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If there is one thing that you could do to increase your opportunities and profits, what would it be? What if this one thing was free and already available to you? That's this week on Think Tank Tuesday .

The first step in advancing the productivity of your staff in using the phones is a better understanding in the importance that the telephone can play and how it affects your business. Often a lack of the right attitude is displayed in the treatment towards the receptionist position. The receptionist is usually hired without any guidelines that would be used to hire for an important position. In your dealership do you have personality profiles, set interview questions and guidelines to hire an exceptional receptionist? Do you have a formalized training process and performance based pay? Often the receptionist is the lowest paid person in the dealership but is often the person who influences the customer first. Why not pay the receptionist a bonus based upon various criteria such as average time to answer a call, average hold time for a customer etc.

The sales people also need training on the understanding of the importance of both inbound and outbound sales calls and how this can affect their incomes. A sales person can sit around all day waiting for someone to come in, but they can take incoming sales calls and treat them like they are not important. The average dealership will spend a fortune on advertising to get people to call and come in but not pay attention to what is happening when the customers call or come in. Call a competitor or call your own dealership and mystery shop a few times and ask yourself if you are impressed with the results.

Let’s talk about a few things to improve the importance of sales performance in utilizing the phone. First of all, the dealership needs a formal call tracking process. Many dealerships know their floor traffic but not their phone traffic. Why? This sends the wrong message. You must quantify to qualify, meaning you must know where you are at to understand where you would like to go. Have the receptionist use a call tracking sheet that they are trained to use. Example: On an incoming sales call, the receptionist should positively remark that they will be happy to get a sales representative for the customer and then acquire the customers name by asking “and your name is?” The receptionist can then list the customers name on the log with the date and time received and page for a sales representative. Now the receptionist can write their name on the tracking sheet as well. The sales representative is responsible for putting remarks of the results on the log after the sale. The above process can be altered according to the technology you have established in your dealership. Managers can now include a review of the phone traffic in their daily one on one coaching sessions.

Sales people must have a formal tracking sheet they use when taking calls to assist them in remembering the right steps and collecting the information necessary. The first step in changing the view of a sales person towards the phone is to show them how easy it is to pick up several units each month just by having better phone skills. The Internet has increased the number of sale calls and the quality of customer calling.

Sales people must be taught new techniques that match the marketplace of today. Sales people have been taught the importance of getting name and number so much so that they are jeopardizing the appointment and scaring customers away. Gone are the days of telling the customer you are out in service and not at your desk so you would like to get their name and number and call them back or that the customer just needs to come on down so you can show them in person. Customers are looking for ways to dismiss you as an option and outdated phone skills will make that happen quickly.

Review the telephone operations in your dealership and take steps to increase the skills of everyone using the phone. Better phone process and skills uncover hidden wealth.

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Make Money Mondays With Sean V. Bradley - Have Passion In Car Sales

What is hidden wealth? Hidden wealth is an unused, dormant or under utilized part of your business that contains great value. All businesses have at least one hidden wealth. Even the best businesses in the world contain hidden wealth. The key is to determine your hidden wealth and begin to mine the potential gold that lies therein. All businesses are different. Each business should require their leaders to conduct a concerted effort of introspection and egoless honesty to determine what their hidden wealth may be. One way to begin is to ask deeper and better questions about your business than you ever have before. What is the story of your dealership? How is that unique and more importantly, how does that benefit the customer?

Begin a journey to determine what your business does best. What does your business do better than anyone else? Then ask yourself these questions about that one thing, “How”, “Why” and how can I prove it to my customers in a way that benefits and motivates them? Once you determine the one thing that you do better than anyone else, then ask your customers why they think you do it best? See if what you feel and they feel are the same. If your business does something great but your customers don’t know, it won’t matter. If you customers don’t hold the same value in what you think you do great, it won’t matter. Better questions lead to better answers and better businesses. Ask yourself, what do you have that others don’t have? What do you have that is better than what others may have? Is your sales staff better? Is your service better? Is your location better? Is your inventory better? Is your pricing structure better? Is your process quicker? Is your facility better? When you determine what you have that’s better, you must ask yourself, why is that true?

