SELLING IS A CONTACT SPORT part 1

Sell More Cars - Make Contact

Success Hints

Target Showroom Walk-outs!

Selling is a contact sport,  just like hockey...but you need to be better than the competition.  Use all the potential that good follow-up gives you to grow your business!

When showroom walk-ins become walk-outs … turn them into be-backs.

Follow-up showroom walk-outs to generate a lot more be-back sales for you. People come, look and leave—that is a fact but most sales consultants do NOT follow-up.  They walk ‘em and forget ‘em!

It is also a fact—not everyone you meet is going to leave you and buy at the next store.  They will come back to you if you are following them up.  If you aren’t following them up then they simply keep on shopping ‘til somebody sells them...but it won’t be you.

Hot Prospect follow-up pays off$$$.  Your closing ratio is between 35 and 50% with be-backs.  Heck of a lot better than first walk-ins at 13%!!

TIMING IS EVERYTHING

Timing is important in selling. Every minute you lose following up a new prospect brings you closer to missing out on this additional business. 

Don’t wait.  Your customer walks and you walk over to your desk and get them into your system. Put into your notes about their trade, approx value, mileage, condition, client payment range.  You will be much more effective when you do connect with your prospect.

The Success Key:   

·         Send personal ‘real mail’ notes within a few hours after the showroom visit.

·         Hand-write a PS note with a benefit to your prospect.

·         Hand-write the envelope, don’t use labels.

·         Your real mail contact letters are unique— you guarantee you will stand out from everyone else and make a powerful impact. And you get 100% contact every time.  Something that phone contact or email does not guarantee. 

·         You should include about 30-40 showroom walk-outs each month.

·         Follow your prospects for 64 days so you will be following effectively about 60 – 70 real high quality, motivated prospects.  You will increase your sales by 2-4 deliveries each month!   Be-Backs close quickly and happily.  

·         Car Sales is a Contact Sport, soooo get connecting.Check out the easiest and best customer contact system Trackstar WEB. Check our website: www.trackstar.ca

Happy followupping!!!

Dave.

The pros set goals - If you want to make things really happen for you…set some specific goals.  Set a target to generate a certain number of be-back appointments every week.   Make hot prospect management a  permanent part of your regular selling routine.

Don’t wait!  It will cost you money...serious $$$.

Dealers and Sales Managers - Get with the 21st century and manage your Hot Prospects every day with Trackstar WEB.  It is the most inexpensive, least complicated and most powerful follow-up system in the car business.  Save you $100,000.00’s in lost gross profits.  Check out our website: www.trackstar.ca      Email - Dave@trackstar.ca

Copyright 2012 Dave Kemp Seminars    1-800-668-0362  Email – Dave@automotivator.com   http://www.automotivator.com/

I was in Saskatchewan and Vancouver area last month working with some of the best sales professionals in the country.   This was an intensive series of workshops on the latest information and skills required to deliver powerful closing success.  I do this with select dealers at least twice a year since 1984.  Ironically, these dealers are also the top profit producers in the country.  Go figure.   It is profitable to get together to fine tune and grow your sales team’s skills.  You want them to come back pumped and ready to go again.

Customer Relationship Management is automatic with Trackstar.  You increase your control over your clients and increase your sales.   Don’t leave it to your prospects or clients to just come back.   With Trackstar WEB you will always be targeting ‘be-backs’ automatically!  More Sales…automatically. 

Check out our website: www.trackstar.ca      Email - Dave@trackstar.ca

 Remember - Get Wealthy by Choice NOT by Chance my friends.

Great Success, and Kick some butt in 2012!

Dave.

Hey, I like to help you achieve your sales targets in 2012, so keep in touch. Know someone who might benefit from this tip? Please; forward it to them with my compliments - OR send me their email address and I will add them to my mailing list.

Dealers and Sales Team Leaders—NO Frills vehicles are low-profit deals for the dealer...unless your sales consultants know how to sell no mark-up or low mark-up vehicles effectively.  Many don’t. And they cost you profits and themselves commissions. The ART OF THE DEAL in-house professional development workshop will make a profitable difference.    Connect with me Dave@Automotivator.com or 1-800-668-0362.

Canada’s Automobile Sales Coach   www.Automotivator.com

Trackstar WEB Follow-up Systems – Keeping Your Customers for Life.

