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Tammie LeBleu, Speaking At Jim Ziegler's Internet Battle Plan In Las Vegas (Was The #2 Nissan Sales Consultant In The United States)

Tammie LeBleu

Internet Director | Sales Manager -
Orr Nissan Bossier City, Louisiana

Tammie is that super-performer every dealership wishes they had. A personal friend and student of Jim Ziegler, the Alpha Dawg.

Tammie takes relationship sales and marketing seriously using Ziegler’s formulas mixed with her own personal dynamics. We are very proud to have her on our stage. In this very Special featured Session Tammie will share her secrets that put her among the highest paid car sales professionals in the country.

Tammie will be presenting:

Everything I Do Online That Made Me the NUMBER TWO Nissan Sales Person in the Nation 

http://bossiercitynissan.orrnissan.com/

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http://www.internetsales20group.com
Autotrader Account Executive Gives Secrets, Tips & Advice On How To Maximize Autotrader For Your Dealership

Secrets, Tips & Advice On How To Maximize Autotrader For Your Dealership - Automotive Internet Sales...

Joe Cala is a Top Autotrader Account Executive and an 11 year Automotive Sales Veteran.
Before joining Autotrader.com Joe was the Internet Director of a Penske Dealership (Gateway Toyota). Joe delivered 150+ Internet Deals per month!

Joe gives some POWERFUL advice on how to maximize Autotrader for your dealership!

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The best sales advice you'll ever receive

Asides from being a GSM, I will always be a trainer at heart. Over the last 10 years I have trained thousands of new hires, especially when I was with AutoNation. One of the things I always do during new hire training is to put on the board the three reasons why many new hires can be successful right away:

1. They have a great attitude

2. They get in front of customers

3. They follow the process

The other day I as training with my veterans and one of them asked me what the key to long term success as a salesperson was. 

What do you think I told him? 

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Done in 60 seconds!

The biggest blockbuster of the summer has all the dealers ranting and raving:

Done in 60 Seconds...

Forget about Nic Cage and Angelina, the only dynamic duo here is the salesperson and the sales manager. For those of you who have yet to see the trailer, let me set the scene. You just took a customer out for a test drive. The next moments coming back are crucial to finishing the sale, yet it’s a difficult situation to navigate. If the customer hasn’t yet made up her/his mind, being overly aggressive can easily backfire leading to a jaded customer. Or, the customer can have her/his mind totally made up that she/he wants to drive home in that car today, and your own apprehension and weariness could blow the sale. You can make the world of a difference in just one minute, and be Done in 60 Seconds!

Assuming you’re with a customer who crossed over from looking to buying, you must keep up the pace and softly move from showing to selling. The transition comes with increased tension and a bit of fear, on both sides of the bargain. You begin to feel the pressure from fighting back the urge to (prematurely) ask for the sale and the fear of the lost sale (before it even happens) also known as the “I have it but I don’t want to lose it” syndrome. While you’re wondering whether it’s the right time to move forward with the sale, buyers get caught between the fierce desire to buy and the creeping fear of making a mistake.

The next 60 seconds is paramount to making or losing the sale.

First, you need to set the stage. As you approach the dealership on the way back from a test drive, text your manager to be ready to receive you and the customer. The manager can then in position to greet you warmly: “Welcome back! How was it?”

Think of it like you were back in a high school dance. You see someone across the room that you think has been looking back at you too. Your fear of rejection could totally kill your chances of dancing away the night with your high school sweetheart, and at the same time your premature confidence might backfire and ruin it for good. That’s when your buddy saves the day, walks over and tests the waters for you. Let your manager be your wing-man! All your manager has to do is invest a minute to converse with the buyer:

“Welcome back, how was it?”

“Is it the one you like best?”

“If we can work it out to your satisfaction, can wrap it while you are here?”

“Great, let’s start the paperwork and lets see if we can make everyone happy.”

The above should generate an exchange that would give everyone the green light to start the write-up process and would only take an extra 60 seconds but it will keep the salesperson out of the monetary conflict: the source of tension in every buying and selling situation.
It will produce a verbal commitment from the buyer before it goes on paper, and it will make it so much easier to secure the 5 elements of a solid offer:

1.    
Specific car to be delivered.
 
2.    
Specific time to do business.
 
3.     Conditions and contingencies.
 
4.    
Customer consent.
 
5.    
Source of funding and appropriate documentation.


So now that we’ve confirmed that the buyer is ready to buy and we know sellers are always eager to sell… it looks like we’re almost DONE!

Done in 60 seconds: Coming soon to a showroom near you!

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3....2....1....CONTACT!

Looking for other BDC Managers' input on this one.  I seem to be struggling to contact a lot of the inquiries I'm getting.  Specifically Tier 1 leads from the Manufacturer's websites.  I run a GM BDC with Chevy Buick and GMC.  Just wondering if someone else has had this experience and was able to turn it around.  Thanks guys!

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Male Domination: "No Girls Allowed"

Our industry, much like those of construction, technology, national politics and sports (amongst others) are notorious for being dominated by the male species. Why is that? Is it the old aged theory that women simply “don’t grasp the complicated machines known as cars”? Or is it that we just aren't macho enough? Whatever the reasoning, it simply just doesn't make any sense.

Bottom line…sexism. It plays a major role in our industry and I personally feel it almost every day. I don’t feel it from my colleagues at iMagicLab, probably since I am “just one of the guys” to our crazy bunch, but I definitely feel it from others outside our organization. There isn't a day that goes by that I don’t get “thanks sweetie” or a wink at the end of an email, which I highly doubt my male counterparts get in their correspondence with others in the industry. It doesn't bother me in the least bit (actually makes me blush from time to time, which one can always use) but I do think it’s just the industry standard (odd as it may sound). As mentioned in one of my recent blogs, I recently came to our industry from Corporate America and I can’t think of one occasion that I was treated that way in my tenure there. Probably for the fear of sexual harassment, which can happen in any industry, but for fear nonetheless.

Studies have shown that women in our industry (though few and far between) have rarely held roles at the senior or executive level. Over the last several years I've read several articles stating we would begin to see a paradigm shift- and begin seeing women working in our body shops, making it as senior level executives at the top automakers (Grace Lieblein, VP at GM), to race-car drivers (Danica Patrick). We are breaking down those barriers one by one, and hopefully before we know we won’t just hear “the old car guy” as a reference to those in our industry.

I’d love to see the “no girls allowed” sign taken down, sexism go by the wayside, and for us to continue to build our workforce with the most knowledgeable professionals out there (no matter the gender).


Carey Spillert is a Sales Solutions Manager at iMagicLab. She has recently come back to the industry after years of being a corporate powerhouse. You can follow Carey @theCRMprincess on Twitter and find her on LinkedIn.

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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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