I need some help with prospecting
Hello everyone I am new to this site and this is my first post and I dont want to be to demanding but im kinda struggling in the car business. See when i first started I went on a boom car after car after car, now I know that most of you sell 20 plus cars a month and here in the small town of Twin Falls (44000 people not including surrounding areas) a good month is 8-12 cars. Now at first i was doing about 8-12 and the national average is 8, since the first im doing only 4-6 cars a month and making barely any money. My prospecting is very weak and im not to knowledgeable at prospecting so i was wondering if anyone could help me with any advice on prospecting tips or advice, where to go what to do or use on line prospecting social networking. Anything helps i am determined to be a 20 car salesman and help my team be #1 in Twin Falls Idaho.
Respectfully,
Your selection specialist, Tyler Howard
Replies to This Discussion
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Permalink Reply by Bobby Compton on
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You're not being to demanding at all my friend, in fact I'm impressed that you're reaching out here for guidance!
If you don't mind me asking, what are you currently doing for prospecting?
How long have you been selling, and how long at this dealership.
Regarding social sites for selling, do you have a facebook page?
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Permalink Reply by Tyler on
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Thanks Bobby, well i dont do much for prospecting go to a couple factories talk to front office women and anyone who comes out the door, I want to get a news paper article out but kind of short on money right now and I honestly dont know where or really how to prospect I have asked my sales manager but he just gives me the ole BS answer and the other guys I work with dont share advice either. I have been selling for 8 months and started at this dealer, yes I have a facebook as well.
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Let's look at what you have going on with your facebook, feel free to add me as your friend. http://www.facebook.com/bobby.compton2
Do you have friends and family where you live?
If you're willing to take the action, I'm willing to share with you some simple tips to grow your business.
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not to much family mom, dad, brother, sister, thats about it, I am willing to take action it is my goal to be a 20 car sales man by the end of this year.
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Permalink Reply by Craig Lockerd on -
Tyler,you are more than welcome to call me later this afternoon and I will spend some time on the phone with you and see if I can help
800-878-5090 ext 5 if for any reason I don't pick up,leave a message and I'll get back to you as soon as possible.
Also go to www.salesstud.com,register....it's free and there are many tips on that site as well
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Permalink Reply by Fran Taylor on
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Tyler Take advantage of contacting these people. I'am sure you will learn something from them all. Call me and I will buy you some of the prospecting tools free that I teach in my sales training classes. 717 232 0494. Now contact all of us and we can help you make some serious money. You asked for help so take advantage of the pros here that offered to help you. Best of luck.
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Three of the top four people I follow and read on and watch their videos have commented and are willing to give not just me but anyone advice.
Mr. Taylor,
thank you I have watched a few of your videos and have been on your site and want to thank you for the short training videos that you have posted they have helped the last few days. I will be sure to take advantage of everyone that helps, thats whats wrong with some sales people they dont grab the advantage and struggle to learn it on their own some fail and some come out on top.
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Permalink Reply by Prince Sinsuat on
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Tyler,
Call me @843.817.8469! I will help you as much as I can!
Prince Sinsuat
Tyler said:Three of the top four people I follow and read on and watch their videos have commented and are willing to give not just me but anyone advice.
Mr. Taylor,
thank you I have watched a few of your videos and have been on your site and want to thank you for the short training videos that you have posted they have helped the last few days. I will be sure to take advantage of everyone that helps, thats whats wrong with some sales people they dont grab the advantage and struggle to learn it on their own some fail and some come out on top.
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Permalink Reply by Mark Rodriguez on
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Tyler,
Like Bobby, I too am impressed with your desire to improve the quality of your life. You have taken the first most important step and that is to recognize that you need to make a change. Aside from the obvious - knowing your product and your competition here are some tips that I think will serve you:
1. Always have an attitude of gratitude. You represent 3 % of the population for whom the other 97% will never do what you do. That is to day that youwake up every morning to spend 10 - 12 hours a day in a dealership, hear the word "No" and not be a guaranteed a paycheck by weeks end. The road to a successful automotive sales career is littered with people who give up after the 1st, 2nd, 3rd and 4th "No". Many are they who TRY and FAIL and FEW and really succesful are the ones who COMMIT and NEVER STOP learning and growing. Have FUN! The more you look like you enjoy what you do the more customers you will attract. At the end of the day no matter how stressful life gets in the dealership - Nobody dies!
2. Feed your mind positive food - I'm sure there are many people on this site who can come up with a host of books and tapes that you can read and or play in your mobile university - your car! Understand that people don't buy cars - they buy what these vehicles give them access to. Whether it's high line or entry level, if you understand what are the emotional reasons for buying your product then you will never take the word NO to mean NO - It will mean that they need to "KNOW" more about the product, you and your dealership. Always be a student...Always be learning....Always practice your skills...Practice does not make perfect...Perfect Practice makes Perfect.
3. Master the Telephone - The phone is your key to ongoing long term success. Your dealership advertises for one reason and that is to maximize opportunities from all sources of business. Here are some tips to maximize your phone skill sets:
Greeting: You should answer the phone with energy and enthusiasm always introducing yourself.