Tweet?  Follow Dave Kemp @automotiv8r

Copyright 2012 - Automotivator Professional Development  613-253-5300   1-800-668-0362

 Dave Kemp, author. Automotivator.   Permission to print is granted only if you retain this copyright credit to the author and contact information on all materials copied and printed or transmitted by any means electronically.

HOW to get over YOUR Sales Slump

HOW to get over YOUR  Sales  Slump

Action Plan

Sooner or later, every salesperson experiences a down period of sales results. These periods are normal and to be expected.  Look, you have been down this road—but you sure can’t afford to stay in a funk.  Here are some hints to fill the bank back up!  

               They are:

1.         An attitude slump.         2.      A prospecting slump. 

3.         A presentation slump.  4.       A closing slump.

An attitude slump - You find it difficult to maintain your confidence, poise, commitment, dedication, persistence and motivation. This can be due to a number of causes.

·         You have lost perspective.  Customers always say “We are just looking, we’re not buying today.”  You forget that is the norm in our sales business.  Instead, you start believing what your customers say when you first meet them.  Don’t!  Everyone you sell starts off this way—even you!!

·         To many salespeople, the word ‘no’ is linked to feelings of rejection and failure. Rejection and failure for many salespeople lead to frustration, discouragement and despair.  STOP!

o   Don’t be a victim of this type of this mind game!

o   Give your head a shake and reverse the situation.

·         You don’t have specific weekly sales and income goals.  You will NEVER make it if you don’t have a reason to get out of bed, come early and stay late to accomplish your goals.

·         You have other issues in your life that are impacting your attitudes.  Poor relationships with the spouse or family de-motivate.  Go to the source of the concern and work it out.  It is always less difficult than you think it will be.

Just push this help button

A prospecting slump -  You lack adequate qualified leads and are spending a great deal of time waiting.  Waiting on walk-in traffic. As a result, your close ratio is a disaster. 

·         Lack of Be-Back Sales - Caused by your poor follow-up of showroom walk-outs. Get off your butt and follow-up!  Be-backs close at 50%- 70%.  Get your Hot Prospect system working.

·         Few Repeat Customer Sales – Caused by NOT maintaining contact with past customers who should be back buying from you again.  If you are a newer sales consultant you should get a list of orphan customers who are coming into their finance or lease termination right now. Get this from your sales leader and act today!  Customers love to buy from you again.

·         Few Referral Sales - Because you are not keeping in touch with your customers regularly in a meaningful way.  This is your bread and butter just as it is for me.

A presentation slump – It means you are boring when you present your vehicles.   You have lost impact with your customers.  Sales drop like a lead balloon.  This is caused by:

·         Product Knowledge - Your lack of up-to-date product knowledge is showing.

·         Presentation Skills - You are not creating excitement anymore, you are not targeting your customers ‘hot buttons’.  You are taking your profession for granted.

·         Poor communication skills: You are not asking questions first then listening.  Target your customers concerns; don’t rattle on like a wound up toy.  Speak with confidence and authority. Add presentation flair.  Get more exciting, motivating and interesting with your voice.   Use your hands more dramatically.  Have more FUN!

A closing slump can be caused by your lack of control of the sales process.  Your customers are ready to buy, today.  They want to get the deal done. 

·         Your slump is caused by not ASKING your customer to buy. You wait for them the make the decision without a helpful nudge from you.  Ask more often, okay?

·         Not giving enough reasons to buy before asking.

·         Choosing the wrong location to close.  Closing at your desk instead of Closing in the Front Seat!

Automotivator Key to success.  

         The thing to know is that all of these slumps can be stopped quickly.  If you are experiencing an attitude slump, it will have an impact on your follow-up, and closing.  If you are in a closing slump, it will impact your attitude like an anchor.

         Reflect and self-evaluate your weaknesses and strengths.  Talk to your sales manager.  He has been there and will have valuable insights to help you. Make the changes and make more sales.  No excuses.  Just take action.  Don’t be a victim. It is also a good time to attend my Skill Specific Coaching workshop.  It will give you the perspective and the skills you need to succeed. Email Dave@Automotivator.com

This week's action:  Start now to get out of your slump.

