AIS Interviews Pete Lazic, Sales Manager Of BMW Of Orland Park (20+ Years As An Automotive Professional)
I recently was onsite at BMW of Orland Park conducting Showroom Sales & Internet Sales training with the entire dealership as well as some of their sister stores from the Zeigler Auto Group. After training I had the opportunity to interview Pete Lazic, Sales Manager of BMW of Orland Park. Pete has over 20+ years in Automotive Sales and is a great car guy. You will enjoy Pete's wisdom!
Focus On "Point Of Interest" CONTENT For Your Prospects / Shoppers… Cultivate Opportunities
This is a video I shot on site at a Major KIA Dealership in Pennsylvania last week.
Point of Interest Versus Point of Sale… That means that Sales Consultants, Internet Departments / BDCs etc… NEED to focus on cultivating opportunities. You can NOT just wait for the "Up Bus" to come through your dealership.
Think about it… MOST people are surfing the Internet. They are researching, they are "Googling". People are gathering "Field Intelligence". So what content are YOU or your dealership creating to provide valuable "Field Intelligence" for your prospects? Most people unfortunately will say NONE…
For example, you can create:
"How To" Videos:
* How To Set Up Your Blue Tooth
* How To Set Up Your Satellite Radio
* How To Set Up Your OnStar
* How To Properly Install a Car Seat (Must be CERTIFIED to do this)
* How To Buy A Car…
* How To Buy A New Car…
* How To Buy Used Car…
* How To Find The BEST Used Car Dealership...
* How To Find The BEST New Car Dealership...
* How To Get A Car Loan EVEN if you have BAD Credit or NO Credit...
* What is Better… Leasing OR Financing?
* What is Better… A New or Used Car?
* What is the difference between a Used Car or a Certified Pre Owned Car?
Reviews / Comparisons:
* (YOU) Review ALL of the Models you sell… Make these reviews, custom and personal
* Compare all of your models to ALL OF YOUR COMPETITORS… For example, if you were a Single Point Ford Dealership you should compare ALL of your models to all of their competitor models like the Ford F-150 AGAINST:
* Chevy Silverado
* GMC Sierra
* Ram 1500
* Toyota Tundra
* Nissan Titan
If you would like to have more information on this topic or if you would like to set up a FREE strategy session. Call me on my cell at 267-319-6776.
Mid-Week Motivation with Joe Cala - 'The Power of Patience' - Automotive Sales - Car Sales
The Evolution Of The Automotive Sales Industry - Automotive Internet Sales - Car Sales
I was recently onsite at a Dealership client in Michigan and was PLEASANTLY surprised to see that the ENTIRE management team was immersed in the 7 Habits Of Highly Effective People Training! Every week they read a new chapter and discuss it in the Manger's Meeting. When I came to the dealership to train they were on habit 6... "SYNERGY"! They were so kind to invite me to share some of my thoughts and knowledge as a FranklinCovey Trainer and I had such an amazing time explaining my interpretation of Dr.Covey's message.
This video is of me "free styling" my thoughts about the 6th Habit and how it all comes together.
Tim Morgan of Radley Acura Named Autobytel Dealer of the Month; Dealer of the Year Awards Slated for January 2014
Autobytel honors exceptional dealers from a competitive field of thousands of automotive retailers for outstanding Internet lead management and customer service standards
IRVINE, Calif.--(BUSINESS WIRE)--June 28, 2013--
Autobytel Inc. (Nasdaq: ABTL), the company dedicated to helping automotive consumers and dealers connect online, has named Tim Morgan, General Sales Manager of Radley Acura in Falls Church, Virginia, the Autobytel Dealer of the Month for May 2013.
The company's Dealer Awards Program honors exceptional Autobytel dealers who employ the highest standards in customer service and Internet automotive retail sales and lead management processes. The Autobytel Dealer of the Year Award is slated to be announced at the NADA Convention & Expo in New Orleans in January 2014, with the crowning dealer chosen from this year's pool of monthly winners.
Tim joins Patti Scipione of M'Lady Nissan and Paul LeRose of Pauly Toyota--who were recently named Autobytel Dealers of the Month for March and April 2013--in that pool of winners.
"One of the primary reasons the Radley Acura team is so successful is the customized approach they take with every Internet customer they service," said Jeffrey Coats, President and CEO of Autobytel Inc. "Today's car buyers are unique, each with their own set of wants and needs when it comes to finding the perfect vehicle. Tim has helped implement a personalized sales process at Radley Acura--one that evaluates Internet leads individually, addresses every inquiry in a personalized way, and provides information of substance that goes above and beyond the standard price quote."
Each month, Autobytel's sales and dealer operations teams evaluate prospective candidates from a competitive field of thousands of automotive retailers in the Autobytel network, with a monthly winner selected based on key online automotive best practices.
Criteria evaluated for the Autobytel Dealer Awards Program include conversion rates, lead management processes, customer service principles, customer and brand retention analytics and Internet department practices, among others.
