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  • How to Sell 30+ Cars (And Make $125,000 a Year!) How to Sell 30+ Cars (And Make Over $125,000 a Year!) Presented to GNAYDA By Sean V. Bradley November 20th, 2013
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Based on the recent article in On The Move: The Evolution & Natural Selection of Automotive Sales Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 2
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Evolution of the Automotive Industry Video (Embed) Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 3
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Sean V. Bradley Founder and CEO of Dealer Synergy College drop out Started 15 years ago as a sales consultant Verified 30 car guy Now runs a multi-million dollar company Let me teach you what Ive learned! Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 4
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Sean V. Bradley Founder and CEO of Dealer Synergy Spoken at over 90 NADA & NCM 20 Groups Certified FranklinCovey Trainer & Facilitator Member of The National Speakers Association (NSA) Creator of the Internet Sales 20 Group Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 5
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Success Stories Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 6
  • How to Sell 30+ Cars (And Make $125,000 a Year!) What You Will Learn How to sell 30+ cars How to make money What it means to be an evolved sales consultant How to engage in Proactive Prospecting How to create a realistic plan and stick to it! Powerful & Important Statistics Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 7
  • How to Sell 30+ Cars (And Make $125,000 a Year!) All of You every person right here in this room personifies the evolved sales professional. Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 8
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Maturity Continuum Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 9
  • How to Sell 30+ Cars (And Make $125,000 a Year!) The most successful sales people are those who practice interdependence. Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 10
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Sales teams need new strategies & tactics. You cant just rely on the Road to the Sale Being an automotive professional is like owning your own business. Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 11
  • How to Sell 30+ Cars (And Make $125,000 a Year!) So how do you evolve? By changing how you operate. Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 12
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Traditional Methods Are No Longer Effective. We live in a digital world and you have to change your strategy to reflect that. Incorporate social media, videos, optimize your website, put yourself out where your prospects are! Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 13
  • How to Sell 30+ Cars (And Make $125,000 a Year!) What Makes a Modern Sales Consultant? Modern consultants are immersed in Internet Sales, BDC and Digital Marketing Modern consultants are buying and generating leads proactively, instead of reactively Modern consultants seek to find prospects where they are online! Modern sales consultants just all 8 ways to sell cars Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 14
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Proactive Prospecting Capture prospects at the Instead of at their Point of Interest Point of Sale If you can reach your prospects before they enter the Sales Pipeline, youll have the ability to influence them more directly. Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 15
  • How to Sell 30+ Cars (And Make $125,000 a Year!) ZMOT: Zero Moment of Truth Google ZMOT Video Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 16
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Powerful & Important Internet Statistics 92-99% of Americans go 11 hours online before setting foot inside a Is the average time 5-8 stores & models dealership people spend Is the average 45-90 days searching for a number a car buyer vehicle online $200/car Is the average researches before buying cycle making a decision much longer than is what internet the 72 hours of 15 advertising costs (less than $640/car for years ago traditional advertising, according to NADA Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 17
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Dominating ! With 80 percent of transactions starting with an online search, its imperative to not only be represented on Google, but to dominate the market 90 percent of all media interactions are screen based Only 20 percent of people click pay-per-click ads Organic optimization is the most powerful strategy 80 percent of buyers research your dealership before deciding to visit your dealership 20 percent change their mind and buy from a competitor upon seeing a negative review Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 18
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 19
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Modern Sales Consultants cant just think about car sales as owning your own business You need to actually start acting that way. Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 20
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Sales Professionals of the Future Are Here Now! Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 21
  • How to Sell 30+ Cars (And Make $125,000 a Year!) How Can You Position Yourself for Modern Times? 1. Create Your Own Website 2. Post Videos (testimonials, walk-arounds, how-tos) 3. Be Active on Social Media Networks 4. Manage Your Online Reputation 5. Engage in Cross Promotional Marketing Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 22
  • How to Sell 30+ Cars (And Make $125,000 a Year!) 1. Create Your Own Website Your website should include: Geotargetted domain Your VPP Videos Tips & Advice Inventory Social Media Links Reviews Etc. Example: Joe Argento Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 23
