The difference between a good training class or workshop and a bad one.

I just came back form a work shop in Michigan. I said lets talk like friends and ask any question you want. Before I got started a guy in the back said,is this one of those motivational deals that you go home all fired up and don't know what to do? Before I could answer a guy up front spoke. He said, I don't need to know that I should get my name out there as much as possible. Are you going to show us how? I told him I will show you how to spend one dollar per customer and get your name seen several million times a year and a lot more. It didn't take me long to realize people want to know how to do things instead of what they should do. This was the easy part for me . To me it's here is what you should do. How to do it and here is what you will get from doing it. We started with personal goals and taught to invest in yourself by buying prospecting tools and saving your money. Then a daily routine on how to sell one car a day. The big difference is find out what they want to learn and teach that. It doesn't hurt when you have the number one guy out of 40 plus sales rep in the class saying he uses your training. You have to back up your training with facts so they they believe in them and want to go make the changes. I think this is the difference between a good training class and a bad one.

5 members like this

Comment

You need to be a member of DealerELITE.net to add comments!

Join DealerELITE.net

Comment by Fran Taylor on November 26, 2011 at 6:56am: Thanks Mark. You just have to stick with what makes sense longer than the guy down the street does. Make things a requirement and not a request or asking them and your people will come around. Things are easy to get started. It's harder to keep it going unless these changes are made. Best of luck my friend.

Comment by Fran Taylor on November 25, 2011 at 8:08am: Thanks Noel. December and January were my best month selling cars every year. I hand wrote all the envelopes and write a paragraph on every card. I had a magnet and three business cards in every letter mentioning my referral. I called every customer in January and asked if they received my Holiday card. I would ask for referrals at the end of our conversation. This is some of the how to we teach to all the dealerships we work with

. Best of luck my friend.

Comment by Noel Walsh on November 24, 2011 at 8:11am: Fran the workshop we did in Ann Arbor last week was a success for this reason. Everyone there from 20 year plus veterans to rookies said they were told several things they should be doing, like prospecting and getting their name out there, but no one showed them how. In a six hour workshop you didn't only tell them what to do but you showed them how. Great job I can't wait until your next one, I'll be there.

Comment by Fran Taylor on November 22, 2011 at 4:10pm: Thanks Brian. Tony Provost is the dealer we talked about in the blog,The Difference Between A Good Dealership And A Great One. I think everyone will enjoy it. Again it's the how to info. Thanks a bunch.

Comment by Brian Ankney on November 22, 2011 at 1:57pm: Fran, thank you for putting together this article for AutoSuccess. Brian http://www.autosuccessonline.com/articles/201111/20111142.pdf

Comment by Fran Taylor on November 21, 2011 at 7:22pm: Thanks Keith. Here is how to do on a demo. I don't make customers comfortable at first. I turn the heat up in winter time until the customers tells me to turn the heat down. I will say, I'am sure you have driven cars that don't have good heaters right? Yes. Guess what. They just don't make good heaters the whole cars built with the same quality. I'll show you. I don't turn the defrosters on while going over the features . I love it when customers take there arm and wipe the window. I say the same thing. I'am sure you have driven cars that don't have good defrosters haven't you? Yes . You would buy this car for that reason alone wouldn't you? I usually get a smile. This is feature benefit at it's best and people like having fun.

Comment by Keith Shetterly on November 21, 2011 at 5:37pm: Here's the deal as I see it: Up to 80% of a dealer's actual traffic is from people who "just come in" from the Internet. Even if you don't believe those studies, you know your phone calls and leads are down, on average. SO, when the folks come in, they are further down the sales funnel than ever before.

You're within sight of the goal line. Is it time for a fumble? NO. Fran Taylor will tell you how to land that ball in the end zone!

Comment by Fran Taylor on November 21, 2011 at 5:15pm: Thanks B.C. We are doing a work shop in NC next month. I already have the number one sales reps from different dealerships coming to this to learn how to get even better. It's exciting when you tell an old pro something they never herd before and makes sense. Thanks to all for helping us and sharing our results.

Comment by Fran Taylor on November 21, 2011 at 3:34pm: Thanks for the kind words Peter. I do have a power point presentation I now use along with videos of what people are doing to sell 30 plus a month. In the videos the sales reps say what they are doing to do such a good job. You get much better results by showing someone how to do something instead of telling them. I was told last week you have real trainers or entertrainers. Made me think. Best of luck to you my friend.

Comment by Peter J. Stratton on November 21, 2011 at 1:44pm: Fran is a top-notch trainer. If we all listened to what he says, we'd all be rich. A power point would help though.