"We've learned a lot in the 10-plus years we've been an Autobytel dealer, " said Morgan. "The most important thing we've learned is how to communicate with Internet customers to gain a full understanding of what they're looking for in a new car and then guide them through the entire process of finding, buying and owning that car. Our customer service ratings and internal metrics prove we're successful, and Autobytel helps our efforts by sending us great quality leads. However, being named an Autobytel Dealer of the Month, which recognizes how well we stack up against other dealers, is especially rewarding."
Radley Acura is a 27-year Acura retailer located in Falls Church, Virginia, serving the Alexandria, Fairfax and Washington, D.C. markets. The dealership offers new, used and certified pre-owned Acuras and has been a part of the Autobytel program for over 10 years. Radley Acura is a Precision Team Dealer of Distinction, the most prestigious and coveted honor that Acura can grant to its dealerships, which recognizes those dealership teams that demonstrate superior achievement in customer satisfaction, new-car-unit sales volume, business management, customer follow-up, sales and service training.
Named #1 Dealers' Choice Awards in 2012 by Auto Dealer Monthly, and a finalist of the 2013 DrivingSales Most Valuable Insight Award this April, Autobytel consistently ranks as a top quality Internet lead provider, with the company's internally-generated leads converting at approximately three times the rate of the estimated industry average.
For more information about the Autobytel Dealer Awards Program, or to learn more about the winners as they're announced, visit the "Dealer Corner" at dealer.autobytel.com. Visit www.autobytel.com to learn about the company's leading automotive information, products and services; watch exclusive new car videos, test drives and car reviews at Autobytel's YouTube page; or join the conversation on the Autobytel Facebook Fan Page.
About Autobytel Inc.
Autobytel Inc., an online leader offering consumer purchase requests, or leads, and marketing resources to car dealers and manufacturers and providing consumers with the information they need to purchase new and used cars, pioneered the automotive Internet when it launched its flagship website, www.autobytel.com, in 1995. Autobytel continues to offer innovative products and services to help consumers buy, and auto dealers and manufacturers sell, more used and new cars. Autobytel has helped tens of millions of automotive consumers research vehicles; connected thousands of dealers nationwide with motivated car buyers; and helped every major automaker market its brand online. Through its flagship website, network of automotive sites and respected online affiliates, Autobytel continues its dedication to innovating the industry's highest quality Internet programs to provide consumers with a comprehensive and positive automotive research and purchasing experience, and auto dealers, dealer groups and auto manufacturers with some of the industry's most productive and cost-effective customer referral and marketing programs.
Investors and other interested parties can receive Autobytel news releases and invitations to special events by accessing the online registration form at investor.autobytel.com/alerts.cfm.
CHANGE our thoughts, and we'll CHANGE the way we live..
This is the story of an eagle
The Eagle has the longest life-span of it's species
It can live up to 70 years
But to reach this age, the eagle must make a hard decision
In it's 40th year its long and flexible talons can no longer grab prey which serves as food
Its long and sharp beak becomes bent
It's old-aged and heavy wings, due to their thick feathers, stick to it's chest & make it difficult to fly
Then, the eagle is left with only two options: DIE or go through a painful process of CHANGE which lasts 150 days
The process requires that the eagle fly to a mountain top and sit on it's nest
There the eagle knocks it's beak against a rock until it plucks it out
Then the eagle will wait for a new beak to grow back and then it will pluck out it's talons
When it's new talons grow back, the eagle starts plucking it's old-aged feathers
And after 5 months, The eagle takes its famous flight of rebirth and lives for 30 more years
Why is change needed? Many times, in order to survive we have to start a change process. We sometimes need to get rid of old memories, habits and other past traditions. Only freed from past burdens, can we take advantage of the present.
Note: that several slightly different versions are circulating
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.
Are you building value during your presentation/demonstration?
In Part 3 of this series I'll go over the issue of spending some time outside of work perfecting your skills. As we know in the automotive industry when you start your career most never receive any real training or if there is training it's very rudimentary. When I started in the business I was given a box of about 20 VCR tapes and told to sit in a room for two days watching them. Equally relevant, during this two day marathon I had a sales professional come in the room and talk to me for over a hour about how I was going to hate the business. Upon completion of this worthless endeavor I was given an office, directed to where the forms were and told to shadow a 6 car a month salesman.
How many great people have we lost in the automotive industry due to this lack of training? This strategy is setting new people up for failure and most importantly it's not giving new people the opportunity to fulfill their dreams. What's even worse is that I know stores that still have this strategy in place for new hires.
We must analyze true professionals to see what separates the Oscar winner or #1 draft pick from the pack that never make it. Do you think that a #1 draft pick just showed up for the game and never perfected their skill before the game? The movie start that get's $20 million a movie do you think that is by coincidence? The student that graduates with a 4.0 do you think he/she spent time outside of class studying? What's inherent in all these professionals is that they spend a vast amount of time outside of their field perfecting their craft.