  • How to Sell 30+ Cars (And Make $125,000 a Year!) 1. Create Your Own Website How to build your personal website Do it yourself Hire a professional Recommendation hire someone its cheaper than you think! Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 24
  • How to Sell 30+ Cars (And Make $125,000 a Year!) 1. Create Your Own Website How to Finance Your Site Funding it out-of-pocket Asking your dealer Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 25
  • How to Sell 30+ Cars (And Make $125,000 a Year!) 2. Post Videos! The average buyer spends 11 hours researching three hours of it watching videos and two hours using search engines More than three billion Google searches are completed daily Videos show up in 50 percent of Google searches Video is 53 times more likely to be clicked over a static-text link Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 26
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Why Videos? Text accounts for only seven percent of communication Video accounts for 55 percent of communication Studies have found that people prefer watching videos to reading Video is the easiest type of content to optimize Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 27
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Internet & Video Nearly 90% of internet users prefer video content to any other internet content. Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 28
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Internet & Video 71% of the population visits sites like YouTube in a year. 28 percent of the population visits those sites every day! Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 29
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Examples: Service Testimonial Purchase Testimonial Cherry Hill Porsche 2014 Honda Odyssey Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 30
  • How to Sell 30+ Cars (And Make $125,000 a Year!) How to Film Testimonial Videos Option 1: Low-Tech Film customers in the dealership showroom Use cell phone camera Post to YouTube Optimize by geotargetting, including make, model, specific features, etc. Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 31
  • How to Sell 30+ Cars (And Make $125,000 a Year!) How to Film Testimonial Videos Option 2: Video Production Invest in hardware Select a camera Purchase (or find free) video editing software Find simple lighting kit and green screen Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 32
  • How to Sell 30+ Cars (And Make $125,000 a Year!) How to Film Testimonial Videos Hardware Suggestions iStabilizer Monopod/Tripod Microphone/Lavalier Telescopic lens attachment Additional accessories Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 33
  • How to Sell 30+ Cars (And Make $125,000 a Year!) How to Film Testimonial Videos Camera Suggestions Cell phone camera iPad camera Webcam DSLR/Digital camera Camcorder Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 34
  • How to Sell 30+ Cars (And Make $125,000 a Year!) How to Film Testimonial Videos Editing Software Suggestions Final Cut Windows Movie Maker iMovie Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 35
  • How to Sell 30+ Cars (And Make $125,000 a Year!) How to Film Testimonial Videos Lighting Kit Suggestions Studio lighting kit Basic green-screen Make your own DIY Lighting Kit Blog: Top 10 Lights Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 36
  • How to Sell 30+ Cars (And Make $125,000 a Year!) How to Get Testimonial Videos Video Reluctance Dont be afraid of the camera Dont be afraid to ask Play chess, not checkers Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 37
  • How to Sell 30+ Cars (And Make $125,000 a Year!) How to Get Testimonial Videos Steps to get a video testimonial 1. Select Testimonial Topic 2. Ask For Permission 3. Prepare the customer Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 38
  • How to Sell 30+ Cars (And Make $125,000 a Year!) 1. Identify Testimonial Topic 5 Reasons People Go Online to Buy a Car To find the best price More vehicle availability Convenience of the internet Looking for a new way to buy Just researching Choose 1 Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 39
  • How to Sell 30+ Cars (And Make $125,000 a Year!) 2. Ask for Permission When should I ask for a testimonial? How should I ask for a testimonial? Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 40
  • How to Sell 30+ Cars (And Make $125,000 a Year!) 2. Ask for Permission What if they say no? Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 41
  • How to Sell 30+ Cars (And Make $125,000 a Year!) 3. Prepare the Customer Basic Script Example: Before I turn on the camera, I wanted to confirm that you were most satisfied with (one of the 5 criteria). Can you talk about your experience with that specifically? Also have them include: Dealership name Your name Their home town The vehicle they purchased Another vehicle or store they didnt choose Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 42
  • How to Sell 30+ Cars (And Make $125,000 a Year!) I have a video! Now what? Optimize it! YouTube pages are just like website pages and can be used for SEO the same way! Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 43
  • How to Sell 30+ Cars (And Make $125,000 a Year!) I have a video! Now what? Advanced Technology: Speech recognition Facial recognition Image recognition Each video must be: Compelling Relevant VSEO content needs to match the video Video-SEO Terms Must Include: Subject/header Description/anchor text Meta tags Category tags Keywords Links (names) Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 44
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Seans Going Live! Testimonial Demo: How to ask Using the camera Uploading to YouTube Optimizing on YouTube Deploying the video Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 45
