LIVE with Corey Stone to talk about the power of self-image, and how changing the way you view yourself is a sure-fire way to boost your sales and improve your life.
Lloyd Trushel, Author of the "The Art of F&I," joins me to discuss all things finance!
The power of purpose-based selling, the keys to building rapport quickly, and the the mindset required to build legacy of trust on the path to profit.
LIVE with Trent Cannon of Black Diamond Consulting.
We discuss the power of social media, and how to do it right. Watch for tips about how to connect with your customer base and how to leverage controversial content to work the algorithm to your advantage.
The Alph Dawg Jim Ziegler returns to explain how to work a car deal.
Jim shares some fantastic sage wisdom:
Why you should never ask the customer, "what's your budget?"
Why YOU should always start the negotiation.
And why you should NEVER be afraid of the money.
Get the action. Get it done. Get it started. Get going RIGHT NOW.
The pride of the salesperson - what it is and how to move past it
Don't take rejection as "no." Take it as "not yet."
Customers have the right to be pursued
Feeling doesn't alway create action, but ACTION ALWAYS CREATES FEELING
Get up, and get it done
Selling into a vacuum of high demand (10:05)
How to handle the "COVID DISCOUNT" (13:40)
The personal attack from online retailers (22:20)
Some hypothetical scenarios about working remotely (29:10)
Why the brick and mortar dealership isn't going away (40:30)
An RV dealership stuck in the old days, and why old school doesn't fly anymore. Scum bag syndrome (43:00)
It's still a people business, always will be (53:05)
Bill Bucks and why they're awesome (01:00:25)
We talk about rates. Buy-rate, rate markup, all the dirty secrets (5:00)
The conversation about "buying down" the rate (12:00)
Feeling powerless in negotiation, negotiating out of fear, how to regain power during negotiation (16:00)
We talk about the virtual showroom and digital retailing (26:54)
How to get people to do things they don't like (40:50)
How to find out if people are self-motivated, bought-in (42:40)
Passive systems (43:40)
When to stop carrying dead people up the mountain (49:40)
Frank Lopes joins us!
Frank talks about the season of challenge, and the season of opportunity (5:30)
What's happening with used car values right now (trade values) (11:24) Basic blocking and tackling - unless you're the pioneer on the cutting edge right? Let's talk video interaction (20:20)
Reverse engineer - it's all about interaction with customers (22:20) Scumbag Syndrone! Or is it Scumbagiosis? The original sin in the car biz (26:30)
Chicken or egg? Customer problems or dealership problems? (28:00)
Of course, it's the media. Frank's 7-minute setup and the process for goal setting (34:00)
Two basic desires that people have: want to be wanted, want to help (37:30)
The difference between generations in the car business (39:20)
March 11-15, the cry heard round the world: buy from home! (41:40)
The compliment from the customer, the feeling, is more important than the money.... ? What comes first? The customer, or the deal? We can do online retailing better than the online retailers, because we have the people (43:47)
The problem with always saying we can beat the deal, and why the website is a weapon we've pointed at ourselves. It's better when the personal connection is made, so how can we create that opportunity? (47:25)
Some talk about Pillar #3 - why spend the money? (50:10)
Some talk about Pillar #1, and why we don't ask about problems. "If I could, would you" - "we'll see" - and how NOT to close a deal (51:15)
Our mission, and the difference between training and education (53:20)
If a customer swears, is that free license for you to curse too? (58:47)
Frank's parting words about how to get it done. Start with the goal (vision) and work backwards (1:02:20)
We're joined by Curtis Meyer from Cox Auto Inc
We think things are trending up again (2:30) \
The Cox Conspiracy Theories (5:50)
Our position on reconditioning, and the struggles between the service/recon dept and the pre-owned sales dept (10:45)
Some Coronavirus strategy (18:00)
GMF is holding a lot of inventory and we feel like pre-owned is going to be huge for the rest of the year (21:00)
Does quality stand out in the online environment? More leads vs better sales conversion (23:30)
Choosing quality attracts/retains good salespeople. Ben’s manifesto on why customers deserve good salespeople (27:20)
Everybody thinks they’re doing it right, even if they’re not (30:00)
Are the “Millennial Managers” more interested in quality, and taking care of the customer? (31:30)
Auction purchase strategy - cheap ones, are the nice ones? (33:30)
Is CPO worth it? 36:00
What’s it take to get ownership to buy into CPO? (43:50)
We talk about males and females in the car business. Sexism, etc. Yikes. (48:30)
We talk about the hard times, and how to climb out of the hole (53:00)
Trade expectation for appreciation, stay positive and move forward (55:00)
We're joined by Jeff DeNooyer - 4th generation ownership in two GM franchise stores.
