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.

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.

POWER SELLING

What is stopping you from making more money in car sales?

How good are you with the Presentation Drive? For most customers the Demonstration is the deal breaker. If your client doesn’t feel motivated after this experience you probably are sunk. Not a great feeling. But you can get over this hurdle.

Customers clearly indicate that price is not the only factor in making a decision to buy a car or truck today.

1. The driving experience counts significantly in the equation. Don’t waste your time doing a walk-around feature blah blah presentation first. Focus on power selling— the Presentation Drive turns your prospect ...into the sale!!!. Action is more powerful than words my friend.

2.T The Positive attitude from salespeople, the excitement created during the drive determines whether the customer is buying from you or not.

Are you up to the job?

Automotivator Keys to Success

• Don’t flip the keys to the vehicle and let your customer drive first. That approach just doesn’t cut in anymore. Drive first. Sell the vehicle from the inside out with a Power Presentation Drive with you behind the wheel.
• Present the information as you demonstrate the features you are talking about. A lack of professionalism here and kiss your sale good bye. Put the vehicle through a powerful presentation then…. let your customer drive.
• Always let the female drive first, then the male. You will need her positive attitude to close the sale.

Power Selling and making more money is about the choices you make folks, Get Wealthy by Choice NOT by Chance

Great Success,

Dave.

Dave Kemp, the Automotivator.

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.

Provide IN-HOUSE Professional Development for your Sales Professionals – New Hire Sales Staff or Experienced Sales Car Sales Professionals love our car sales training.

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

Tweet? Follow Dave Kemp @automotiv8r

10 Powerful Sales Principles to Increase YOUR CAR SALES

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The Automotivator Sales Training Bulletin for Sales Consultants, Car Dealers, Managers, Sales Team Leaders
10 Guerrilla Sales Principles to Increase your sales income

If you really intend to make more money act on the 10 Guerrilla Sales Strategies below. Print this letter and put it on the wall in the meeting room or put it in your day timer or store it on your wall in the bathroom. But put these sales principles into action to tune up your sales and make extra spending money for the season.
Be a rebel not a wimp. Breakthrough the glass ceiling you have placed above you. You can make it in this great business but don’t follow the crowd.
In my boot camps, The Art of The Deal for sales consultants and sales team leaders, we give you the straight talk on what works and what doesn’t with our Internet Savvy customers. The old ways don’t work guys and gals. We practice and role play until you are better than the competition in every sales skill. I am very proud of the many sales consultants from across this great nation who are making incredible money and having a better lifestyle as a result of taking these Automotivator workshops.
My graduates make the choice to be better—more skilled, more motivated and equipped to succeed. It was great to work recently with the Auto Dealers Association and have the positive feedback from their sales consultants and sales team leaders. We had two great sessions, The Art of the Deal for sales people and Motivating the Motivators for dealers and sales team leaders. Yes, professional development pays off.
Study and put into action my:
10 Guerrilla Sales Principles


1. Selling should be embedded into every aspect of your activities, from leaving a business card with every restaurant bill to including a discussion while in line to buy movie tickets. Get yourself known as a ‘professional’ automobile sales consultant not just a salesperson.
2. Deliver the best Power Presentation Drive in the business—the most exciting, motivating demo your client will ever get in their shopping around experience. You must drive first to make your presentation or it is just conversation blah blah.
3. Ask for the order after every Power Presentation Drive—every time.
4. Have clear personal goals written down and reviewed frequently to keep you on target for high income and sales objectives.
5. Target service orphan customers who are driving vehicles that are costing big money to keep on the road. These people need a new vehicle.
6. Brand yourself as a knowledgeable, professional consultant. Know your stuff and share your expertise confidently and appropriately.
7. Ensure your clients understand you are a career-focused sales person. You are in this business for the long-haul. You want to make a difference in their buying experience.
8. Make it clear to your clients and prospects what makes you dramatically different from your competitors. You are honest, FUN and speak with conviction.
9. Develop client-specific follow-up tactics. They need to be at the center of your daily sales activities strategy. (Trackstar makes you very effective with be-back sales while your competitor is missing the mark.) http://www.trackstar.ca/
10. Deliver the best buying experience that your walk-in customers will ever get so more people say, “This salesperson is the best I have ever met buying a vehicle. I want to buy from this person, right now, here, today.”

The Automotivator Action Plan
Do you know the problem for many salespeople? They are mediocre—just average. They give a cold-fish handshake and a flaky, indifferent, boring buying experience. They are not motivated or committed to really making serious money. Don’t be like these irritating salespeople.
Make the choice to help your customer make a positive buying experience every time you greet a client. Help them make comfortable buying decisions, not feared confrontations with you. Help them buy a vehicle for gosh sakes.

Your clients want their sales consultant to be good at what they do. Don’t forget this—your customer came to buy—help them!

Smile - One day my housework-challenged husband decided to wash his Sweatshirt. Seconds after he stepped into the laundry room, he shouted to me, 'What setting do I use on the washing machine?' 'It depends,' I replied. 'What does it say on your shirt?' He yelled back, ' OHIO STATE !' ...........And they say blondes are dumb....
Great Success,
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.
Dave Kemp, the Automotivator. Dave@Automotivator.com
Canada’s Automobile Sales Coach http://www.automotivator.com/
Copyright 2011, Automotivator Professional Development 613-253-5300

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. 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.