Welcome back to our new video series, Ali Reda’s Road to Sales Success. Last week, we told you who we at Auto Training Academy are. We want you to find incredible amounts of success in this business, and we’re going to do everything we can to help you find your way to it. So, we’ve started a new program with a new salesman. We’re implementing our process and philosophy, and we’re going to share it with you every step of the way.

It took Ali a while to find the right person for the job, but Carlos is our man!

He’s brand new to the business. He’s just a man with his own network. He’s his own salesman, and Ali Reda is his immediate supervisor. We started out the first week learning about the dealership and its processes with Carlos in a brand new training program that’s built to bring success.

I invite you to watch this week’s video to hear more.

Carlos spent the first week learning the ropes and getting accustomed to the processes of the dealership. There was no focus on sales at all in this week. Carlos was not even talking to people about cars. He and Ali just went over EVERYTHING - from where is the restroom to filling out a deal jacket, and all the in between and beyond. zero pressure. We want Carlos to be comfortable in every aspect of his business as he grows. See! Totally different than it’s ever been done before.

As Carlos’ questions were presented throughout the week, Ali was faced with some questions of his own.

He's just like, okay, so what do I do?

I had to take a step back to realize... What does he do?

-Ali Reda

Asking simple questions such as these can benefit you greatly! After we have been in the business for a while, we find our groove, and we forget to evaluate our own processes. As your business grows, the way you do things should grow, too!

Paying attention to the process that works for you will make you more aware of the customer’s need and how to get to it. Write your sales process down today - not the dealer’s 12 steps. Write down what you do with your customers, and see if it’s time to revise.

Start with 3-Step Selling in Chapter 7 of Keep It Simple Selling as a base and move forward from there. Make sure you’re taking it one step at a time. You can’t offer a solution if you don’t have all the information. You have to ask the right questions, so you can offer the best solution for them.

As you evaluate your steps, keep these things in mind.

• How does it really make you feel? If something feels right for you, take time to figure out why. If something isn’t right for you, eliminate it.
• Use your own vocabulary. If what you’re saying isn’t in your heart, if you’re fumbling, if you sound like you’re reading a script - you will come across inauthentically.
• Trust your intuition.
• Be yourself like no one else can. Keep your list close to your desk, and refer to it. Remember to practice being who you are at your best.

Tell us in the comments below, “What is the outcome you’re trying to get to?” and “What has to happen to get you there?” The awareness of the shift and the magic in reaching a new goal will propel you to the next easily. Share your experiences below so we can learn from one another!