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Automotive Internet Sales Coordinator (BDC Rep) Makes 201 Appts. 134 Shows & 76 DELIVERIES!

Posted by Sean V. Bradley on November 2, 2012 at 1:30pm


http://www.internetsales20group.com

I am BEYOND proud of John Hinderer Honda and their AWESOME Business Development Center!!

And ESPECIALLY Rob Stewart. Rob is a new employee at the dealership (less than 4 months). He had no prior automotive sales experience. This man made almost 3,000 phone calls himself, he followed the Dealer Synergy process EXACTLY and POOF! He is responsible for almost 80 units getting delivered LAST MONTH!
I have been in Automotive Internet Sales for almost 14 years and have to say, that Rob has one of the BEST performances and success that I have EVER seen.

As you can see in the gotomeeting interview, he is simple... he works his plan, he works his pay plan. He does NOT make excuses, he does not take short cuts. On the contrary, he works hard, he works consistently and he works strategically.

The result is:

  • 2,892 phone calls made
  • 640 connections
  • 201 appointments
  • 134 appointments showed
  • 76 units delivered

October 2012, was the BEST month ever for the John Hinderer Honda BDC...

They delivered 142 units out of the Internet Sales Department and MORE than 50% came from 1 BDC Rep!

Any question...?

Please feel free to comment, email or call me.

Lets sell some cars!

 

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Thank You To Everyone That Helped Make The Interent Sales 20 Group In Chicago a HUGE Success!

Posted by Sean V. Bradley on November 1, 2012 at 4:22pm

http://www.internetsales20group.com

The Internet Sales 20 Group

Recently the Internet Sales 20 Group just concluded in Downtown Chicago and it was a huge success! It wasn’t just a “regular” workshop or convention. It was set up like a traditional “20 Group”, including a full blown benchmark composite. The first 20 different dealerships that signed up for the Internet Sales 20 Group were thoroughly analyzed in 7 Key Performance Indicators “KPIs”…

  1. Two different  “Mystery Shop” phone calls that were recorded and graded (Executed by Dealer Synergy)
  2. Complete analysis of their Social Media penetration and relevancy (Executed by Social Dealer)
  3. Complete analysis of their online reputation (executed by Social Dealer)
  4. Deep analysis of their SERP reports, Search Engine Optimization Standings (executed by Car-Mercial)
  5. Complete 3rd Party Lead opportunities within a 10 and 25 mile radius (executed by Dealix)
  6. Complete Website effectiveness analysis (executed by Dealer Synergy)
  7. Complete Market Rater Reports (executed by Rich Dealers)

All this data was extracted or created without any assistance of the dealer(s). Once all of this data was created it was put into composite form, which means that the Dealerships’ names were removed and replaced with a dealership “ID Code”. This was to protect the identity of the individual dealerships and respect their privacy in public. Then the dealerships were “ranked” in numerical order based on the very best at the top of the composite list and the weakest at the bottom. This makes it very easy for the members to see what is “good” and what is “poor” and more importantly where they stack up against their peers.

So when the workshop opened up, everyone received a yellow legal envelope sealed with a gold “Internet Sales 20 Group Seal” and inside was an actual composite. If you were one of the dealerships analyzed, you would have additional content in your envelope. Basically an additional 50+ pages of the composite breakdown.

The very first part of the Internet Sales 20 Group was a Dealer Principal and Orlando Fuller from Dealer Synergy explaining exactly what an Internet Sales 20 Group composite was, how do you read one, where the data comes from and when you get back to your dealerships, where you can extract that data yourself.  Then for about 2 and half hours the Internet Sales 20 Group reviewed each part of the composite, almost like “question starters”. Once we reviewed a particular section, we would have incredible interaction with the audience and remember the audience was a majority of Dealer Principals, GMs and high level Internet / BC Directors. So, the interaction was powerful and strategic.  For example when we reviewed the section on online reputation, it spurred into this major section on EVERYTHING “Dealership Online Reputation”. Ralph Paglia and JD Rucker were amazing subject matter experts and kept the audience captivated with best practices, ideas and strategies for maximizing dealership online reputation.

Susan givens gave a powerful presentation on “AutoSuccess Dealership Best Practices” Including in her presentation were case studies and examples from some of the top dealerships in the country. Susan was very unique because she comes from a neutral position. She gets feedback from both dealers and dealer vendors. People were taking pages of notes during her presentation.

