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

Sean V. Bradley has 15 years Automotive Internet Sales experience selling over 110 INTERNET units per month when he was an Internet Director at Pine Belt Automotive in NJ 

 

Joe Cala was the Internet Sales Manager at Nelson Mazda in Tulsa Oklahoma that took their department from 7 units - 80 units per month online. Joe then went on to Gateway Toyota, a Penske store to become the Internet Director for 6 years. Joe was delivering 150 INTERNET units per month. Cala also worked for Autotrader.com for a year.

Both Cala and Bradley have extensive Automotive Internet Sales experience and have created a 5 part Internet Director responsibilities series. 

If you would like more information please go to www.automotivedigitaltraining.com or call them at 856-546-2440 

 

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http://www.dealersynergy.com 856-546-2440
http://www.automotivedigitaltraining.com

The Evolution and Natural Selection of Automotive Sales - WEBINAR - Advanced Showroom Sales

Advanced Showroom Sales / Car Sales Training - How To Sell 30+ Units Per Month

Sean V. Bradley, CEO of Dealer Synergy just conducted a POWERFUL 1 hour webinar on "How To Sell More Cars"

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http://www.dealerwebinars.com/sean2.html

Sign Up For The Webinar "The Evolution and Natural Selection of Automotive Sales" Advice From A 30-Car Guy Part 2

Wednesday October 16, 2013, 10:00am Mountain Time

Sean will provide a detailed plan of action to calculate how many calls and appointments are needed to set yourself up to sell 30 cars a month.

The automotive industry, just as any other industry in the world, evolves over time as technology advances and customer engagement changes. The way people buy cars is different now than 20 years ago, and the way dealerships sell cars is different than 20 years. What we’ve learned is that those who are surviving in the automotive industry today have survived Natural Selection because they have evolved with the times. Those who are currently struggling refuse to evolve. 

The tactics and strategies have evolved so much over the years. Those dealerships that have adjusted their processes and evaluated their vendors have not only survived the slump but have been excelling and succeeding beyond their expectations.

In this Webinar, I will be discussing the changes in the Automotive Industry and what you need to do to stay ahead of the curve. The modern sales person can’t just follow the “Road to the Sale”. They must position themselves uniquely as Entrepreneurs, mastering more than just sales techniques. I will go into depth on what that means, as well as tips and advice to better position yourself to consistently sell 30 cars every month.

Benfits from the Webinar: During this Webinar, I will provide a detailed plan of action to properly calculate how many calls and appointments are needed each month to set yourself up to sell 30 cars a month. I will discuss specific digital marketing, advertising and sales techniques that will turn a car sales person into an Entrepreneur. Using facts, examples and real life examples of success, you will learn how to properly set goals and elevate your sales success.
Presented by:

  • Sean V. BradleySean V. BradleyFounder & CEO,Dealer SynergySean V. Bradley is the top automotive trainer and consultant in the country and is currently one of the most sought after subject matter experts for Internet Sales, Business Development and Digital Marketing. Beginning as a sales consultant, Sean learned the business from the ground up holding positions at dealerships as Sales Manager, Internet Sales Manager, Special Finance Manager and Business Development Director. Furthermore, Sean is the only certified Franklin Covey Trainer and Facilitator in the Automotive Industry and a proud member of the National Speakers Association. Sean is also the creator the Internet Sales 20 Group, an intensive 3-day workshop that is designed for executive management of dealerships. Sign up at www.internetsales20group.com.

http://www.dealerwebinars.com/sean2.html

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Prospecting Advice From A 30-Car Guy

 

Last year I wrote an article that I received literally HUNDREDS & HUNDREDS of emails, calls, social media messages from OEM reps, Dealer Principals, GMs, Sales Consultants, Automotive Professionals from all over the country.  The article was so popular that I created a webinar that over 500 dealers signed up for. I then uploaded that webinar to www.automotiveinternetsales.com  (Via YouTube) and that has almost 6,000 views. Because of the huge success of the article and the webinar I decided to create a curriculum for Associations such as the Detroit Auto Dealers Association (DADA) And the Greater New York Auto Dealers Association (GNYADA).  Here is part two of that article. I am going to go deeper on ideas of prospecting in 2013, 2014 and beyond.  