You must also ask yourself, how can I explain what we do and how it’s better in very specific terms that the customer cares about? You can’t say you have a large inventory. It doesn’t mean anything. But you can say you have 500 vehicles worth ten million dollars in inventory and that no one comes close to your selection and because of that it takes the hassle out of shopping. What ever you decide is your strong point, ask yourself this question, “Who cares?” If you can’t tell your customer in a way that benefits them, they won’t care.

Some dealerships have a large database of untapped business. Some dealerships have a great location with many possible synergies with other local businesses that could be explored. Many dealerships have community relationships that could be utilized. Many dealerships have talented but untrained people. Many dealerships are either sending the wrong or mixed message to the market or sending a good message to the wrong market or utilizing either the wrong medium or not enough mediums to reach their market.

Each dealership has assets that contain vast riches if they can be explored and tapped.

The only way to become better is to practice. It never hurts to practice the most obvious and the things we know until they become perfected. Dennis explains which words to use and how to use them to increase sales from your website. Check out this week's Hard Facts about selling with text. 

You are who you decide to be at any given moment. It does not take money, a degree, a certain age, a certain appearance, tons of experience, knowing the right people, past success or any other qualifying factor that you may be currently using as a subconscious roadblock to your desired success. Your belief system creates your results both past and present. If your current belief system is not what it should be to support your success, you must fake it, till you make it.

If you currently don’t appear to be on the path that will create the level of success in the form you desire, you must begin to identify the mental programming that is limiting your success before you can change your resulting limiting actions.

You must pay close attention to your inner dialogue when you write goals or have thoughts about anything you desire. When thinking of your goals, if you repeatedly think of the specific reasons of how and why your goal may be hard to obtain, you are creating the “When-Then Syndrome.” Your subconscious identifies your current programming that tells you that for X to occur you must first have Y. If that is the case, your current mental programming is limited and will not allow you to break through your current barriers to further success.

Write down the first twenty mental images or messages you heard or were taught about money. When closely examined, most of the images and messages remembered will be limited, negative, and fear based. Those negative messages and images have taken a life of their own and have been accepted in your subconscious as absolute truths. To increase money, you must identify your current limiting messages and rewrite the messages to create accepted new truths.

Every person you come into contact with tries to define you based upon his/her own thoughts and beliefs. Your workplace is full of people with their own limiting mental programming that want to define you in a way that makes them feel better about themselves. People will create images such as “you are just lucky” or “the favorite of the boss” or “a weak sales person”. So often you act in your work environment in a role based upon the images and messages accepted by your subconscious. Unfortunately, your subconscious accepts all images and messages without filtering. However, you can overwhelm the negative messages with your own positive messages. Your conscious mind will choose and react to the strongest messages being given to it. Don’t allow others to create your destiny based upon their own limited beliefs.

Your subconscious can act as an automatic responder in a positive form just as it can negatively. You must bombard your mind with positive and repetitive images for your conscious mind to react with positive messages. Read and listen to the material that will support you in creating the images you desire, while reducing and eliminating the negative influences you encounter from relatives, co-workers, and the news. You create your own reality. It’s your responsibility to choose the right sources of information to saturate your brain.

To start manifesting your desires, you must become clear on your goals. Write what you want in present tense using vivid details of your emotions and thoughts at the time of obtaining those goals. The repetitive conditioning of your subconscious with the imagery you have created will begin to grow just as your muscles grow by the repetitive action of lifting weights. Soon your positive imagery will be so strong that your belief system will accept this as reality before it has ever transpired as reality. There will be no difference between your chosen reality and your current state. Your belief system will accept each step and each day as a part of your path to success. Dare today to choose what you desire and the actions that support those desires.

Thoreau once said, “Things don’t change, people do.” If things are to happen, you must make them happen. Good people and businesses always make things happen. Let’s look at the essential rules of making things happen.

Rule 1 – Always have a CEO attitude – You must start by taking responsibility for all things both good and bad. Accept that your company signs your check and you fill in the numbers. Your own personal philosophy, which is determined strictly by choice and your own free will, determines your first step in success or failure.

Rule 2 – Every business operates two businesses: People and Marketing. If you are great with people but don’t have people to speak to, you fail. Marketing has become essential to all sales people.

