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.

Take the Bull by the Horns and Take Action

• 
  DEALERS AND MANAGEMENT REPORT
  A challenging perspective
  Dave Kemp, the Automotivator
  
  Provide the taxpayer's money to the taxpayer to buy vehicles.
  The auto sector is in trouble, but it won’t be terminal if we quit talking bull and grab the bull by the horns. The world wide automobile industry needs immediate stimulus but not the factory bail out type of stimulus. There is a very quick and positive solution to our economic problem that will impact on every part of the economy, not just the retail car industry.
  We need to provide the taxpayer's money to the taxpayer to buy vehicles to kick start the factories. There is no value to providing taxpayers money to idle, unproducing manufacturing plants.
  We need to create demand now and the automobile manufacturer’s problem will vanish. So will the politicians problems improve. The retail dealers need to create real pressure on the USA and Canadian governments and across the world in G20 countries to make major cash incentives available directly to the buyer not the manufacturer.
  Key Point
  This can’t be just a token amount of cash incentive. It has to be a major impact incentive to the retail buyer. It has to explode the lethargy and fear factors of millions of buyers needing vehicles. The goal is to jolt the potential buyers to buy now. Money talks.
  We have virtually millions of owners driving vehicles four to 10 years old that need to be replaced. Scrap heap 7 year and older vehicles that desperately need to be replaced in the best interests of the owners and the countries—serious incentives for scrapping vehicles is required. These vehicles are inefficient, lack safety advantages and most definitely not meeting the current needs of their families.
  Rick Gauthier, President of the CADA is right.
  "The system is broken down. Credit is not flowing through the system. So we need to get creative." The government needs to encourage credit and car loans available for more buyers. It is a sham response for parliament and congress to talk but not take tangible, specific action for the retail buyers. Credit should be made available to dealers to inventory vehicles.
  The Facts
  In Canada alone over 6,000,000 people bought vehicles 4, 5, 6 and 7 years ago.
  These old cars and trucks don’t meet the owner’s needs anymore.
  People are postponing buying to their detriment in your town and this country every day, week and month.
  Most potential buyers have good jobs, steady employment and available credit.
  Thousands of people in your community need to get out of vehicles that are paid off or nearly paid off. Why?
  The average repair bill to keep their vehicles safe and running is too costly—over $2000.
  The fact is, these vehicles need and are ready to be traded.
  
  We need to create significant motivation to overcome fear, lethargy and indifference in an uncertain public now! We need to create credit availability and financial incentives that drive the buyers into the showrooms now.
  The resulting demand for vehicles will have a huge impact on the parts manufacturers and vehicle makers. It will immediately stimulate employment. Income earning workers will drive the economy out of this mess.
  It will be the entrepreneurial car dealers, motivated and effective sales leaders and quality sales professionals who will ultimately deliver the country out of this mess.
  The financial sector caused this downfall. It was caused by greed, and unethical mortgage practices made worse by complicated, mismanaged credit and inept corporate financial leadership.
  For sure it is necessary for auto manufacturers to right their ships and improve profitability by decisive and essential actions. For sure the CAW and UAW unions needs to be held accountable for their blackmail over these many years. For sure the NA manufacturers caved in for expedient, short term gain and now, long term pain. But this can be dealt with effectively with fresh, creative commitment from all parties.
  Don’t be mislead by left leaning media. This is not a ‘made in North America’ problem. All manufacturers, from Asia to Europe have been impacted by this melt down.
  President Obama says the nation “cannot make the survival of our auto industry dependent on an unending flow of tax dollars.”
• I agree. But we sure as heck can’t have him, a guy who has never really worked for a living in a business environment acting as defacto CEO of our automobile business.
  Make no mistake about this—if Obama gets traction in this auto business it will be incredibly disastrous for the entire population. Can you even imagine the possibly—Government mandated vehicle design and distribution channels? They can’t even get their own house in order.
  Don't leave this to someone else. Take the personal responsibility today, right now, to connect strongly with your elected officials to get this done. Especially don't leave this to the government bureaucracy! They are going to screw this up. Giving money to the non-producing companies is insane. Create vehicle demand and you solve the manufacturer’s problem and the world wide problems. It will also cost far less than a bailout. I have called and contact my Member of Parliament and provincial representatives today. Let’s all act together. Today!
  
  Dave Kemp, the Automotivator, is President of Automotivator Professional Development and Trackstar International Follow-up Systems. Dave, a car industry expert who focuses on improving the sales process for dealers and manufacturers with great results. Contact info. http://www.automotivator.com/ Email Dave@Automotivator.com 1-800-668-0362
  
  Trackstar—Turning Your Walk-outs into Customers and Keeping Your Customers for Life!
  Get the Facts - Check the Trackstar system out-- view this short video.
  Trackstar is easy to install, uncomplicated to use, and the best follow-up system available in the car business. Many others out there make clerks out of your salespeople …and still don’t work. Trackstar is designed by successful car people, for successful car people. 1-800-668-0362 Dave@Trackstar.ca http://www.trackstar.ca/
  Definitely the best Hot Prospect and Client Retention system in North America.
  Print for your files. Forward to key people.