 

Remember the saying “Car Sales is like owning your own business”…? Then act like it! It is NOT 1983, its 2013. Don’t prospect like you did 30 years ago, like you did 20 years ago or even like you did 10 years ago! You need to get with the times and prospect with resources and strategies of this Millennium! 

 

First and foremost, 92-99 percent of Americans go online BEFORE they ever step foot into a dealership! So, if you were going to go fishing, would you go to the beach and cast your fishing line in the sand? No, of course not! Then why would you do it at the dealership? You need to fish, where the fish are. So, lets start there.

 

 

 

 

Here are the MOST powerful online (Not the ONLY, just the most powerful) places to prospect for an Automotive Sales Professional:

 

  • Google
  • LinkedIn
  • Facebook
  • Twitter
  • YouTube
  • Online Classifieds
  • Blog Sites

 

It is important to create a strategy for each of these areas and stick with it. It is counter productive to start initiatives in multiple areas without a strategy, without consistency.  In other words, either do it or don’t do it.

 

Lets start with the big (fishing) pond… GOOGLE!

 

If you know that almost every single person goes online BEFORE they step foot into the dealership, then you need to show up NUMEROUS times on the first page of Google. Think of your dealership, your OEM. They must have a Google strategy. So, if they have one and you believe “Car Sales Is Like Owning Your Own Business”. Then you too need to dominate Google.

 

Are you even showing up on Google? I am NOT talking about if someone types in your name into Google, do you show up. I am talking about if someone is searching for:

 

  • New Car Sales
  • Used Car Sales
  • Trade-In information
  • Aftermarket Sales
  • Bad Credit / No Credit Car Loans
  • Service Repairs, Oil Changes etc…
  • Car Buying Tips
  • Car Maintenance Tips
  • Car Reviews
  • Tips, Advice, Secrets
  • “How To Buy A Car”
  • The specific franchises you sell…

 

I can go on all day long but think about it PLEASE! Most people go online to research, find & surf, compared to people who go online to BUY. So, you should be coming up in Google (And other search engines) for the “Point Of Interest” shopper and for the “Point Of Purchase Buyer”.

 

Here are ways / strategies that you NEED to be enveloped in to dominate Google:

 

  • A Professional Website –Yes, that is right I suggest that ALL Sales “Professionals” have their OWN “Professional” website.
  • Search Engine Optimization – That website needs to have BOTH “onsite” and “offsite” SEO strategies. Just because you have build or purchased a professional website does NOT mean that site is optimized. Also,  websites need continuous optimization.
  • Video Search Engine Optimization (VSEO) -  VIDEO, VIDEO and MORE VIDEO! Sales Consultants can dominate Google with Video SEO. It is EASY and FREE!!
  • Online Reputation – Sales Consultants MUST have a POWERFUL online reputation strategy.  Reviews INDEX on Google! The more reviews that you have online, the more times you and your name can show up on the first page of Google. There are also numerous online reputation sites that you can focus on:
  •  
    • Google Reviews
    • Yelp Reviews
    • Dealer Rater Reviews
    • Yellow Page Reviews
    • Edmunds.com Reviews
    • You can create your own review site or review blog
    • Pictures – Believe it or not but images index very well on Google. They can be straight images or within an image sharing site or engine like:
      • Flickr.com
      • Pinterest.com
      • Photobucket.com

 

** Here is an AWESOME strategy:

 

  • Create an LLC (Legalzoom.com is CHEAP). The LLC can be something like “Philadelphia Car Sales” or “Cherry Hill Used Car Sales”
  • Make sure the “company” name is “Geo” (geographically targeted”)
  • Now that you have an OFFICIAL “LLC” or Corporation… you can create a BUSINESS page on Google!!
  • I would also create BUSINESS Social Media Accounts (rather than personal ones).