Rule 3 – Lead generation equals dollar creation – The more leads you generate the more money you earn. How do you create leads? Develop a marketing web – Draw a small circle on a piece of paper and put the name of your company in the middle. (Your company, not the one that signs your check). Now draw lines in different directions that look like spokes coming out of the circle. Label each spoke as a source of leads. (Example: walk-ins, incoming sales calls, referrals, repeats, be-backs, service, networking, prospecting etc.) Notice that each spoke can have multiple spokes that sprout from it.

Rule 4 – Add value first – The perception of price is always in relation to the value perceived. Perception is reality for your customers. What do they perceive to be the value in your offer, product, you, or the business? To create value you must TLC—think like a customer--and then take action.

Rule 5 – Give HFG - hope for gain. People always want something better than what they have. It’s human nature. Hope for Gain follows the pleasure versus pain rule of life. People act to either find pleasure or avoid pain. Hope for gain moves people toward pleasure.

Rule 6 – Offer risk reversal - Take away your customers’ risk and it creates urgency in the eyes of the customer. You must lower the barriers of entry that discourage customer traffic. Risk reversal allows your customer to avoid pain.

Rule 7 – Provide leverage – Hope for gain and risk reversal provide leverage for people to take action. You must always be thinking of ways that your customers can get excited about contacting you now. Urgency, emotions, social proof, incentives and testimonials all provide leverage.

Rule 8 – Facts tell; stories sell- Stories add the most important element of sales and marketing. People think in pictures. People relate to stories that they can see themselves in the staring role. Make them the star. People will avoid advertising and marketing on purpose, but they will react to a good story.

Rule 9 – Utilize the law of obligation and reciprocation – In sales or marketing, you must be willing to add the wow factor. You must be willing to give people extra service, extra offers, extra emotion, extra humor, extra enthusiasm... extra everything, until the customer feels an overwhelming obligation to give you a chance.

Now let me give you some examples to create leads using these rules.

1. – Record a two to five minute be-back CD that you give to each customer who doesn’t buy a car and ask them to play it on the way home. On the CD, thank the customer for the opportunity, tell them your SDP--specific defining proposition- to get them excited about doing business with you and purchase your product.

2. Nice trade call – Every time you take a nice trade-in, call at least 20 of your sold customers and let them in on a secret. Let them know about the beautiful vehicle you now have and how it hasn’t been put all the way though service and clean-up yet. Let them know you’re calling a few of your preferred customers about the newly acquired vehicle. If they don’t want it, ask them who might be.

3. Create affiliations – Who does business with whom you want to do business? Always think of how you can add value to them first. What can you do to help their business? Offer coupon swaps. Offer to create a coupon for a two for one special at their restaurant. In return, ask that they distribute a coupon from your business.

4. Offer a free program – Offer a thirty minute program to some of the varying associations on how to buy a vehicle. Take brochures with coupons offering value that would make them take action to receive something of value from you. Create a lead first.

5. Postcards – Postcards are cheap. You can send to targeted markets, with a targeted message, such as, “Employee Purchase Program – Buy a vehicle for what I would pay!”

6. Val-Packs – Postcard advertising made even cheaper.

7. Orphan Owners - Call every orphan owner and offer them something of value. If you offer all the clients who’ve not been contacted the chance to do business with you, a large percentage will consider doing more business with you in the future.

8. FSBO call – Call everyone selling your brand of vehicle and ask them about their trade. Offer to get an appraisal and to help them purchase their new vehicle.

9. Create a Free Special Report – “How to buy a vehicle” – You could combine your postcards with this message and once you’ve created a lead through their response by fax, phone or email, you can follow up after sending your special report.

10. Create your own web site – Put your web site address on all your business cards, mailing, materials etc. Put your picture, biography, special offers, recipe of the month, etc. Make people go to your site for a special offer.

John Wooden said, “Don’t let what you can’t do interfere with what you can do.” You can’t change economies, but you can work daily to change your actions. A little extra effort put forth everyday will help build a successful business. Make it happen!

Do your sales people know how to fish? They should. I ask you, when was the last time that you wished there was something you could "personally" do to increase your selling opportunities? Have you every thought "just if we could spend more money on radio or TV advertising to increase walk in customers?" Watch this week's Think Tank Tuesday to see where you should be fishing to get more sales than you could ever handle!

Sales people provide life for all companies. If everything starts with sales people, it only makes sense to make sure that you are recruiting the best potential sales people

Tip 1: Recruit from want, not need. Make recruiting an everyday activity, don’t wait until you need it.

