Opinions Needed.

Yesterday, I sent my class out on a little prospecting expedition. They had one hour, lunchtime to introduce themselves to people. They had no business cards. Armed only with enthusiasm, not knowing any better, they came back with 52 names and telephone numbers (YES TELEPHONE NUMBERS) of people who had an interest in buying a car. Yes, I told them what to say, but My question to all of you so called dealers and sales professionals. What did you over lunch yesterday? Can you imagine if they did this everyday and only picked up an average of one new potential client over lunch? Training, who needs that stickin' training? (By the way, I do have the proof. I have little time for those that B.S.) So my question to everyone is, what do you think of company's that offer training?

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Permalink Reply by Bob Gaber on January 26, 2011 at 4:51pm

Automax Trainers MORE than Rock.

Craig Lockerd said:

Good stuff Bob,AutoMax Trainers,Rock!

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Permalink Reply by Bob Gaber on January 26, 2011 at 4:52pm

AMEN, Lenny. Amen.

Lenny Parnell said:

If a dealer thinks educating sales consultants is expensive, what do they think ignorance costs them?Daily,monthly,YEARLY? We all know 1 mistake could be the difference between a huge gross or a lost sale. Additionally, a poorly trained sales consultant is free advertising for the dealer down the street. In our business, you can never know enough. A reminder of what you"ve forgotten sometimes is enough.An uneducated, non motivated sales force...deadly. Experienced,motivating trainers....Priceless!

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Permalink Reply by Bob Gaber on January 26, 2011 at 4:54pm

Ernie, you are so right. if you train them right, train them early. Have set routines. Strong Outcomes (WRITTEN GOALS) and most of all the positive attitude necessary to succeed, you will. It all starts with Automax Training, doesn't it.

Ernie Kasprowicz said:

I like your take Andrew in that when management and sales are on the same "team" the morale is significantly better. It is questionable for a dealer to allow management to not attend the same training as the salespeople. It becomes far less likely the training will be endorsed or even utilized. Everyone can pick up something and more than likely get back on track. Bob, that is some strong prospecting! I wonder how more units existing salespeople could produce if they add this to their daily routine.

Andrew Kappler said:

Great post Bob however the enthusiasm is something that does not exist back at the dealership prior/post to their return starting at the top and working its way down. I believe this to be true just about everywhere and with that I suggest that the "so called dealer principles & gm(s)" quit drinking the water that the "so called dealer-consultants" serve them to increase sales and production, and fix the existing morale issues that will consume a large portion of the dealerships profit ie.. unmotivated salesperson, lazy service writer, texting technicians and so on. I think when you look at this industry as a whole it indeed has changed, the one on one approach with a customer has been lost so that an overpayed "wanna-be closer" can come in and hammer the customer win or lose, the lazy used car manager now sits at a desk and looks at a computer screen to put a value on a trade..this was once the most sought after position in my opinion which is now a brainless job anymore. I believe the reason your class accomplished what they did was 100% due to the enthusiasm you instilled in them, I would love to see exactly what the class did with these phone numbers when they got back....I wonder what the turn out would be at your class if at least one "sales" manager was made to go to this class in order for anyone else to go. I will say this, I have been to a lot of seminars/training over my career all of which I invested my own money to attend and out of which I took atleast 1 thing back to the store with me that said, absolutely 0 "sales managers" went nor even made an attempt to hold a meeting to discuss ideas, very sad but very true. This is just my take on this topic, may be off course a little but just my take.

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Permalink Reply by Bob Gaber on January 29, 2011 at 10:39pm

Tree, When I believe it, I will See it! Well done.

Tree King said:

I was in radio for 20 years before I began selling cars, so I utilize all of my people skills here with my car sales, follow up is extremely important! Anytime I meet someone I always introduce myself and give out my cards. I'm doing a women's car care clinic and every person i meet i've been giving them a flier for it for the past three weeks. Training for some is visual, seeing is believing, reading gets boring unless you're into what you're reading.

Tree King ~ Sales/Social Media Mgr.

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