Do we think that the automotive industry is any different? If you want to take your career to the next level it's imperative that you also sharpen your saw!! Study websites, listen to lectures, read books and go to seminars to help increase your human capital. Those that make the real money in this business have a strategy in place that made their dreams a reality. Successful people take it upon themselves to become the best in their industry and that's why they are compensated as such.
Last but not least we must look at what we do as a career not just a job!! Those that have the career mindset will put in the extra effort to take their career to the next level. Good luck and good selling....
True leadership isn't something granted with a fancy title. The privilege to call yourself a leader involves adhering to a model of intelligence, honesty, creativeness, confidence, drive, and courageousness. Take command with our 6 leadership aspects and commit now to a promise of true and generous leadership.
Do you ever feel this way? Especially at work? Do you have a boss who is constantly asking you to do things that seem impossible? Are you a coordinator who sees making MORE calls every day as though you are being asked to climb Mount Everest using only a licorice rope? I love this quote! Can you imagine trying to slam a revolving door? The reality is that even though that task seems impossible, it is possible with the right tools. The next thing you are asked to do that seems impossible, take a deep breathe and see if there is a way. If it still seems overwhelming, break it down. Don't think of how many calls you need to make each day. Think instead of how many calls you need to make an hour. Keep breaking it down until it is manageable. Look at it from a different perspective.
This is for all of you leaders out there and all of you who will be leaders in the future. The way to measure a leader is by the people who follow them. If you are over others and you lead them to success, you are successful. If you try to lead people and they despise you, you are a tyrant. To be a truly great leader, learn who you are leading. Find out what motivates them, what drives them, and what breaks them. Be the kind of leader that people want to follow. Make them want to drink the cool aid. They say that some people are born leaders. I believe that leadership is a set of skills that must be learned, practiced, and cultivated. As a leader, you should also look for leadership qualities in others under you, and work with them to develop the next leaders.
At Dealer Synergy, we stress the importance of learning the customer's expectations and then surpassing them. Sometimes our own personal expectations get a little lost in the shuffle. That is the focus of the 3 Minute book. Set your expectations for yourself. Make some of them wild and extravagant. You may be surprised how much you will accomplish when you start picturing yourself with that kind of success. It can happen. It can happen to you. Have enough faith in yourself to know that you, and your success, are worth the work it takes to achieve it. The only real limits to your success are the limits to your own imagination and determination.
Are you building value during your presentation/demonstration?
In the automotive industry we must learn the difference between building value versus just giving the car away. We've all seen the sales professional that sells 15 cars for the month and makes $1,500 i.e. 15 mini deals. How demotivating to spend an entire month putting in 60+ hours and then see a less than average paycheck; I truly believe the solution to this problem is one must learn how to build value and hold gross while your presenting your four square. I've heard too many people complain about not making any money and at the end of the day he/she must look in the mirror and analyze themselves.
Here are a couple things that I believe will help end this epidemic:
- Stop letting the sales manager/closer close 99% of your deals i.e. become a closer not a order taker!!
- Get the consumer excited about making their next biggest purchase next to buying a home
- Spend some time outside of work perfecting your closing skills
- Get better with product knowledge
- Always assume the sale
- Don't wait until the first pencil to close the sale ask closing questions during the sale
There are many more but I just wanted to point out a few that I believe will help with helping people get better with holding gross. Good luck and good selling.....
Dreams and goals are what keeps us going. If you don't have anything to aim for, why are you even here? Setting goals and having dreams shows where to focus. Once you have your goals and dreams set, start right away to accomplish them. Setting them for the future is fine, but you have to take action immediately towards reaching them. You must also convince yourself that you will accomplish them. If you don't believe it, it won't happen. You will doom yourself to failure. Set realistic goals. Dream big with a path in mind.
Now is the time of year when people actually remember to be thankful. Don't take things or people for granted. Someone once said, "What if you woke up in the morning and only had the things you were thankful for the day before?" If we take this approach in life, we will all be more humble and happier. If you are a leader at work, home or elsewhere, thank the people under you. If it wasn't for them, you wouldn't be a leader. If you are on the bottom of the ladder, be thankful for the leaders above you. If it wasn't for them, you would have more to deal with and you might not have opportunities that you do. We all have reasons to be thankful. Take the time to should your appreciation for the people around you. Life may go a little smoother if they are noticed.
Failing is part of life. Failure is proof that you are trying. Each time you are unsuccessful in something, the next time you try will be better as long as you learn from your failure. Be diligent and persistent. When you fail, seek out the areas for change. Get up and try it a little different. That is how we learn. That is how we grow. That is how we find success.
The great teacher Neville Goddard offered the following process in 1954 in a lecture entitled "The Pruning Shears of Revision." Every day, before you go to sleep, think through the events of the day. If any events or moments did not go the way you wanted, replay them in your mind in a way that thrills you. As you recreate those events in your mind exactly as you want, you are cleaning up your frequency from the day and you are emitting a new signal and frequency for tomorrow. You have intentionally created new pictures for your future. It is never too late to change the pictures.
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