What was crazy was that was only the first day! After the day came to a close, everyone met downstairs of the Chicago Hilton and awaited the caravan of 14 passenger limos, courtesy of Car Ad Guys  that took everyone to the Ultra VIP party, courtesy of Reach Local at the “Carnivale Chicago”. The group was met by fire breathers and dancers outside the Carnivale that performed just for them. And inside their were other “Carnivale” entertainment… They had people lying on a bed of nails and some of the Internet Sales 20 Group members were able to stand on the chest of the guy laying on the bed of nails lol! The food and ambiance was utterly fabulous but the night got even better when we hosted the “Best Idea” contest. We started with almost 60 “Best Ideas”, the judges narrowed it down to the final 5 and then the audience voted (like X Factor or American Idol style) for the “Best Idea”. Mr. Ben Heath from Clift Buick GMC won the $1,000 Cash prize, courtesy of Helion. Ben’s idea was called “Perfect Match”.

I can not possible go over the entire hugely successful Internet Sales 20 Group in one article, so I decided to give a first day overview. Next article I will break down the rest of the Internet Sales 20 Group with actual details and strategies learned at the 20 Group.

If you have any questions, please feel free to call or email me.

Thank you-

Here are some videos from the event:
Ralph Paglia was a Speaker at the Internet Sales 20 Group

 

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Master Your Craft - August 2012 - AutoSuccess Magazine

Posted by Sean V. Bradley on August 1, 2012 at 10:00am

http://www.seanvbradley.com
http://www.dealersynergy.com

Master Your Craft

 

Do you want to be successful in Automotive Sales? Do you want to sell 30, 40+ units per month? Do you want to make $120,000 - $200,000+ selling cars? Well you can! All you have to do is MASTER YOUR CRAFT.

The key to being successful in this business is mastering your craft, being the absolute best you can possibly be. But why is it that EVERYONE wants to sell lots of cars and make lots of money and only a small percentage ever achieve that level? Same reason why there are so many people that want to be professional athletes and why there are only the few elite professional athletes making small fortunes while the rest of the population watches them on television or pretends to be them on Xbox 360.

 

Do you think Michael Jordan said to his coaches and managers “Uh, I am Michael Jordan… I don’t need to go to practice”! No way… he practiced harder than everyone else because he was Michael Jordan. That is why he has 6 NBA rings… and his own sneaker!

 

Tiger Woods says that he hits 1,000 practice balls for every 1 real shot in a live round.  There is a difference between hitting a golf ball 144 yards versus 144 and a half yards. One puts you next to the hole and one puts you a foot and a half away from the hole.  You want to be as accurate as possible, as close to perfection as you can possibly get.

 

Anderson Silva, Undefeated Ultimate Fighting Champion (UFC) constantly studies his own performance as well as his future opponents performance by dissecting video footage of past fights. Literally spending hours and hours reviewing video footage of angles, punches, kicks. Looking for patterns, opportunities, weakness etc…

 

Success is a few simple disciplines practiced everyday repeatedly. So if you would like to master your craft you must develop the following three disciplines: Dedication, Desire, and Diligence.

The definition of Dedication is the quality of being dedicated or committed, i.e. Devoting oneself, time, and/or efforts to a particular task or purpose; The definition of Desire is a strong feeling of wanting to have something or wishing for something to happen; and The definition of Diligence is a carful and persistent work or effort.

So how does this all correlate to the subject at hand, Mastering Your Craft. Simply put, if you want to BE the best, then you have to BE the best. Will Durant, a prolific American writer, historian, and philosopher once said, “We are what we repeatedly do. Excellence, then, is not an act but a habit."

Success is earned, not given people; No one is entitled to greatness; everyone in the past, everyone in the NOW, and everyone in the future will have or has had to have an outrageous amount of dedication in their specific field of expertise, an extraordinary burning desire to win, and must diligently execute their detailed plans toward their idea of success.

I want to give you some bullet points of things that you should focus on mastering if you want to truly be that absolute best automotive sales professional:

  • Communication(s) – As a sales professional, you need to be an effective communicator. You need to be able to clearly articulate your message and you have to do so with passion and style.

How can you master this skill?

  • I suggest mastering the “Science of Communication”… Knowing that 55% of communication is visual perception and body language, 38% is tone and inflection and only 7% is the actual words that you use. You can study this online, you can take a course, you can go to a “communication” workshop or seminar.
  • You can join http://www.toastmasters.org which is an organization that is dedicated to helping develop communication and leadership skills for professionals. It is like a “gym” for speakers / communicators.
  • Video Record (or audio) yourself with prospects in the showroom or on the phone or in the BDC. Record yourself engaging a prospect, working a deal, dealing with objections / rebuttals etc… Then REVIEW the Video / Audio footage. Study it, be critical of what you sound like, what your body language is, what your prospects sound like, what their body language is. Try to identify loss opportunity, identify areas that you can improve and or utilize a different strategy or approach in a particular situation.