This week’s affirmation:-  No matter what is going on around me, I am in control of my destiny.  I will make more money and more sales. I will NOT be a victim!

Remember - Get Wealthy by Choice NOT by Chance my friends.

Great Success, and Kick some butt in 2012!

Dave.

Hey, I like to help you achieve your sales targets in 2012, so keep in touch. Know someone who might benefit from this tip? Please; forward it to them with my compliments - OR send me their email address and I will add them to my mailing list.

Dealers and Sales Team Leaders—NO Frills vehicles are low-profit deals for the dealer...unless your sales consultants know how to sell no mark-up or low mark-up vehicles effectively.  Many don’t. And they cost you profits and themselves commissions. The ART OF THE DEAL in-house professional development workshop will make a profitable difference.    Connect with me Dave@Automotivator.com or 1-800-668-0362.

Canada’s Automobile Sales Coach   www.Automotivator.com

Trackstar WEB Follow-up Systems – Keeping Your Customers for Life.   .  Discover why dealers like you are abandoning complicated, cumbersome, ineffective systems. www.TrackstarWEB.ca       Preview this short video on TrackstarWEB.  Click and Check out this short video.

Tweet?  Follow Dave Kemp @automotiv8r

Copyright 2012 - Automotivator Professional Development  613-253-5300   1-800-668-0362

 Dave Kemp, author. Automotivator.   Permission to print is granted only if you retain this copyright credit to the author and contact information on all materials copied and printed or transmitted by any means electronically.

WHAT’S HOLDING YOU BACK?

WHAT’S HOLDING YOU BACK?

Not making the money you want and need? Are you running on empty?  Read on my friend.

Every week someone says to me, “I need to break thru my sales barrier.  I seem to be stuck at the same sales figures every month.” 

If you are stuck, let me share with you what I do for myself when I am in a rut.  I also coach salespeople through the same challenge.  How?

Become seriously dissatisfied with your earnings level. Are you earning what you want yet?  A little anger with your personal situation works.

Get unstuck—set a new standard.  Raise the bar!  

Set new goals for your personal life that requires more money to achieve. Without a new goal you will not have the self-motivation to do what it takes.  YOU WILL NEVER HAVE A BETTER MARKET.  The time is right, the market is there.  Get your piece of it folks.

Automotivator Key to Success

The sales guys I see at the top of the charts most months faced the same challenge.  I coach them until they set a higher standard for themselves. (I am particularly proud of Sheldon, Darin, Terry, Mike, Brenda, Craig, Keith, Dean, Carl,Dave, Jackie and about 65 other true sales professionals who made incredible money last year and are on target for bigger results this year.)

 It is all about a mental barrier.  Breaking through this mental comfort barrier first starts with a free-will choice.  Are you willing to make changes or not?   IF the answer is YES, then make things happen. 

The key to success is understanding the law of Action and Reaction.

Action and Reaction.  You do something positive and productive and you will get a positive result.   It’s the law.

THE AUTOMOTIVATOR  ACTION PLAN:

u Learn your new and used vehicles well.   Okay is not good enough to make a difference in your pay cheque.
u Sell more used vehicles!  The commissions are better so focus on them.

u Always show a vehicle.   I can’t believe how many salespeople will say to a serious buyer,  “We don’t have that model, or colour or equipment.”  That is so dumb.  You never have the perfect vehicle for every client opportunity.  But always show your best available choice.  Explain that this vehicle is only a representative vehicle but you can get them what they want with no difficulty.  Always present something.  Never say, “We don’t have one,” or they won’t stick around.  Why should they?

u Present Your vehicle better than the other guy or gal.  Drive first and sell it with power and enthusiasm! The decision to buy is made during the Presentation Drive, not at your desk!

u GO FOR THE CLOSE!   At the end of the Presentation Drive ask your client,   “Is this the vehicle you want to take to work next week?”  Ask right in the vehicle and you will get positive reactions.  Actions and reactions!

u Follow-up relentlessly with showroom walk-outs.  Send a personal note to your prospects. Real mail is working to bring people back—it sets you apart from everyone else.   It impacts when you send a real note with a hand written envelop—it gets opened first. 

There is more but, these are the actions to start today.  There is no magic pixie-dust that I can sprinkle on your forehead and you will suddenly sell more vehicles.  Life is not like that for anybody.  It is all about Action and Reaction. 