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Other Examples: Elise Kephart Video Responses Robert Wiesman VSEO/Product Review Joe Argento Salesman Video/Branding Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 46
  • How to Sell 30+ Cars (And Make $125,000 a Year!) 3. Be Active on Social Media Engage your customers and prospects and encourage them to engage with you. The more back and forth you have between your customers the more relevancy and credibility you have online. Sales Consultants: Dont expect your dealership to take on this role alone! Be proactive by posting comments and feedback to your social media pages and share some of the dealerships news and events with fans. Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 47
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Powerful & Important Social Media Statistics 84% of US Vehicle Shoppers use Facebook 41% said they saw a post that caused them to add or remove a brand from their list of choices 38% said they saw a post that caused them to add or remove a dealership from their list of choices 45% of users asked their friends/family for recommendations 25% of users said that social media significantly influenced their purchase decision Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 48
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Social Media Must Haves Suggested: Facebook Must Haves: YouTube Flickr Twitter Google+ LinkedIn Review Blog Pinterest Instagram Tumblr Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 49
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Facebook Examples Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 50
  • How to Sell 30+ Cars (And Make $125,000 a Year!) 4. Manage Your Online Reputation At Delivery Survey Rate Experience 1-5 What did you like best, why? Would you recommend us? Would you allow us to use your review in the future? Email Your Contacts Send them this survey Ask for feedback periodically Encourage your customers to leave feedback on review sites Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 51
  • How to Sell 30+ Cars (And Make $125,000 a Year!) 4. Manage Your Online Reputation Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 52
  • How to Sell 30+ Cars (And Make $125,000 a Year!) 5. Cross Promotional Marketing Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 53
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Create Your Own Membership Buying Program! Why? Membership buying programs have the highest closing ratio Typical Closing Ratio: 27% Micro Selling Vs. Macro Selling Micro Selling = selling one car at a time Macro Selling = targeting a large group so you can sell multiple units Examples: AAA Costco BJs Sams Club Plant the Seed for Macro Selling with A Membership Buying Program! Costos closing ratio: 35%! Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 54
  • How to Sell 30+ Cars (And Make $125,000 a Year!) How Can I do that? 1 Engage Organizations 2 Pitch Your Program Visit organizations such as Teachers Unions Military bases Police Departments Fire Departments Create a VPP Create Collateral & Advertise! Fliers, brochures, business Use Linked In Connect with local businesses Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 55
  • How to Sell 30+ Cars (And Make $125,000 a Year!) How Do I Get Started? Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 56
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Evolved Sales Techniques for the Modern Automotive Sales Consultant Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 57
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 58
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Start with a Plan: 1 Methodical Road Map Create a Business Plan with a clear end goal in mind Plan and prepare accordingly to make sure you meet those goals Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 59
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Start with a Plan: Create your Plan: How much money do you want to make? What is your average commission per unit? How many units would you need to sell to hit that goal? Know your pay plan and any incentives/bonuses to keep in mind. END GOAL 30 UNITS Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 60
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Start with a Plan: 2 Diversify how you sell cars There are 8 ways to meet prospects Make sure you do not rely on only one area Create a plan that reaches out to prospects in all 8 of these categories Be aware of closing ratios when calculating your goals Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 61
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Start with a Plan: 8 Ways to Meet Prospects Be-Backs (50%) Walk-Ins (20%) Phone-Ups (50%) Internet-ups (50%) Service Customers (10%) Previous Customers (65%) Referrals (50%) Prospecting (50%) Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 62
  • How to Sell 30+ Cars (And Make $125,000 a Year!) 8 Ways to Meet Prospects 1 Be-Backs (50%) Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 63
  • How to Sell 30+ Cars (And Make $125,000 a Year!) 8 Ways to Meet Prospects 2 Walk-Ins (20%) Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 64
  • How to Sell 30+ Cars (And Make $125,000 a Year!) 8 Ways to Meet Prospects 3 Phone-Ups (50%) Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 65
  • How to Sell 30+ Cars (And Make $125,000 a Year!) How to Handle a Phone-Up Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 66
  • How to Sell 30+ Cars (And Make $125,000 a Year!) How to Handle a Phone-Up Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 67
  • How to Sell 30+ Cars (And Make $125,000 a Year!) The Science of Communication Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 68
  • How to Sell 30+ Cars (And Make $125,000 a Year!) 8 Ways to Meet Prospects 4 Internet-ups (50%) Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 69
  • How to Sell 30+ Cars (And Make $125,000 a Year!) 8 Ways to Meet Prospects 5 Service Customers (10%) Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 70
