Are You Ready for the New Year?

2016 is right around the corner! Are you ready? Do you have some ideas for what you want to do next year? I've got some goals that I've written down, and I'm actually very excited.

Every year, this is a time to renew your life. Where do you want to be in a year? Do you want to increase your sales? Make more money? Or just become better at what you want to do?

No matter what your goals are, you need to have a plan of action. If you aim for nothing, you'll hit it dead on the head every time. Don't let that happen to you!

Consider Alice in Wonderland. When she came upon a fork in the road, Alice asked the Cheshire Cat which way to go. The Cat asked, "Where are you going?" Alice said she didn't know. The Cheshire Cat said, "Then it doesn't matter which way you go.

I don't know what's in store for you in 2016, but if you have a goal, you need to sit down and write it out. About 3% of people are goal setters. That means that in a room of 100 people, three people in that room have more money than the other 97 combined. If you write down a goal, you start to process it and integrate it into your life.

If you have any questions, reach out to me! I love the joy of giving. I've been in 500 dealerships, trained thousands of salespeople, set up development centers, and I'm in the pit every week. I know what's going on out there from the high end of the car market to the low end. If you want some insider tips, let me know!

I want to be there for you now and in the future. I'm excited to be part of your growth this year. I know that whatever you set your mind to, you can achieve it.

So go forth and set those goals! Have a great New Year's, and call me with any questions!

Dealing with Customer Questions, Concerns, and Objections

Today we are going to talk about how to deal with good questions, customer concerns, and objections. Knowing how to respond to each of these, as well as how to distinguish them, will not only increase your sales prowess, it will make you more comfortable dealing with difficult customers as well.

When a customer says to you, “How much do you want for that vehicle?” that is obviously a question. We always want to answer questions honestly. Let them know what the car’s list price is, as well as their options to upgrade, should they choose to do so. Acknowledge the question, bridge it, and come back to close by offering either/or questions.

When a customer says, “Wow, that’s a little bit higher than I was thinking at $450 per month,” that’s a concern as opposed to an objection. They are concerned about the price, but not flat out coming out and saying they won’t pay it. When you hear a concern, let’s get back together and figure out a way to make it work.

Now, when a customer comes out and says “No way I’m paying that price,” we have an objection. To address objections, you have to become a problem solver. Figure out another option to make things work, whether it’s coming down on price a little bit, or finding them another vehicle. 

Sales people expect confrontation and sometimes overreact to a lot of these questions, concerns, and objections. It’s important to remember that there are ways for you to deal with all three of those calmly and carefully. Learning how to deal with these kinds of situations is half the battle!

If you have any questions for us, feel free to give us a call or send us an email. We look forward to hearing from you!

The Power of Either/Or Questions

By using the power of either/or questions, you remove “no” from the equation. We often say no to get out of things. For instance, if someone invites you out on a Friday, you say no to get out of it. Instead of yes-or-no questions, we practice either/or by asking questions, such as:

• Does right now work for you or would later be better?
• Are you free to talk about this now or later?

If you provide choices, the prospective client can assume they’ve already made the decision to meet with you anyway. Give the consumer the choice to pick either “now” or “later.” You win as long as they choose between two options.

Ask the question as if it were about equipment on a particular vehicle. Do you want something with leather? Do you prefer a light or dark color? Do you want two or four wheel drive? It’s phenomenal as a control tool, even when customers think they’re in charge.

If you have questions about this topic or anything else, reach out via phone or email today.

Why You Need a Business Development Center

Today, we introduce the concept of a Business Development Center. There are very few BDCs out there. Instead, many businesses end up with Business Reaction Centers. Some even end up with Business Compliance Centers. I know we're throwing a lot of letters out there, but there's a big difference in money to you as a dealer depending on which one you end up with.

In a Business Compliance Center, you have to do certain things without getting sales. Many dealerships get stuck at the Business Reaction Center phase, where you answer the phone and respond to Internet leads.

Ultimately, the Business Development Center is the most proficient. You have a follow-up system for people who haven't been in the dealership for 60, 90, or 120 days. You maintain a relationship with your clients and create a need in their household to buy another car. You develop business from your database, where people know and trust you already. The Business Development Center captures business and brings it to your dealership.

If you have any questions, give me a call or send me an email. I would be happy to help you!

Create Handshakes with These Two Phone Calls

Today, we'll discuss how to create handshakes in today's market.

Here's what I want you to think about: people aren't just walking into the dealership anymore. They are doing research online before coming in, and they usually have a car in mind. So, how can you create handshakes?

One of the things that I implement is this: "Sell me once, no big deal. Sell me twice, now you've got it." Most people, after they sell to a customer, go on to the next deal. I want you to make two phone calls. In the first call, you're the hunter. You're sitting on the edge of your chair, and you believe this person wants to buy a car.

The second call is a fun call - call someone who just bought a car. Sit in the back of your chair. Relax. Just show some interest, and ask about the other vehicles in their household. You're creating a need where there isn't one. Ask which vehicle is next to be replaced, and figure out why they want to get rid of that one.

The key is that the customer is the one who voices concerns about the vehicle. You did not badmouth the vehicle at all, and now they see that they need a new one. That opens the door for you to solve whatever problems they have with that car.

It takes a while to learn this, but you have to call and show concern for the consumer. Showing them you care puts you in the position of being the best person to solve their problem.

If you have any questions, give me a call or send me an email. I look forward to hearing from you.