I believe in education and learning.  I believe in hard work.  I believe in persistence against the odds and I believe in faith and hope.  I even believe in a little good luck - now and then.  But, I also believe that chance favours the person who raises the bar, makes a decision to act and that puts a plan into action.  The sales ideas above are where I would start today!   What is holding you back?  Call 1-800-668-0362, let’s talk.

Motivation quote for the week: Don't let what you cannot do interfere with what you can do.  John Wooden

Remember - Get Wealthy by Choice NOT by Chance my friends.

Great Success, and Kick some butt in 2013!

Dave.

Hey, I like to help you achieve your sales targets in 2013, so keep in touch. Know someone who might benefit from this tip? Please; forward it to them with my compliments - OR send me their email address and I will add them to my mailing list.

Dealers and Sales Team Leaders—NO Frills vehicles are low-profit deals for the dealer...unless your sales consultants know how to sell no mark-up or low mark-up vehicles effectively.  Many don’t. And they cost you profits and themselves commissions. The ART OF THE DEAL in-house professional development workshop will make a profitable difference.    Connect with me Dave@Automotivator.com or 1-800-668-0362.

Canada’s Automobile Sales Coach   www.Automotivator.com

Trackstar WEB Follow-up Systems – Keeping Your Customers for Life.

Tweet?  Follow Dave Kemp @automotiv8r

Copyright 2013 - Automotivator Professional Development  613-253-5300   1-800-668-0362

 Dave Kemp, author. Automotivator.   Permission to print is granted only if you retain this copyright credit to the author and contact information on all materials copied and printed or transmitted by any means electronically.

The CLOSE Are you a Clerk, order-taker or Pro?

The Kick Butt Club. It is about automobile sales professionals who want to climb the sales ladder at their dealership, make more money and sometimes receive a kick in the butt reminder to increase your motivation. EXCLUSIVELY FOR SELECT SALES PROFESSIONALS from across United States and Canada.

What is the difference between a clerk, order taker and a sales professional? I find all three where vehicles are sold. I have heard some people say they choke up when they try to close. I believe if they understood that closing is helping a customer make a positive decision they wouldn’t choke, they would become more motivated. Closing is helping not pressure! Read on and I will share the secret.

Ø The clerk is not engaged in the decision making process. Essentially, clerks take your money and complete the paperwork. But they had no value to the transaction and they get paid what they are worth.

Ø Order-takers provide information but play no role in the decision making process of the purchaser. All the decisions are left to the customer. No wonder so many customers say, “I have to think it over” at the conclusion of a test drive and walk. These serious showroom prospects have to walk because the salesperson didn’t provide the confidence and help the client needs to make their buying decision. There are too many walk-outs because there are too many sales clerks and order-takers. Don’t be one, okay?

Ø The Sales professional knows how to close. They are students of their business; they understand their customers came to their showroom for answers so they can comfortably conclude the deal. They have done their research on the internet websites, read the consumer reports, visited your dealership when you were closed and read the fine print in your ads. The know what they want and know the payments and price range before they walk in!! Your showroom prospect is at the end of their buying cycle, they come prepared to make a decision if they can get a little help. They don’t want to shop anymore, they want to enjoy their new car or truck …not talk about it anymore.

The CLOSE

The Professional sales consultant designs his/her presentation to remove fears or doubts and give solutions to their customers Achievers succeed more often because they provide meaningful help in making the decision before they ask the Closing Question.

Close – At the right time… Pros give a reason to buy and ask for the order. This then gives your client the opportunity to decline your offer and share their reason. “I’m not ready yet, “I have to talk it over with my spouse”, and you have heard it many times before. And this is what you really want to hear.

Now your professional skills come into play. Are you ready…really? They really want you to give them a positive, reasonable perspective to proceed and make their vehicle purchase. They don’t want your business card. They want you to influence them comfortably to make the decision so they can get on the road with their new vehicle!

This is what my sales consultants achieve in my Skill Specific Coaching workshops—How to Close the Deal...without pressure!! At least that is what the salespeople tell me after attending these coaching conferences across this great land.

Professionals are perceived by their clients as problem solvers—a valuable, necessary component in their buying experience. Yes, there are risks when making a purchase but sales professionals minimize these risks and reduce the fears for their customers. That is your job. That is what you bring to the transaction. They really appreciate your ability.