Tip 2: Have a strategy to recruit people all the time. To orchestrate a successful ongoing recruiting program you must first have a game-plan. Plan and develop a flow chart of your desired results. Write down the obvious. You must know why you are looking to create a recruiting strategy. “When the why gets strong, the how gets easy.”

Tip 3: Know who is in charge of recruiting and his/her qualifications. People must be educated on creating and orchestrating a strategy that works. Don’t leave the who and how to chance.

Tip 4: Newspaper ads – the Sunday paper is full of ads for sales people. If you plan on using help wanted ads as part of your recruiting, you must write the ad with the mindset of the good sales person you are looking to recruit. Use two age-old formulas: WIIFM – “What’s in it for me?” and AIDA – “Attention, interest, desire and action” when creating your ads.

Tip 5: Try using several avenues to recruit such as full color newspaper inserts, business journal classifieds, a banner ad on your web site, local colleges, Internet job postings, radio ads, military bases, job fairs and employee referral program. Never leave the vitality of your company to just one avenue of marketing. You must build a marketing web that has many marketing branches to attract good people.

Tip 6: Have an “ideal employee” profile. Know who you are looking for before you find them. When you’ve developed a precise guideline of what the perfect recruit looks like, you can begin your process with that in mind and then remove the emotions involved in interviewing.

Tip 7: Payment plans satisfy base-level needs of the potential recruit. Pay all recruits during training and guarantee them a living wage during their learning curve. Many potentially good sales people are not given the chance to ever enter the business. Lower the barriers of entry in order to find the best people.

Tip 8: Have at least 50 written interview questions. Don’t you show a sales person how to profile customers? Preparation is key to a good interview. Be ready with sub questions to the interviewee’s answers that allow him or her to elaborate and communicate in detail. A good interview will follow the 80/20-rule and allow the recruit to speak 80% of the time.

Tip 9: Test and profile a potential sales person. Anyone who has interviewed people has come across a great interview, horrible employee. A good recruiting strategy must utilize many tools to reduce the emotion and help to make a more logical and quantitative selection. There are many tools today that can be used to gauge the personality, sales aptitude, emotional IQ, intelligence and just about anything else you want to know about a possible future employee

Tip 10: Don’t hire people based only upon resumes. If you want to hire good sales people, recruit and hire based on talent and attitude and teach them the necessary skills.

Recruiting and hiring effectively is a continuous process that is both part science and being creative. Having a consistent plan will make your recruiting a success.

Many times people say they don’t like to negotiate; yet, they still shop around and never pay full MSRP. Most people act in their own best interest. And most people who say they don’t like negotiating, actually still want to.

There are three things you should always listen to in this business:

1. What people say.

2. What people are trying to say.

3. What they really mean.

Often, what people are saying is they ‘hate’ to negotiate. What people are trying to say is they could do without the way auto dealers negotiate and what they really mean is they don’t want to make a mistake.

When people say they don’t like to negotiate, they are trying to say they don’t like the feelings of manipulation that occur when auto dealers overuse the ‘higher authority principle’ of negotiating. In other words, they dislike an improperly used desk system. You can still use a desk system, but you can decrease the back and forth, and keep the customer from feeling manipulated.

The first step is to have a written process that everyone understands. The second step is to make the process the same for each manager and each deal every time. The third step is to train your sales people how to negotiate, handle objections and assist the buyer to finalize a buying decision.

A written, detailed negotiating process that all sales people and managers understand is essential. Many dealerships seem to operate by the seat of their pants when dealing with the negotiating process. All proposals should be started in the same fashion. Although each deal can vary differently as you begin to negotiate, they should all start the same way to eliminate emotional, bad decisions. Having a precise, written and clearly understood process can eliminate different managers from working proposals in completely different directions that confuse sales people. Sales people should know how to handle any and all objections, verbally and written, without having to think or blink.

