why is Your Showroom Sales Team Goofing Off...? Not being productive? Not Selling Cars? & Where is Management?
This is truly becoming an epidemic! It is almost the halfway mark at the dealership for the month of July and we have 4... 4!! Sales Consultants hanging out on the showroom floor just waiting for something Magical to happen. While they wait, they are joking around, running around, jumping up and down... high fiving each other. For what I do not know.
I watched with my own eyes this dealership that has a TOTAL of 9 sales consultants literally have 1/2 their showroom floor goofing off and nobody says one word. Not one word from the management team...
Last month they sold 67 units BETWEEN 9 people! And what is worse is that this dealership is HUGE and BEAUTIFUL. But it is filled with Mediocrity!
What is sad to me is that these 9 consultants come to work... work "Bell To Bell" some days for NOTHING! They have no idea how much money they are not making...
Is this happening at your store?
What are you doing about it...?