We talk about some weird COVID stuff (unemployment pay, etc)
(06:50) We talk about drinking beer at work (13:00)
Jeff tells us how he deals with managing more experienced people (23:33)
How to deal with a manager that tears down morale (37:17)
Attitude is the difference-maker in sales - you might be the next manager! (41:30)
Some talk about work-life balance in automotive retail (52:10)
Mindfulness and disconnecting are so important to prevent burnout
Jeff tells us how he got into the car business (01:05:20)
What's the definition of "Remote Sales?" We disagree slightly (3:00)
What are the customer's attitudes like during this time? (8:00)
Some talk about BDC vs Internet Sales Managers (10:00)
Description of "Reverse BDC" (14:00)
How to handle a low-ball internet/phone offer (18:35)
Alex struggling to hold gross. Brett's gross is up (27:25)
How to shut down the COVID-19 Deal when the customer has a trade (29:30)
The Honda Element is probably the best vehicle ever (34:00)
Our prediction on the future of pre-owned values (36:20)
Without the fear/uncertainty, it's like double tax season! (41:18)
We talk Fixed Ops with JDI Coaching and Bill Garnett (Chevy and Ford Fixed Ops Director)
We talk about the Virtual Showroom setup (2:00)
The world is out of webcams and toilet paper is overpriced (4:35)
Intro to Bill Garnett (6:40)
Bill is full of himself, and we talk about Subaru (7:20)
How to deal with the upset customer (Bill's Judo Method) (11:20) (heat case) Rapport building with a heat case (15:55) (upset customer)
G-man jumps in on the upset customer (19:30) (boxing method)
A real life of example of "boxing" the upset customer (22:00)
How do you win (upset customer) without "giving it all away" (29:20)
Ben's four most powerful words for the upset customer: "I wish I could." (32:00)
Coach J's real life story about "something else going on" (36:30) (upset customer)
How to deal with it when a manager/owner/boss that doesn't like to help customers (43:50)
The Bill Walk. A healthy way to work out issues with employees. (50:55)
The empowerment of the Bill Walk (53:30) (empower employees)
The bathroom fight between the technician and the advisor (were the pants up?) (58:00)
A good company culture allows for healthy disagreement (01:02:20)
Best schedule for fixed ops during COVID-19, and could the 4-day workweek work all the time? (01:04:00)
We talk with Damian Boudreaux
Damian tells us about how disasters set us up for the future (3:00)
How do we balance "I care about you" with "I want to sell you a car" (9:00)
Can we turn a transactional customer into a relational customer? (13:00)
Why the new guys get it, then lose it (14:00)
Damian's Road to the Sale is only 3 steps (18:55)
The difference between good leaders and great leaders (28:20)
How to change your state to get your mojo back (30:00)
Focusing on something bigger than yourself can end your suffering (33:30)
If you don't want to improve... (35:13)
Why managers are wasting their time (35:30)
Why managers can't do better (36:10)
Should we divide the manager workload differently? (40:00)
Why we get PAID (42:30)
The problem with vendors and how to sell relationally instead (46:40)
How to develop a relationship when you're brand new to the community (52:40)
Damian's new book is coming out, it's for managers (58:20)
The 3 Pillars of Management (01:01:55)
The 3 Pillars of Salesperson Belief (01:03:19)
Damian's 3 Pillars (01:04:35)
Damian's parting words of hope: Stay connected, stay engaged, stick it out, and shine. (01:06:45)
The Human Spirit is unstoppable (01:07:38)
April 13, 2020
We forget to record the first half of the show. It was boring anyway.
We're excited for Damian Boudreaux on tomorrow's show.
Damian's "Go ahead and get it" close.
Dirk has an insurance agency inside a dealership. Awesome.
Horror stories about customer deliveries.
I closed a deal with Android Auto and then the car blew up.
April 10, 2020
Friday hangout - mostly just fun!
Olivia joins us live to bring the new girl perspective (one year in sales)
Brett's back to work!
don't talk to customer after hours, Brett and Olivia do. Who's right?
We talk customer horror stories and how women in the business can shut down the weirdos
We've all crashed into something on the lot.
A little bit about pay plans.
Does Infiniti suck?
April 9, 2020
We talk with JDI Coaching.
G-man says it's better for service stays fully (mostly) open.
Matthew closed his deal!
A bunch of stuff about numbers and stuff.
Why we hate the word "upsell."
Christian from Finland!
What's harder sales or service?
How much money should you make on family??
And yes we're going to be ok.
April 8, 2020
Tim Martell joins us from Wikimotive.
We talk about personal branding on Facebook.
Bert gets the answer to why dealers blow out new cars for no gross.
Olivia has a Toyota that never died.
Brett customer wants a killer $3k car and he's frustrated.
Tim schools us more about Facebook.
We're all going to be ok.
April 7, 2020
We talk about the 6 Pillars of the buying decision. This sets up all future discussions of sales strategy.
Keith tells us how to deal with lying customers.
Billy works a pre-owned deal while we're live.
April 6, 2020 (late)
We drink beer and stay up late talking about things we probably should have left alone.
Olivia becomes the longest running phone guest in the history of the show, and says the car business has made her the woman she's always wanted to be.
We still think online retailing sucks and that customers deserve better.
Hannah gave up a being a lawyer to sell cars and beat cancer while doing it.
The difference between crappy managers and good ones.
How to sell cars out of service.
Ben plays a flute solo.
April 6, 2020 (early)
We talk about rapport as power, a little bit about online retailing (Carvana), and the difference between closing and negotiating.
April 2, 2020
We talk fixed ops, unemployment, used car recon, the difference between PAIN and SUFFERING, and how to make the most of your time in lockdown.