Comment

Comment by Tom Drommond on August 2, 2013 at 11:06pm

Please don't take any of this as a rejection of the ideas or concepts expressed.  I have agreed with and taught much of what is discussed in the first video. This isn't about selling.  This is about hiring and retention.

These are the same cliche's and assumptions we've been repeating for years. 

People object as a knee-jerk reaction...even the same analogies we've used for years, like the department store. Most of  the beginning has been covered at every sales course I've ever been to or sent a salesperson to since 1996. It was covered at NADA and DD this year, too.

I found an old Ford sales training movie from the 1950's.  One of the lessons about dealing with objections used the department store analogy, next reason was to get a better price. Most of this has been covered very effectively by Zig Zigler, Grant Cardone, Joe Verde, Joe Webb and many of the trainers right here, for years and years.

I think we owe our sales force a fresh approach or just one good set of training videos.  If there is more new information further and deeper into this course, I don't like the chances of getting past the beginning to get at it.

Most customer's have seen the trained response to objections that we've taught for decades. Acknowledge, By-pass, Rephrase, Rinse and Repeat.  They know what we teach our salespeople about customers.  They've learned it by seeing it since childhood, and for generation.

They can watch our training videos on Youtube. Some of these have been watched 200,000 times in 2 years. It wasn't just car salesmen. If you don't take it as serious training, it can be pretty entertaining. Read some of the comments.  Eye-opening.

Was is sad is how little we've added to our craft since the 1956 Ford video.  We still train our new hires the same way in many stores.

Overcoming Objections

Overcoming Objections

Getting to know your Customer

24 Techniques for Closing the Sale

The Shame Close - Zig was teaching this when $20,000 a year was a lot of money, and using the same stories.

Ford Training from 1956

We are using curriculum that is out-dated and has been for years. If we want to hire Gen X and Gen Y salespeople to help us build our future, we have to offer them something better.  If we want our current salespeople to survive to retirement, we need to stop repeating the same old thing and calling it sales training.

Comment by JIM WILKINSON on July 29, 2013 at 2:33pm

I plan on using this over the first 9 days of Aug with the entire staff.

Comment by DealerELITE on June 27, 2013 at 4:19pm

This is a MUST Watch Video for all Managers and Sales Consultants