  • How to Sell 30+ Cars (And Make $125,000 a Year!) 8 Ways to Meet Prospects 6 Previous Customers (65%) Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 71
  • How to Sell 30+ Cars (And Make $125,000 a Year!) 8 Ways to Meet Prospects 7 Referrals (50%) Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 72
  • How to Sell 30+ Cars (And Make $125,000 a Year!) 8 Ways to Meet Prospects 8 Prospecting (50%) Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 73
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Start with a Plan: 3 Internet Is Key In order to maximize the other areas, you need to focus more online With positive, relevant and content filled pages, you will attract more prospects from online sources Videos Index higher than static websites Use Geotargeting to make your info relevant Update your information regularly to keep it current Encourage customers to add their own content to your social media pages Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 74
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Start with a Plan: 4 Emulate Successful Strategies Dealerships should emulate the OEM strategies with regards to social media and online activities Sales Consultants should emulate the dealership strategies with regards to social media and online activities SEO/SEM VSEO/Video Production Social Media Retargeting Online Reputation Website Development Focus Sites/Micro Sites Blogs Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 75
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Start with a Plan: 5 Practice a Proactive Mindset You can not afford to wait for magic to happen Be creative about where you find your prospects The way you view the sales process will determine your behavior which will determine your results Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 76
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Start with a Plan: 6 Methodical Follow Up Become an expert in inbound and outbound phone process (including voicemails) Become an expert on inbound and outbound email process Become an expert in Social Media Communication and Reputation Management Become an expert in Video Messaging utilizing Skype, Face Time, Go To Meeting, etc. Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 77
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Start with a Plan: 7 Time Management Skills Determine how youre going to look for prospects How many of them are in dealership? How many of them do you need to call? How many of them do you need to email? Tip: Be careful of distractions disguised as opportunities! Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 78
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Start with a Plan: 8 Accountability Identify appropriate benchmarks and standards Create reasonable projections and goals Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 79
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Start with a Plan: 8 Accountability Track and test your progress throughout the month The right number of conversations will result in the right number of dealership visits which will result in the right number of units sold. 60 Calls a day X .14 14% Connection Ratio 8.3 Connections Daily Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 80
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 81
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Start with a Plan: 9 Master Your Craft Master the Road to the Sale Master your Product Knowledge Master the art of passionately explaining the features and benefits of your brand over your competitors Master your articulation of why your dealerships VPP is better than any other Become a master at qualifying a prospect and determining their wants, needs and expectations Master an arsenal of 5-7 rebuttals for each one of the top 10 objections Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 82
  • How to Sell 30+ Cars (And Make $125,000 a Year!) The Sales Professional of the Future Is Here Now! Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 83
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Conclusion If you want to not only succeed, but thrive, you need to evolve or natural selection will take over. If you want things that the average sales consultant doesnt have, you have to do things the average sales consultant isnt willing to do. Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 84
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Conclusion Be Proactive Have a Plan. Keep Evolving. Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 85
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Resources www.automotivedigitaltraining.com www.automotiveinternetsales.com www.autosuccessonline.com Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 86
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Take Home - 30 Day Free Test Drive! Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 87
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Thank you! Sean V. Bradley seanb@dealersynergy.com 856-546-2440 267-319-6776 Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 88

How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

Aug 10, 2014

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Automotive

http://www.dealersynergy.com 856-546-2440

How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

This is the presentation I delivered today for Jim Ziegler's Internet Battle Plan as well as a Ton of Dealer Associations like the GNYADA, DADA, MSADA, Internet Sales 20 Group etc…

Enjoy :) If you have any questions, please feel free to call me. If you like this information. You are going to LOVE www.automotivedigitaltraining.com

  • How to Sell 30+ Cars (And Make $125,000 a Year!) How to Sell 30+ Cars (And Make Over $125,000 a Year!) Presented to GNAYDA By Sean V. Bradley November 20th, 2013
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Based on the recent article in On The Move: The Evolution & Natural Selection of Automotive Sales Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 2