 

If you believe that car sales is “like having your own business”. Then you need to act like it! You need to seriously make it your own business. I do suggest that you ask your Dealer’s permission and or advice on anything you see in this article, before you just run and do it. These strategies are powerful and serious. 

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http://www.internetsales20group.com 

Gaining the Competitive Edge As A Member Of A 20 Group

 

Before I go into the “why”, let’s discuss the “what”. Specifically, what is a 20 group? A “20 Group” is a group of dealers in noncompeting markets that get together in exotic locations nationally and internationally, on a quarterly basis, to “synergize”. Although once required that a group consist of approximately 20 dealers (hence the name “20 Group”), this does not always hold true today. Some “20 groups” consist of 30 dealers while others may only consist of 15. Ultimately, the number of dealers in the group is not as relevant as the criteria by which the group itself is structured.

 

Today 20 Groups are structured a little differently, but it’s important to understand their origin in order to appreciate their evolution. Originally, the 20 group audience was composed of Dealer Principals, General Managers and/or senior executives of the dealership. It also originally focused on franchise dealerships. For example, in a “Toyota” 20 Group, you would find 20 different Toyota dealerships from 20 different markets, usually from all over the country. But even though the franchise was exactly the same, diversity still existed within the “Toyota” 20 group itself. For example, you could have dealerships that were small, large, part of a dealer group, part of a corporation, in a rural area, in the city, single point or part of a multi franchise point; all with different strengths, weaknesses, passions and fears. These dealers were intentionally diverse. This was imperative to the success of the 20 group to ensure impartial feedback.

 

Some of the most common areas of comparison, coverage and discussion in a traditional 20 group were:

 

  • Financial Composite
    • Expenses
    • Gross
    • Net
    • ROI
    • S.W.O.T.

 

 

  • Break Down of Different Departments
    • New Car Sales
    • Used Car Sales
    • Advertising / Marketing
    • Vendors / Suppliers
    • CSI / Customer Service
    • Human Resources
    • Legal
    • OEM Situations
    • Accounting / Floor Plan

 

  • And More…

 

How was the data collected? Each dealer within the 20 Group would be responsible for filling out their “input sheets”, which would become part of the overall 20 group composite. The input sheets worked as the core for analyzing all of the details, metrics and financials mentioned above. The sheer act of an individual dealership filling out an input sheet and tracking the proper metrics was worth the price of membership. Always remember, what isn’t being tracked, can’t be measured and what can’t be measured, cannot be improved upon. Surprisingly, a lot of dealerships today still simply “wing it”. The 20 group input sheets forces the dealers to hold themselves accountable because they have no choice but to fill them out. Lack of doing so could lead to the dealer being fined or worse yet, kicked out of the 20 group completely. After all, in order for the composite to hold its validity, the numbers must be true. Garbage in equates to garbage out.  Now with those completed input sheets, the 20 group, led by the 20 Group “Moderator”, was able to take the dealers individual metrics and consolidate all 20 dealerships’ input sheets into the group’s composite. Upon consolidation of the metrics, the moderator and each dealer within the 20 group, is able to see the entire 20 Group in one view and see which dealers are excelling and which individual category they are excelling in. On the opposite spectrum, the group could see which dealers are struggling, where and why.  From this data, the group could create “standards” or “benchmarks”. The group could see who is above, below or on track for 20 Group standards. But, this is only the beginning. Now that all of this “field intelligence” has been exposed, the real “SYNERGY” begins! Within each individual 20 Group session, dealers spend time discussing what is successful, what vendors are good and what strategies are successful. Also, what vendors are bad and what to do when bad things happen. In essence, the composite acts as a conversational starter. The true value is being part of a specific group of like minded people, at your level (or better) and the group works together for one sole goal…to evolve the entire group synergistically.

