• < Previous Event
• Next Event >

Comment

Comment by Fran Taylor on April 12, 2012 at 7:59pm

WOW. Thank you Mike for going the extra mile. I can see why you are one of the best. Much appreciated.

Comment by Mike Houser on April 12, 2012 at 7:16pm

Hey Fran sorry about the feedback from my phone today I tried to hurry but it was breaking up bad the feedback was terrible. However I know that everyone who listened in today will be reading your Dealer Elite page so this way I can write down what I was trying to say.  First off you must have a manager that will make the sales people follow the process every time without fail and that means even when you are busy.  my suggestion to the managers is that if you don’t have someone who is following the steps don’t lamb baste them, sit them down and explain to them what they are doing wrong and show them the proper way. The easiest way to do this is to ask them to give you 30 days of doing it your way with all the proper steps of the sale.  To the owners and fellow General Managers out there if your managers aren’t on board you need to read Fran’s book and have him come to your dealership for some hands on training  (after that if they still are not on board you need to get someone in there who will). And that is what Fran is all about, HANDS ON TRAINIG. I have been to them all, and what separates Fran from everyone else is he will show you how it’s done, not just tell you.  When I came to my store we were just a blip on the manufacturer’s radar only selling 50-60 units a month and then I went to Fran’s training, now everyone knows who we are. We now average over 120 a month with a all time high of 146, and finishing 2011 #6 in the Nation for percentage of objective, yeah you read that correctly #6 in the Nation. And that is in a town of around 25,000 and there are 16 different new car franchises within a 20 mile radius.  You know I have been very blessed by the people who I work with who follow the process; it makes life a lot easier when they do.  At the first of every month I know that I have a certain number of units in the books even before I do any advertising.  Managers make your sales people follow the process and get up off your seat and T.O.  that is your job.  The next time you are desking a deal ask your sales person the following questions;

DID YOU

Do a proper meet and greet?

Qualify the customer?

Make a selection?

Give a million dollar presentation?

Take a long demo drive?

Ask at least 25 yes questions?

Do any trial closes?

Do a service walk?

Make sure all decision makers are here? (even if all decision makers are not there you should do all the steps above, it will set you apart from everyone else)

Do a silent devaluation of the trade if one is involved.

If any of these questions get a no response your chances of selling the car just dropped by 50% and that’s not good for anyone.  To all the owners out there who are stuck or are blaming bad months on the economy get Fran in there and see what happens.  To all the sales people out there if your managers don’t want to do this for you do it for yourself and see what happens. Get Frans book and read it and when you are done read it again, do what he says and watch what happens.

Again that you for the opportunity to speak today, even though my phone was acting up.  I appreciate all that you have done for us here.

Comment by Fran Taylor on April 12, 2012 at 5:09pm

Thank you BC. Glad you enjoyed it. Much appreciated.

Comment by Bobby Compton on April 12, 2012 at 1:49pm

EXCELLENT WORK, Mr. Fran Taylor!~ 

Comment by Fran Taylor on April 12, 2012 at 9:42am

By all means join in with us John. John McAdams told me he had 3 out by the 15 th last month. John sold 15 new in the last two weeks and had his best month ever. I don't think all this is new. I do believe it's how you say it that makes a difference . Looking forward in having you listen in. Best of luck.

Comment by John Hamby on April 11, 2012 at 11:34pm

Having also worked in a small market and having been successful selling in the 20's per month (Waynesboro, PA), I'm very interested in hearing how Mike Howser's methods are similar, and more importantly different!

Comment by Fran Taylor on April 11, 2012 at 3:24pm

We are looking forward to listening to what you have to say Mike. Bobby thank you for the nice comment. The time Thursday is 1 PM Eastern time. 10 AM Pacific time. If you can't make it sign up and we will get you a recording of this training. Best of luck to all.

Comment by Mike Houser on April 11, 2012 at 3:15pm

Fran

I am looking forward to this tomorrow, Thank you for the invite.

Comment by Bobby Compton on April 11, 2012 at 2:51pm

Fran, you are the REAL DEAL.

Looking forward to listening in on your presentation.

You have a Frantastic Fan in me!~ 

Comment by Fran Taylor on April 11, 2012 at 2:36pm

Thank you Terry. You won't be disappointed. Much appreciated.