 

  • Product Knowledge–
    • You should truly be a master of your product(s).  At the very least you should be certified through your OEM as a sales consultant but… Most OEMs have advanced training and certification. I suggest you look into what curriculum, what training, what OEM resources you can utilize to enhance your product knowledge.
    • Most OEMs have “Product Launches” or Special Seminars / Workshops on new or enhanced models within their line up. You should ask your management team to send you to any and all OEM opportunities that come along.
    • Study, Study, Study your product. Take all vehicles on test drives, get familiar with them. Not just conceptually but literally know your vehicles inside an out.
    • Competition Knowledge… Do NOT just study YOUR brand. You need to know EVERYTHING about your competition. For example if you are a Ford Sales Consultant and you sell a ton of Ford F-150s then you need to know EVERYHTHING about the Chevy Silverado and WHY your F-150 is BETTER than the Silverado etc…

 

  • Mastering Objections and Rebuttals
    • Stop playing checkers… Start playing Chess. Document all of the “expectations” and “objections” you come across on a daily, weekly, monthly basis.
    • Identify the TOP 10 objections and or expectations and then create at least 5 POWERFUL responses for them. If you need help, get with other sales consultants, your closers, your managers, the owner whoever!
    • Go online and search for the best objections and rebuttals. There are free sites out there like www.automotiveinternetsales.com  that offer a tremendous amount of free information, word tracks, scripts, objections / rebuttals etc… use them!
    • Practice them everyday… role play with your co-workers, with a friend, your spouse.
    • Record them (video and or audio). Upload them to your ipod or burn them to a cd. Play them on the way to work and the way home, at the gym at night, when you sleep.

 

  • Self Education –
    • Read as much as you can about EVERYTHING related to your career as you can. If you don’t like reading, then buy the audio CDs. Here are some suggestions:
      • The 7 Habits of Highly Effective People
      • The Secret
      • From Good To Great
      • The Purple Cow
      • Who Moved My Cheese
      • Execution
    • Read Automotive Trade Magazines (Like AutoSuccess)
    • Subscribe to FREE newsletters
    • Subscribe to ALL your automotive vendors newsletters, blogs, email lists like:
      • Autobytel
      • AutoUSA
      • Autotrader
      • Cars.com
      • Carsdirect
      • Dealix
      • Edmunds.com
      • Your Dealership Website Providers
    • Automotive Social Networking Communities like:
    • Search Engines…
      • You can and should be Googling or YouTubing Everything that is related to your profession.

This is only a small list of things that you need to master to truly be the best at what you do. If you would like me to give you a more detailed list or some free strategies or ideas please feel free to email me or call me. It would be my pleasure to help you-

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Awesome first month with our new E-Commerce Dept!!!

Posted by J.R. Batchelor on July 31, 2012 at 10:49pm
Ladies and gentlemen we started our new E-Commerce dept less than two weeks ago and on behalf of Dick Edwards Auto we are a witness that the Dealer Snergy process works!!! We put 15 units on the board and the goal based on the amount of leads we'll have in August we're projecting 30 units or better for the month of August!! If your store hasn't got a board with Dealer Synergy you're missing out on the opportunity of a lifetime. Most vendors just talk the talk but Dealer Synergy produces verified results.
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Dealer Synergy Training!!!!

Posted by J.R. Batchelor on July 7, 2012 at 6:46pm

Ladies and gentleman, I had the honor to be with Sean Bradley for two days for some intense training!!!  I have to say it was amazing!!!!  Met with a dealer group that has been a client of Dealer Synergy for years, did some one on one with Sean and went live to a dealership to do some additional training.  The intensity and passion that Sean has is amazing!!!  Oh, by the way, I'm not getting paid to write this either!!!  Furthermore, the human capital that I acquired over the last two days I have to say is priceless. 

For those dealer groups or E-Commerce directors that are looking for a reputable verifiable consultaing company you won't be upset once you sign up with Dealer Synergy!!!!   

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Automotive Sales Training - Phone Sales - Internet Sales - Business Development - Sean V. Bradley

Posted by Sean V. Bradley on June 26, 2012 at 8:23pm

http://www.seanvbradley.com 

I was onsite today at a Chevy Dealership in Chicago training them on Automotive Internet Sales and specifically "Phone Sales", Phone Process... 

I go into detail explaining my philosophy and strategy. 

If you have any questions about this video gotohttp://www.dealersynergy.com or email me. I would happy to answer any questions you may have.

Automotive Sales Training - Phone Sales - Internet Sales - Business Development - Sean V. Bradley

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