 

The core principals described above still remain constant and relevant for today’s 20 groups. People need cars today like they needed cars back then. That hasn’t changed. But what has changed, is the medium by which people are buying cars. With 97% of consumers going online prior to stepping foot into a dealership, the Internet Sales Department was created. As mentioned, 20 Groups originally were for franchised dealers and broken down by franchise. Soon after, Independent Dealership 20 Groups started popping up, followed by:

 

  • Used Car 20 Groups
  • Special Finance 20 Groups
  • GM 20 Groups
  • CFO 20 Groups
  • Internet Sales 20 Groups

 

20 Groups are essential for success in today’s market. Shakespeare said “Show me your friends and I will tell you who you are”.  If you are a Dealer Principal, GM, Internet Sales or BDC Director or any other senior executive within a dealership or dealer group, I suggest that you find a 20 Group that fits your dealership’s focus and needs.

 

Remember to find the RIGHT 20 Group for your unique needs and situation. You do not want to join a CFO 20 Group if you are looking for BDC information and clarity. Just like you wouldn’t hire a Service Writer Trainer to train your Internet Sales Department, you do not want to join a “traditional” 20 Group if you need information, strategy and clarity for Internet Sales. I also suggest that you are careful with 20 Groups that claim to do “everything”. Dr Stephen Covey, author of The 7 Habits of Highly Effective People, says “Put First Things First”. Meaning, you want to identify which area of the dealership you want to perfect first and concentrate solely on that department. Once you solidify the success of that specific department, you can move on to the next focus. For example, if you want to compare and synergize with other Porsche Dealerships, then join a Porsche 20 Group. But if you are looking for clarity on your Internet Sales Department, BDC or Digital Marketing initiative, then find a 20 group that specializes in that area. 

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http://www.internetsales20group.com
Make Money Mondays With Sean V. Bradley - "Voicemails" Are IMPERATIVE For Phone Sales Success

Automotive "Internet Sales" is predominantly a PHONE SALE. Thats right almost every single Internet lead / prospect escalates to a phone sale. Very few Internet leads stay sole "internet" or "email".

And everyone knows that the HARDEST part of Internet Sales or BDC success is simply getting the prospect on the phone. The majority of what Internet or Business Development departments do is phone call and leave voice mail messages. So, if that is the case, then dealers need to really get great at leaving voice mails. 

Please let me know if you have any questions. If you would like more awesome information, please go to www.automotivedigitaltraining.com 

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Dealer Principals & General Managers, When was the last time you…

 

When was the last time you actually went and listened to your Internet Sales Coordinators, BDC reps, appointment setters, sales consultants and sales managers’ phone calls? If you have a call monitoring system, do you log in yourself and listen to the MP3 calls, or do you delegate it to someone else? Do you ever “mystery shop” your employees? Or, if you have hired an outside company (training or consulting) and they conduct call monitoring and/or mystery shopping on your behalf, do you ever read the corresponding reports and assessments?  

 

When was the last time you went through your own website? I am not talking about a quick log on and review of the homepage. I am talking about you actually taking a deep dive into your entire website by clicking on EVERY single link, button, photo and drill down page. Pretend you are a customer. Is your website providing the type of experience you would hope for and expect if you were the shopper? After all, with consumers shopping an average of 5-8 different websites, will your website’s experience be enough to initiate a phone call?

 

When was the last time you reviewed all of your email templates?

 

When was the last time you listened to the way your people leave voice mail messages? Are they leaving the same mundane messages your competitor down the street is leaving, or are they leaving voice messages that will entice the customer to return your phone call and/or distinguish your dealership from the rest. Was a sense of urgency created?

 

When was the last time you reviewed your Social Media Strategy? You should know:

 

  • What are you Facebooking?
  • What are you Tweeting?
  • What are you posting to your Google + account?
  • What pictures are you uploading on Flickr or Pinterest?
  • What videos are you uploading on YouTube?
  • What are you saying to the public?