AUTOMOTIVATOR FACT - Clerks and order takers make a modest wage and the pro makes a fortune.

I work with some of the best salespeople in the business and do they make money—money that school principles and lawyers would like to make but, without their aggravation. These are the same professionals that I will work with at least twice a year. They keep on sharpening their axes to be ready to help their clients and be better than their competition.

My point—too many people selling vehicles are not professionals because they are not committed to helping people make positive buying decisions. They just give information and wait for the customer to make the decision to buy. That is what clerks and order takers do. If you are one, make the shift!

You are a partner in the buying process, my friend, not a pain.

So rate yourself on a scale of 1-10. Are you a sales professional or something else?

So get up earlier—do your ‘homework’ and show-up ready to perform. ALWAYS TELL THE TRUTH, provide solutions not BS and always Ask for the order. There is more to come shortly.

Get Wealthy by Choice NOT by Chance my friends.

Great Success, and Kick some butt!

Dave.

Hey, keep in touch, Know someone who might benefit from this tip? Please; forward it to them with my compliments - OR send me their email address and I will add them to my mailing list.

The ART OF THE DEAL in-house professional development workshop will make a profitable difference. Connect with me Dave@Automotivator.com or 1-800-668-0362.

Canada’s Automobile Sales Coach http://www.automotivator.com/

Tweet? Follow Dave Kemp @automotiv8r

Copyright 2011, Automotivator Professional Development 613-253-5300 1-800-668-0362

Trackstar WEB- North America’s newest, most profitable and easiest CRM. You very likely are losing $100,000 plus a year.

Preview this short video on Trackstar. Click and Check out this short video.

Customer Follow-up is automatic with Trackstar. It is the most effective computer follow-up system in North America. Discover why dealers like you are abandoning complicated, cumbersome, ineffective systems. They are turning to the most dealer-proven, powerful but uncomplicated system available to bring walk-outs back and to build a loyal client-base of repeat customers.

Copyright 2011 Dave Kemp, author. Automotivator. . Permission to print is granted only if you retain this copyright credit to the author and contact information on all materials copied and printed or transmitted by any means electronically.

What’s the biggest difference between achievers and average automobile sales people? Part Two

To Lie or not to lie...that is the question.

During my years in the car sales business I have witnessed many sales professionals achieve incredible sales and make crazy money year after year and they are straight talking, ‘tell it like it is’ people. I also have witnessed some salespeople "stretch the truth" and they don’t make much money.

NO, it is not just sales people who stretch the truth but other business people do also. For example, trades people share a little fib about completion dates, start dates, extra costs. Financial advisors stretch the truth about the return on your investments if you deal with them. We have all felt taken advantage of from time to time. And we know our customers stretch the truth as a defense tool also. But should we?

My belief is the customer knows a lie has been told 90% of the time. They rarely let on that they know, but they also never forget!

The only person who believes a small lie is OK, is the person who told it.

The customer believes if a salesperson is willing to lie about something small, he will certainly lie about something "big" too!

What every SALESPERSON needs to consider:

Some salespeople believe that a "little lie" is ok to tell as long as it helps get an order. They justify it as "stretching the truth," or feel that it is not a big deal if it is not a "big lie." Humm. Who is fooling who?

What the SALES SUPERSTAR does:

The achiever tells the truth even when it may cause him/her to lose a car sale.

When a customer sees that level of integrity, he knows he can trust the sales consultant in any situation. And they buy...again and again and send their friends.

What can you do?

Tell the truth, or don’t say anything at all. The car business is about the long term. Turning showroom walk-ins into customers and keeping your customers for life. Repeat business and referral business is the mark of a real car sales pro. Whatever gain you may get by "stretching the truth" in the short term, you will surely lose far more money in the long term without repeat and referral business. That’s the truth.

One other thing is true, this is a great business and we have people who live well and enjoy commission sales because we sell what people want—vehicles. And they keep coming back. And once a customer buys from you they prefer to stick with you, they value the relationship and your integrity too.

So get up earlier—do your ‘homework’ and show-up ready to perform. ALWAYS TELL THE TRUTH, provide solutions not BS and always Ask for the order. There is more to come shortly.