Sales people often give a proposal and when a customer objects, their first reply is, “Mr. Customer, what figures where you thinking?” Unfortunately, it may be the worst thing that could be said to a customer. Asking a customer what they are thinking without verifying and validating why you asked for what you proposed, will bring an uneasy feeling to the buyer and usually result in one of two answers, both of which aren’t good. The buyer will usually respond with a low-ball offer or say, “You’re the sales person, you tell me.” In this example, a sales person has violated simple rules of negotiating by asking the customer to set the bottom parameter of the negotiations. This usually will create a shopper from a potential buyer, because they can no longer have confidence that they have reached their best and lowest possible deal. Confidence creates the feeling of ‘hope for gain’ and eliminates the emotional fear of making a mistake.

When a customer asks for a lower price, the sales person must validate the MSRP by explaining the value pricing policy. “Mr. Customer, the vehicles are value priced today, which means they have a much smaller and more reasonable markup than in the past, to eliminate the back and forth and bring a more realistic pricing value to the customer.” If the customer persists for discounts, you can offer the potential of an additional percentage discount on the optional equipment of the vehicle. This validates your MSRP proposal and allows the customer to have feelings of victory by gaining a concession while establishing the bottom parameter of negotiations.

All customers are looking to satisfy certain emotions. Knowing how to professionally negotiate can satisfy all the emotions a customer desires and eliminate the negative feelings of manipulation that are prevalent when many customers leave a dealership after a negotiating process.

There are two basic types of advertising: branding and traffic now. Each has its own objectives and potential pitfalls. How can you avoid common mistakes made in each form?

http://www.automotivedigitaltraining.com 856-546-2440
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Mid Week Motivation With Joe Cala, GM of Dealer Synergy "Make Lemonade"

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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"

There is a big debate about SEO, or "Search Engine Optimization." Is it worth the time and financial investment? The recent Google Hummingbird update has confused the debate even further.  Watch this week's video and then tell me what you think.

It may not come as a surprise, but paying extra bucks to “go green” in a hybrid car may pay off in self-esteem and image for older drivers, as well as give a healthy boost to the environment, according to a Baylor University study.

This may help fuel cynics' view that people are far from green when they park a hybrid in front of their 3,000-5,000 square-foot home with an Olympic pool and Lexus SUV in the garage. But at least the trend has money moving through the economy...

PRESS RELEASE:

Newswise — Paying extra bucks to “go green” in a hybrid car may pay off in self-esteem and image for older drivers, as well as give a healthy boost to the environment, according to a Baylor University study.

The finding is significant because some segments of the older-consumer population control a considerable share of the discretionary income in the United States, and the population size of the “mature market” is growing rapidly, researchers said.

The study is published in the journal Human Factors and Ergonomics in Manufacturing and Service Industries.

“If I want to pay $5 for a ‘green’ detergent or sponge, I’ll know that I’m helping the environment. But those things aren’t highly visible. Other people aren’t going to notice,” said Jay Yoo, Ph.D., an assistant professor of family and consumer sciences in Baylor’s College of Arts & Sciences.

Researchers analyzed a national cross-sectional survey of 314 consumers age 60 and older who had bought hybrid cars. The study showed that their satisfaction was influenced by social values — including pride and prestige — as well as quality and price, not only in vehicle purchase but in future savings on gasoline expenses.

Those three variables — social value, price and quality — are significant in building senior citizens’ customer loyalty as shown by repurchase intention and positive word-of-mouth, Yoo said.

Emotional values — such as excitement – did not significantly influence their purchase intention or satisfaction, according to the study.

“The findings suggest that elderly consumers are concerned about how they appear to others when driving a hybrid car,” the researchers wrote. “They believe that driving a hybrid car builds a positive self-image of the people who drive them.”

“This knowledge can help as a marketing tool,” Yoo said. “Hybrid cars have increased in visibility because of their environmental consciousness. So people may be willing to pay an extra $5,000 or so in order to think, ‘I’m great, and this is good for the environment.’” Previous research has shown that older consumers are more inclined to behave in a pro-environment way than younger people are, he said.

Other researchers were Won-Moo Hur of the School of Business Administration in Pukyong National University in Busan, South Korea; and Jin Hur of the Yonsei School of Business, Yonsei University, in Seoul, South Korea.

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Tom LaPointe CarChat24  Interactive Media Manager / Industry Analyst

www.carchat24.com/ 24/7 Interactive Automotive Dealer Website LIVE CHAT Solutions Hosted or In-House Options – FREE web chat software 727-638-0195

Tom has an MBA in Marketing and is an automotive writer and author with more than 15 years experience in virtually every aspect of the retail auto industry. He has been a performance leader in everything from sales and service, to web development and viral marketing.