 

Have you investigated all of your review sites? For example:

 

  • Google Reviews
  • Yelp
  • Edmunds
  • Cars.com
  • Yahoo
  • Yellow Pages
  • Dealer Rater
  • Judy’s Book
  • City Search
  • Merchant Circle
  • BBB

 

Are you even responding to people that are leaving reviews about your dealership, positive or negative? And if your dealership is responding, is it with the right message? A negative review can turn into a positive review with the right response and action(s) taken.

 

How about the paradigm of the dealership? I travel all over the country and work with thousands of dealerships and what I have found astounds me! I sit with Dealer Principals and listen to their explanation of their organization. I listen to their:

 

  • Mission Statement
  • Vision Statement
  • Social Responsibility Statement
  • Core Values and Principles

 

I listen to how proud they are of their organization(s). I listen to the AMAZING things they do in their community. I hear about altruism, integrity, dedication, respect, love, honor, tenacity, success and more.  But what I SEE is usually COMPLETELY different from what I hear, and that is a problem! Perception is reality and what people “perceive” is their reality. Dealers might have a strong vision, mission, values and value package, but if it is NOT conveyed to the managers, sales consultants, service writers, technicians, BDC reps, receptionist etc… then it is LOST mission.  As a matter of fact, when I go onsite to dealerships, one of the first things that I ask managers and employees is “What is the organization’s mission statement”? “What is the vision”? And almost ALL of these people have no idea that a mission statement even exists in their organization.  And of the few people that knew that there was a mission statement, they had no idea what it actually was. Sadly enough, this is true for some General Mangers too. There are GMs that have no idea what the Mission Statement or The Vision Statement is. How in the world is the organization going to personify the “vision” of the Dealer Principal if no one is even aware what the vision is? How can the organization perpetuate the momentum of the Dealer? It is difficult to say the least, unless that is EVERYONE is on the same page.

 

The way it should work is:

 

  • Dealer Principal or GM states the Mission, Vision, Values / Principle, Value Package Proposition (Why Buy From Us).

 

  • THEN and only then does the dealership find vendors and employees that align with the dealership’s vision, mission and values.  A lot of times, dealers “Frankenstein” vendors, just trying to sell cars. They also hire people at random without consulting the blue print and guidelines set by the mission statement.

 

  • Make sure that EACH of the following communication mediums; website, email templates, voice mail templates, advertisements, social media etc, are all set up with the Dealer’s vision, mission and values clearly evident. Does the homepage of your website recite the mission?

 

  • You want it to be that when a prospect or a client engages your dealership in ANY way what so ever, it is crystal clear “Who” the dealership is and what the dealership’s unique value package proposition is.

 

Your brand is sacred, your word is your bond and your reputation is everything.

 

If you believe that statement, then you need to make sure your dealership not only knows and understands the organization’s statement, but it is also perpetuating the vision, value and mission of the Dealer Principal / GM through actions, not just words.

 

If you have any questions about this article or if you would like some free advice on how to create a Mission, Vision and Value Statement please email or call me.

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http://www.internetsales20group.com
Sean V. Bradley Ft. Kalina Bradley "Stop Making Excuses" Success Is In YOUR Power & Control

12 year old Kalina S. Bradley discusses insight of the "7 Habits Of Highly Effective Teens" as well as the "Secret". Kalina at age 12 has a very balanced life and a clear understanding of what success and "effectiveness" means...

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http://www.dealersynergy.com Http://www.internetsales20group.com


Make Money Mondays With Sean V. Bradley - Special Guest, Joe Cala - Better, Not Bigger

This is truly a "Special Edition" of make money mondays! This week's episode is of a great friend of the Bradleys... Joe Cala. Joe has over 11 years of Automotive Sales and Management experience. Has been part of two nationally successful Internet Sales departments. And Joe is currently an Autotrader rep! 

You have to watch this video!!

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