So today I'm going to talk sport again. Seems to be a bit of a default analogy for me...

Like many Aussie kids, I wanted to one day play cricket for Australia when I was a kid. My childhood hero was Dean Jones, and of course my cricket kit was filled with all the gear exactly the same as Dean Jones. I even wore my zinc cream on my nose just like Jonesey. I remember watching him hit 145 runs in a one day, and thinking "I'm going to do that when I grow up..." So from the age of 9, I…

For those who have met me, you would know I have never had the problem of being lost in a crowd. At 6 foot 5 inches, I tend to be hard to miss. Most of you wouldn't know though that my wonderful wife Melody is 6 foot 1 inch, very tall herself. Like many of you I'm sure, I am punching well above my weight and I am convinced that my wife just married me because I was the only one she knew that was taller than her! It was my point of difference! And after celebrating 6 years of marriage last…

I was listening to a sales coach recently and he said something that really intrigued me. He said, “If you want to know the best way to stay fresh and hungry in sales, try firing yourself at the end of every month, and then re-hire yourself on the first day of every month. Tell yourself that you are in a new job on the 1st day of every month and you only have 1 month to prove that you are worth keeping!”



That’s one way to keep you fresh! The fear of no longer having a job will…

Who wants to sell more cars?



Silly question hey! So what are the ways we can actually make it happen?

There are 2 ways…

1. Increase Our Closing Ratios

2. Increase the Amount of Customers We Speak To 



Hopefully these tips help you do number 1 better, but how can you as a salesperson increase the amount of customers you speak to this month?



Today, I am going to be talking about Maximizing Your Reach. By…

Driving home from the airport late last Thursday night, I switched on some good old’ talk back radio to keep me awake on for the journey… Bad idea most of the time…! But this night, a motor industry expert was on talking about his demise for a car brand and giving his thoughts on how people buy cars these days. 

He made a comment, "most people don’t need to test drive cars before they buy them these days because it’s more about the iPhone and Bluetooth connections and other…

…Why buy a car from us??



Well I’m glad you asked!



I’m currently at the stage of life that every weekend seems to be filled with a children's birthday party or friends BBQ gathering. While watching the token Dad turn the sausages on the BBQ, sipping on that drink that I got from the “not so cold” esky, I start chatting to the other seemingly uncomfortable Dad’s about the same old things…



One of the typical questions bantered around is “So what do you do for a…

I've always heard the expression, "you don't miss something til you no longer have it... ", and I experienced that recently in a dealership I was training.



At the start of the day, management had told me that their weakest performer Steve (not his real name), needed to sell 14 cars this month or he would no longer have a job at the end of the month...



Now I was at the dealership on the 7th of the month and he had only sold 1 car so far... Not a great start. For a…

What Is The Cost To You Of Losing 1 Sale Per Week?



Nothing worse than picking up the phone and hearing a customer say they have decided to buy another brand, or even worse, they are buying your brand, but not from you…



While we can’t sell to absolutely everyone, and we in fact lose more sales we win, there are sales I believe that are missed every week because of either an incomplete sales process like we talked about last week, or an objection, if we had have been more…

This video I did over the weekend shows the importance of demonstrating and showing our clients the WOW factors of our vehicles instead of just telling them!

I'm sure you can get some inspiration and pointers from it!

Great…

How To Persuade More Customers

So you’re a salesperson in the car industry… You sell cars for a living… You sell…



But have you ever thought to look at the definition of the word “selling”?

When is too much follow up? When do you stop calling that customer?

This is something that’s been debated for many years. When I started selling cars, I was told the 3 Strike Rule…Once you’ve made three follow up phone calls that haven’t returned, you cross them out and move on to the next one. But others think, follow up, follow up, and follow up until they tell you to rack off… So which one is it? …

Everywhere I go, I’m told by salespeople that everybody just wants to shop me on price!



That regardless of how a good job I do throughout the sales process, regardless of how much rapport I build with the customer, they still will go down the road for a hundred dollars cheaper after seeing it on the internet. Now while I agree with that statement. We have to be doing more to overcome the price shopper. If we want to sell more cars, and if we want to increase our…

So you’re about to have a couple days off, what’s the last thing that you do before you leave the dealership? Let me guess, you set an Out-of-Office Assistant on your email right?   



Remember back to when you were dating…You send that girl a text message, and if you don’t get a response back within 5 minutes, you think something is up……