Answering Questions: You should perfect the art of answering a question with a question - When talking about product you should always ask with options - ex Did you want BRand New or Preowned? Are you leaning towards one with or without Navigation? Take the pressure off of the caller. Be ready with rebuttals that you are comfortable with.
Getting Customers Contact info - Name, numbers and Email ar a Must! For new cars, "Let me check what's avaiable now and what might be coming in ...shouldn't take more than 5 mins Are you calling from Home, Work or Cell? and that number is? What email address would you like me to send this info to? Business or personal?
Give your info: Always give your full name, direct number and nmae of your dealership - Nothing worse than losing a phone opportunity because the customer didn't remember you.
Ask for the Appointment with Options on EVERY CALL NO EXCEPTIONS: Mr Customer, if that vehicle is available, can you stoo in later this morning or this afternoon? Whether you have the car or not take the customers pulse -= Worst case scenario it's a follwo up call.
Set the Appt for a specific date and time: Closer to 5 or 7? I have 5:45 or 6:15 which works best? There are many strategies I'd be happy to share with you.
4. Unsold Follow Up: Check out the attached Unsold Showroom traffic for followup ideas.
5 Build an Evidence Manual - Build up a database of Dealer Rater, Yelp, Google Reviews. Print them out and keep in a binder to show to your customers. When you deliver a new or preowned vehicle be sure to plant the seed that you will be sending them an email link to the actual survey page. Smile Smile Smile Have Fun!!!
5 Prospecting at Time of Delivery - If you have a great Rapport with your customer then you have earned the right to ask for referrals. I'd be happy to send you a Delivery Referral form. --- It works!!.
6. Prospecting on the phone: Every single outbound call should have the following steps:
Step 1 : Verify: May I speak with ____?
Step 2 : Introduce: This is ____ at ABC Motors
Step 3: Acknowledge the Interruption: Is this a good time? If No - What I have to say is important but not urgent- What's a better time to call you?
Step 4 - Reason for the call - The reason for the call must be a benefit to the customer - It's not about what is gong to put money in your pocket. It's all about the value your customer service brings the customer
Step 5 - HOusehold Prospect - Can I take a moment to update my info? BEsides the ___ How many other vehicles are there in your household? How many drivers? Of all the drivers Who do you think will be next? The goal is not to put your customer on the spot but to set yourself apart as the logical choice to send a referral to. I can send you a Matrix of responses if the customer answers "Me" (1st person) or Someone Else (3rd PArty)
Step 6 - Asking for a Referral - This is tough because most salespeople develop thick skin when it comes to hearing the word NO for a car deal but it's a different deal when the word NO is perveived as personal rejection. One of many ways you might ask for a referral might be:
BEfore I let you go can I ask you a small favor:
Something I'm really proud of here at ABC Motors is that I get a large percentage of my customers from repeat customers and referrals from people your self. If I was to ask you for the name of one person you think may be in the market for a new or preowned vehicle one of these days, Who would be the first person to come to mind?
END THE CALL WITH A BENEFIT : Ok (Customer Name) Thank you for your time and I will followup with you through out your ownership. Have a great day.
Tyler, I have been in the Automotive business for over 20 years and when I started my training consisted of a preliminary overview of where the New and Preowned cars were and a room that had brochures and videos. I had to develop a philosophy that if it was to be for me and my family it would be up to me. Success did not come without a price. I didn't learn about balance and my marriage couldn't sustain the demands of 70 plus hours a week. Over the years I have been fortunate to study and learn from very talented people. Many of whom are a part of this forum.
Tyler, the automotive industry is the great second chance for the young, the old, the displaced, the downsized, and the misfortunate. I am one of them and I am committed to leaving this industry better than how I found it by giving back.
The cost of entry is ZERO. You are supplied with all the tools necessary to provide a six figure plus income for you and your family. You can not give what you do not have. Customers have more information available than ever before. You must find a way to set yourself apart from those who want to come in late, who will not come in early, who will not know their product and thier competition better than their competition, and those who will not take the time to Master the Telephone.
Tyler I sincerely wish you the best and I think I speak for everyone in this forum when I say, If you commit to being the type of Automotive Professional who goes the extra mile, we all win. Good luck and I can ever be of service email me at mark@autoclientcare.com.
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will do prince and thank you for the phone script and other information Mark.
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Permalink Reply by John Fuhrman on
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Tyler,
You've been given some great gifts by people who are willing to help. Take them. Use them. It's the best way to show your gratitude.
I also want to compliment you on asking for help. One of the quotes I used in my books discusses the difference between an amatuer and a professional.
"The difference between an amatuer and a professional is that the profesional knows when to get up and ask for help. The amatuer thinks they can handle it alone."
So, congratualtion on being a professional.
Now, my one piece of advice with prospecting is 100% of your time. What I mean is, set a specific time each day for prospecting and give that time 100%. Have your list of calls or visits already done so that when your time comes, you are prospecting not preparing to prospect.
You can contact me with any questions at dealerresourcegroup@gmail.com or visit http://www.thedealerresourcegroup.com and go to the sales article page and find some tips and articles you can use.
All the best.
John Fuhrman
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