5O Steps To Showroom Mastery - Become A Car Sales Pro

Car Sales Made Simple & Profitable in the 2020s

What you'll learn
How to engage and win over prospects whether in the showroom or online
How to manage your mindset and attitude so you can operate at your potential every day
How to run your sales career like an owner-operated business for maximum income
How to ask for and get referrals and repeat business to accelerate your business growth
How to create short, impactful presentations that "wow" clients & set up the "close"
Requirements
It's helpful, but not necessary, to take the earlier course "How to Launch a Lucrative Car Sales Career"
If you have been in the car sales business for a year or more, you will quickly recognize the situations detailed in this course and discover the solutions you have been looking for.
If you have any kind of "sales" experience, i.e., dealing with customers, you will be somewhat equipped to consider a career in car sales. That would be an initial starting point.
Description
About succeeding in car salesThis is about my story but it could be your story because it’s how I went from out of work to a successful career in car sales by doing it differently that most others in the business. I started in the car business just before the major economic meltdown (2008) that changed the car business (and most other businesses) forever.The financial crisis and the dawn of the digital media age coincided with some major upheavals. Facebook was founded in 2004 but started to become a force in the 2007 – 2010 time frame (going public in 2012). A year later (2005), YouTube was launched and was soon acquired by Google (2006). I started in the automotive business in 2007 so I was originally taught the “old school” techniques that car sales “professionals” had been using for literally 100 years. As social media exploded and car shoppers were able to access most of the information they needed online, the old car sales approaches became less and less effective.When I watched what the most successful sales team members were doing and what customers told me were the most important elements of their car buying decision, I realized that what I had been learning about car sales did not line up with what was being taught at the dealership (even though I was having some level of success). Customers were no longer tolerating vague promises and deceptive techniques. And, as a guy with a marketing background and training, I looked for the most successful sales professionals in the business to see if there was a secret that I could grab onto. It turned out, the most successful had developed a continuous flow of customers who were pre-qualified and pre-conditioned to buy. The successful old-school professionals did this over decades of building a network of past clients that they kept in touch with. But I didn’t have decades. I needed to figure out how to leapfrog my colleagues and get people coming to the dealership and asking for me. Great sales skills are important but you need a steady stream of prospects that are already receptive to your message. That’s where Marketing comes in and that’s where I knew I could create an advantage where most of my colleagues (and most of your colleagues) come up short.Marketing works on the principle of positioning and attraction where potential customers are provided with compelling reasons to come to you (and even seek you out) as opposed to you “chasing” prospects. In another time (before the internet), Joe Girard had taken this “attraction” approach and used it to achieve (at the time) the Guinness Book of World Records for the most retail car sales by a single person. Joe sold 13,001 cars at a Chevrolet dealership in the Detroit area between 1963 and 1978. (Yes, that’s close to a thousand cars a year on average).I became convinced that Girard’s approach, if updated and fine-tuned to the 21st Century digital age, could be the secret formula for tapping into a sales windfall. I believed that if I started applying the sales and marketing techniques that were new to the auto retail industry by leveraging digital technologies and the internet plus email marketing and snail mail marketing to set myself apart from the rest of the salespeople at the dealership, I would gain an edge that others on the sales floor could not duplicate. And that is exactly what happened.Now, let me share how I leveraged a career in traditional corporate marketing and mastered the current digital communications tools to generate my own store traffic and build a successful car sales career. I spent a decade perfecting these systems but you can leapfrog that trial and error grief by tapping into my methods.Gordon N. Wright

Overview

Section 1: Introduction

Lecture 1 Before We Get Started

Lecture 2 How to Use This Guide - Getting Started

Section 2: The First Ten Steps - Understanding the Rules of the Game

Lecture 3 Step 01 - Set Goals

Lecture 4 Step 02 - Assume Everyone is Here to Buy

Lecture 5 Step 03 - Stay Out of the Huddle

Lecture 6 Step 04 - Stop Justifying Average Sales

Lecture 7 Step 05 - Understand Today's Customers

Lecture 8 Step 06 - Understand Your Purpose as a Salesperson

Lecture 9 Step 07 - Start Thinking Like a Business Person

Lecture 10 Step 08 - Understand the "Numbers Game"

Lecture 11 Step 09 - Track Your Daily Activities

Lecture 12 Step 10 - Invest Time in Your Career

Section 3: The Second Ten Steps - How to Connect with Anyone

Lecture 13 Step 11 - Choose the Right Type of Customers

Lecture 14 Step 12 - Engage and Build Rapport

Lecture 15 Step 13 - Easy Ways to Build Rapport

Lecture 16 Step 14 - Ask a Lot of Questions

Lecture 17 Step 15 - Hot Buttons

Lecture 18 Step 16 - How Much Product Knowledge Do You Need?

Lecture 19 Step 17 - F.B.I. Presentations

Lecture 20 Step 18 - Going on Demonstration Drives

Lecture 21 Step 19 - Presenting in the Middle of the Demo Drive

Lecture 22 Step 20 - Who Drives First?

Section 4: The Third Ten Steps - Tricks of the Trade to Master

Lecture 23 Step 21 - The Service Walk

Lecture 24 Step 22 - Show Some Hospitality

Lecture 25 Step 23 - "Park in the Sold Section" Close

Lecture 26 Step 24 - Involving Your Prospects in the Trade-in

Lecture 27 Step 25 - How NOT to Devalue the Customer's Trade

Lecture 28 Step 26 - Planting Seeds for Your Finance Manager

Lecture 29 Step 27 - Don't Ever Leave Your Customer

Lecture 30 Step 28 - The "Brag Book"

Lecture 31 Step 29 - Getting Customer Testimonials

Lecture 32 Step 30 - Adding Value to Your Brag Book

Section 5: The Fourth Ten Steps - The Finer Points of Sales Excellence

Lecture 33 Step 31 - Prepare for Delivering the Vehicle

Lecture 34 Step 32 - Detailing and Filling the Tank

Lecture 35 Step 33 - Leave a "Goody Bag" in the Car

Lecture 36 Step 34 - Introduce Your Customer to the Service Manager

Lecture 37 Step 35 - Asking For & Getting Referrals

Lecture 38 Step 36 - Life Long Follow-Ups

Lecture 39 Step 37 - Basic SOLD Customer Follow-Up Timeline

Lecture 40 Step 38 - Basic UNSOLD Customer Follow-Up Timeline

Lecture 41 Step 39 - Using the Telephone

Lecture 42 Step 40 - Getting a Name and a Number from a Phone Up

Section 6: The Fifth Ten Steps - Things Your Competitors are Missing

Lecture 43 Step 41 - Building Your Own Sales Career

Lecture 44 Step 42 - Early-Bird Prospecting

Lecture 45 Step 43 - Prospecting in Your Service Department

Lecture 46 Step 44 - Prospecting by Mail

Lecture 47 Step 45 - Orphan Customers

Lecture 48 Step 46 - Using the Online Phone Book

Lecture 49 Step 47 - Prospecting with Raffles

Lecture 50 Step 48 - Don't Use the Getaway Pass

Lecture 51 Step 49 - Lasting Impressions with Your Business Card

Lecture 52 Step 50 - Using the Internet and Social Media

Section 7: A Few More Things to Get You Launched

Lecture 53 Step 51 - The Value of a Customer (Important Added Content)

Lecture 54 Some Last Words - A New Way to Approach the Business

Anyone who has joined a dealership within the past 6 to 12 months in a sales role will get the most benefit from this introductory/intermediate level course.,If you are a sales manager at a car dealership, this course will be a great blueprint to use in training your sales team and establishing a set of best practices.