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Evolution of the Automotive Industry Video (Embed) Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 3
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Sean V. Bradley Founder and CEO of Dealer Synergy College drop out Started 15 years ago as a sales consultant Verified 30 car guy Now runs a multi-million dollar company Let me teach you what Ive learned! Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 4
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Sean V. Bradley Founder and CEO of Dealer Synergy Spoken at over 90 NADA & NCM 20 Groups Certified FranklinCovey Trainer & Facilitator Member of The National Speakers Association (NSA) Creator of the Internet Sales 20 Group Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 5
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Success Stories Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 6
  • How to Sell 30+ Cars (And Make $125,000 a Year!) What You Will Learn How to sell 30+ cars How to make money What it means to be an evolved sales consultant How to engage in Proactive Prospecting How to create a realistic plan and stick to it! Powerful & Important Statistics Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 7
  • How to Sell 30+ Cars (And Make $125,000 a Year!) All of You every person right here in this room personifies the evolved sales professional. Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 8
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Maturity Continuum Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 9
  • How to Sell 30+ Cars (And Make $125,000 a Year!) The most successful sales people are those who practice interdependence. Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 10
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Sales teams need new strategies & tactics. You cant just rely on the Road to the Sale Being an automotive professional is like owning your own business. Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 11
  • How to Sell 30+ Cars (And Make $125,000 a Year!) So how do you evolve? By changing how you operate. Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 12
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Traditional Methods Are No Longer Effective. We live in a digital world and you have to change your strategy to reflect that. Incorporate social media, videos, optimize your website, put yourself out where your prospects are! Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 13
  • How to Sell 30+ Cars (And Make $125,000 a Year!) What Makes a Modern Sales Consultant? Modern consultants are immersed in Internet Sales, BDC and Digital Marketing Modern consultants are buying and generating leads proactively, instead of reactively Modern consultants seek to find prospects where they are online! Modern sales consultants just all 8 ways to sell cars Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 14
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Proactive Prospecting Capture prospects at the Instead of at their Point of Interest Point of Sale If you can reach your prospects before they enter the Sales Pipeline, youll have the ability to influence them more directly. Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 15
  • How to Sell 30+ Cars (And Make $125,000 a Year!) ZMOT: Zero Moment of Truth Google ZMOT Video Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 16
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Powerful & Important Internet Statistics 92-99% of Americans go 11 hours online before setting foot inside a Is the average time 5-8 stores & models dealership people spend Is the average 45-90 days searching for a number a car buyer vehicle online $200/car Is the average researches before buying cycle making a decision much longer than is what internet the 72 hours of 15 advertising costs (less than $640/car for years ago traditional advertising, according to NADA Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 17
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Dominating ! With 80 percent of transactions starting with an online search, its imperative to not only be represented on Google, but to dominate the market 90 percent of all media interactions are screen based Only 20 percent of people click pay-per-click ads Organic optimization is the most powerful strategy 80 percent of buyers research your dealership before deciding to visit your dealership 20 percent change their mind and buy from a competitor upon seeing a negative review Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 18
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 19
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Modern Sales Consultants cant just think about car sales as owning your own business You need to actually start acting that way. Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 20
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Sales Professionals of the Future Are Here Now! Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 21
  • How to Sell 30+ Cars (And Make $125,000 a Year!) How Can You Position Yourself for Modern Times? 1. Create Your Own Website 2. Post Videos (testimonials, walk-arounds, how-tos) 3. Be Active on Social Media Networks 4. Manage Your Online Reputation 5. Engage in Cross Promotional Marketing Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 22
  • How to Sell 30+ Cars (And Make $125,000 a Year!) 1. Create Your Own Website Your website should include: Geotargetted domain Your VPP Videos Tips & Advice Inventory Social Media Links Reviews Etc. Example: Joe Argento Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 23
  • How to Sell 30+ Cars (And Make $125,000 a Year!) 1. Create Your Own Website How to build your personal website Do it yourself Hire a professional Recommendation hire someone its cheaper than you think! Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 24
  • How to Sell 30+ Cars (And Make $125,000 a Year!) 1. Create Your Own Website How to Finance Your Site Funding it out-of-pocket Asking your dealer Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 25
