What Does a Great Consultant Look Like?

Today I wanted to talk to you for a moment about selecting the right outside vendor or consultant. I am a consultant myself, so I know what you should be looking for in any person you decide to hire on a consultative basis. 

First off, you need someone who is a generator. Before you hire a consultant, especially a sales consultant like myself, you need to make sure they can demonstrate what they can do for your team. It’s important to put them to the test and make sure they are ready and willing to demonstrate on what they teach and prove why it works.

In sales consulting, it’s all about getting some fundamental skills going. Repetition of scripts and time spent on the phone learning are the best ways to get this started. When we consult, we go through sales scripts and teach employees how to act on the phone. 

Are they going to end up getting an appointment every time? No. But over time, you’re going to be able to set those appointments at a higher rate. Once that starts happening on a consistent basis, that’s when they become generators. If you have a team full of generators, the future's looking bright. 

I’m not like those other companies, idly standing by and raking in the cash. I want to be in the trenches, helping you and your team become better at whatever it is you do. If you have any questions for me, or want to see my teaching in action, give me a call or send me an email. I look forward to hearing from you!

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!