Get Wealthy by Choice NOT by Chance my friends.

Great Success, and Kick some butt!

Dave.

Hey, keep in touch, call with your sales challenges and I will work with you personally, okay? I mean it. Lots of sales professionals kick tires with me regularly.

Dealers and Sales Team Leaders—NO Frills vehicles are low-profit deals for the dealer...unless your sales consultants know how to sell no mark-up or low mark-up vehicles effectively. Many don’t. And they cost you profits and themselves commissions. The ART OF THE DEAL in-house professional development workshop will make a profitable difference. Connect with me Dave@Automotivator.com or 1-800-668-0362.

Canada’s Automobile Sales Coach www.Automotivator.com

Trackstar WEB Follow-up Systems – Keeping Your Customers for Life.

Tweet? Follow Dave Kemp @automotiv8r

WHAT'S THE BIGGEST DIFFERENCE Between High Achievers and Average Car Sales Consultants?

Part One.

Recently, in a discussion with about thirty five other sales trainers I asked “what have you discovered that were the reasons top sales pros achieved their success?”

These trainers were top achievers themselves in a variety of big ticket sales before choosing training. I was the only automobile professional development specialist in the group. It was stimulating and enlightening to engage in this rapid-fire discussion. So...

What separates great sales guys and gals from average ones?—Part one.

Here are some of the differences you can apply, right now, today, to become the successful sales professional waiting inside you. If you are not achieving your potential, are you ready to respond and attack your career, focused like a laser or just to sit back and wait....again?

YOUR Automotivator Sales Personality Dynamics for Success

1. You treat selling as your own business, know that you have more control than anyone else as to whether you succeed or fail.

2. You are motivated and stay self motivated; you don't let the hiccups get you down for long. (People who are successful at this career aren't bothered by their failures, they learn from them.)

3. You are much more empathetic than your unsuccessful peers and understand that solving problems by putting yourself in your prospects shoes makes for better sales results.

4. You understand that just because you are having a good month or quarter, there's always tomorrow and you prepare by having strong and essential pipelines filled with qualified buyers, showroom walk-outs, past customers, service leads, orphan customers.

5. You are short and long term goal oriented. You often use things that you want or need to keep you focused on bringing home the bacon i.e. “I need a new roof, boat, deck , condo,- pick one...”

6. You have a healthy ego which forces you to be the best that you can be.

7. You want the recognition and money that comes with being the best. Nothing wrong with that!

8. You work both hard and smart.

I love this time of year! Hockey has finally started, Baseball play offs are on, Football is midseason –exciting stuff. (Even the Winnipeg Jets). We all admire the best in sports and we can’t help but be impressed with the commitment each player on their team makes to personal conditioning and practice. The best athletes are coachable and always improving.

The difference between an Average and Top Performer in automobile sales is Coaching and commitment. It’s true for you and me—just like in sports!

Folks, listen to your sales team leaders, they can impact your personal bottom-line with their sales coaching. Don’t forget their bonus depends on your achieving success! It is a WIN-WIN! (You could also attend my sales skills specific boot camps to stimulate your motivation and sales skills.)

Here are my last thoughts for this newsletter part one, my friends.

Get up earlier—do your ‘homework’ and show-up ready to perform. ALWAYS TELL THE TRUTH, provide solutions not BS and Ask for the order. There is more to come shortly.

Get Wealthy by Choice NOT by Chance my friends.

Great Success, and Kick some butt!

Dave.

Hey, keep in touch, call with your sales challenges and I will work with you personally, okay? I mean it. Lots of sales professionals kick tires with me regularly.

I Provide IN-HOUSE Professional Development for your Sales Professionals – New Staff or Experienced Sales Professionals - Email - Dave Kemp, the Automotivator. Dave@Automotivator.com

Canada’s Automobile Sales Coach www.Automotivator.com

Trackstar WEB Follow-up Systems – Keeping Your Customers for Life.

Tweet? Follow Dave Kemp @automotiv8r Copyright 2011, Automotivator Professional Development 613-253-5300 1-800-668-0362

Trackstar WEB- North America’s newest, most profitable and easiest CRM. Keeping ‘in touch’ with your prospects and clients will make you serious money. Preview this short video on Trackstar.

Click and Check out this short video Customer Follow-up is automatic with Trackstar