The cross promotion ad, It Comes Standard produced by Will Ferrell, touts all the great features of the glove box, and has been picked by AdWeek as one of their top ten for the week. I'm still partial to the ad that picks on the horse. Great marketing campaign! 

More than anything, you want traffic in your showroom. Most shoppers will view five dealer websites before ever making the effort to visit just one of them. How do you make sure your inventory entices them to take the extra step and choose your lot above all others? Find out in this weeks Hard Facts.

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Most Internet marketing experts will agree that driving traffic to your website results in the most valuable leads you can get – if you can convert visitors into leads. Just like the old adage, “volume is vanity, gross is sanity,” your website traffic is only worthwhile if you’re effectively converting it into sales opportunities.

According to an advertising efficacy study by Dataium, an average of 55 percent of dealerships’ online advertising budgets are devoted to paid search engine marketing, but just six percent of dealership website traffic is referred by paid search keywords, and less than one percent of this traffic resulted in email form leads submitted on dealership websites. While effective SEO/SEM campaigns are necessary up to a certain point, eventually the law of diminishing returns kicks in. How much more are you willing to spend for a search term that attracts 100 more unique visitors when only one or two of those visitors will convert into leads?

Compounding the challenge of effective SEM campaigns is the cost. Many website vendors and Internet marketing gurus push dealers to pay more for “their” search terms because other parties-- competitors, independent lead providers, auto shopping websites-- are all buying up the search terms and bidding up prices. To some extent, this is true: it's open competition, and automotive retail isn't the only industry subject to it. Companies in every industry must aggressively compete to attract online customers with increasingly sophisticated SEM campaigns.

Since search is now integrated into the consumer’s everyday experience, it’s also important to pay attention to changing consumer behavior and modify your campaigns accordingly. According to a study by Slingshot SEO, more than 80% of search terms today use five or six keywords. Users are becoming more sophisticated with their search terms and demanding results that deliver exactly what they're looking for. If you are a Toyota dealer in Chicago and you think you can attain a page one search engine ranking simply by paying a lot for the terms "Toyota" and "Chicago," or your website content is the same as it’s been since you optimized it for search 5 years ago, you will be disappointed.

As the competition, sophistication, and challenges increase, your ability to convert precious, valuable search-generated traffic must improve. The average conversion rate for dealership websites is estimated to be between two and four percent. Some dealers claim conversion rates more than double this percentage. What if you could double the number of leads you receive from your dealership website, without spending a penny more on SEO/SEM campaigns? Increasing conversion is the key to achieving this goal.

To convert more visitors, try this three-pronged approach:

1) Content. Keep the content on your website engaging, up-to-date, educational, and include "calls to action" on every page. Also be sure that your content supports your brand consistently. If you're a family-owned business heavily involved in your community, ensure that your website content reflects and promotes this.

2) Conversion Tools. An increasing number of tools are available that are designed to engage visitors and keep them on your website. Chat applications are one of the most successful conversion tools; so are payment marketing tools like trade-in calculators and shop-by-payment tools like Payment Pro. Incentives and coupons have all been shown to increase conversion rates.

3) Marketing. Conversion tools will convert, but only to the extent that your website visitors know about them and use them. Don't expect them to just stumble across the latest tool or gadget on your site and start using it, unless they know what to expect. For instance, if you have a payment marketing tool, create a marketing campaign to educate your customers about their credit score and to let them know they can get accurate payment quotes without affecting their credit score. A full-blown marketing campaign might include the following elements: e-mail, a dedicated area on your website landing page featuring the benefits of shopping by payment, a blog, a video of one of your salespeople explaining the benefits, geo-targeted banner ads, and more.

If you have found that funneling more of your budget into SEO/SEM campaigns isn't getting you a proportional increase in website visitors, try focusing on increasing your conversion rate. Customers will stay on your site if they find what they are looking for, so figure out what that is and provide it to them to increase your website lead count and quality.

On this week's Think Tank Tuesday learn how to keep your cool and avoid panic marketing. Without a plan and without a process you could find yourself left in a panic. These three tips will ensure that you have a plan in place to start strong so you always end strong and profitable.

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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. 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