  • How to Sell 30+ Cars (And Make $125,000 a Year!) 2. Post Videos! The average buyer spends 11 hours researching three hours of it watching videos and two hours using search engines More than three billion Google searches are completed daily Videos show up in 50 percent of Google searches Video is 53 times more likely to be clicked over a static-text link Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 26
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Why Videos? Text accounts for only seven percent of communication Video accounts for 55 percent of communication Studies have found that people prefer watching videos to reading Video is the easiest type of content to optimize Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 27
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Internet & Video Nearly 90% of internet users prefer video content to any other internet content. Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 28
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Internet & Video 71% of the population visits sites like YouTube in a year. 28 percent of the population visits those sites every day! Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 29
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Examples: Service Testimonial Purchase Testimonial Cherry Hill Porsche 2014 Honda Odyssey Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 30
  • How to Sell 30+ Cars (And Make $125,000 a Year!) How to Film Testimonial Videos Option 1: Low-Tech Film customers in the dealership showroom Use cell phone camera Post to YouTube Optimize by geotargetting, including make, model, specific features, etc. Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 31
  • How to Sell 30+ Cars (And Make $125,000 a Year!) How to Film Testimonial Videos Option 2: Video Production Invest in hardware Select a camera Purchase (or find free) video editing software Find simple lighting kit and green screen Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 32
  • How to Sell 30+ Cars (And Make $125,000 a Year!) How to Film Testimonial Videos Hardware Suggestions iStabilizer Monopod/Tripod Microphone/Lavalier Telescopic lens attachment Additional accessories Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 33
  • How to Sell 30+ Cars (And Make $125,000 a Year!) How to Film Testimonial Videos Camera Suggestions Cell phone camera iPad camera Webcam DSLR/Digital camera Camcorder Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 34
  • How to Sell 30+ Cars (And Make $125,000 a Year!) How to Film Testimonial Videos Editing Software Suggestions Final Cut Windows Movie Maker iMovie Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 35
  • How to Sell 30+ Cars (And Make $125,000 a Year!) How to Film Testimonial Videos Lighting Kit Suggestions Studio lighting kit Basic green-screen Make your own DIY Lighting Kit Blog: Top 10 Lights Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 36
  • How to Sell 30+ Cars (And Make $125,000 a Year!) How to Get Testimonial Videos Video Reluctance Dont be afraid of the camera Dont be afraid to ask Play chess, not checkers Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 37
  • How to Sell 30+ Cars (And Make $125,000 a Year!) How to Get Testimonial Videos Steps to get a video testimonial 1. Select Testimonial Topic 2. Ask For Permission 3. Prepare the customer Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 38
  • How to Sell 30+ Cars (And Make $125,000 a Year!) 1. Identify Testimonial Topic 5 Reasons People Go Online to Buy a Car To find the best price More vehicle availability Convenience of the internet Looking for a new way to buy Just researching Choose 1 Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 39
  • How to Sell 30+ Cars (And Make $125,000 a Year!) 2. Ask for Permission When should I ask for a testimonial? How should I ask for a testimonial? Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 40
  • How to Sell 30+ Cars (And Make $125,000 a Year!) 2. Ask for Permission What if they say no? Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 41
  • How to Sell 30+ Cars (And Make $125,000 a Year!) 3. Prepare the Customer Basic Script Example: Before I turn on the camera, I wanted to confirm that you were most satisfied with (one of the 5 criteria). Can you talk about your experience with that specifically? Also have them include: Dealership name Your name Their home town The vehicle they purchased Another vehicle or store they didnt choose Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 42
  • How to Sell 30+ Cars (And Make $125,000 a Year!) I have a video! Now what? Optimize it! YouTube pages are just like website pages and can be used for SEO the same way! Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 43
  • How to Sell 30+ Cars (And Make $125,000 a Year!) I have a video! Now what? Advanced Technology: Speech recognition Facial recognition Image recognition Each video must be: Compelling Relevant VSEO content needs to match the video Video-SEO Terms Must Include: Subject/header Description/anchor text Meta tags Category tags Keywords Links (names) Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 44
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Seans Going Live! Testimonial Demo: How to ask Using the camera Uploading to YouTube Optimizing on YouTube Deploying the video Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 45
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Other Examples: Elise Kephart Video Responses Robert Wiesman VSEO/Product Review Joe Argento Salesman Video/Branding Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 46
  • How to Sell 30+ Cars (And Make $125,000 a Year!) 3. Be Active on Social Media Engage your customers and prospects and encourage them to engage with you. The more back and forth you have between your customers the more relevancy and credibility you have online. Sales Consultants: Dont expect your dealership to take on this role alone! Be proactive by posting comments and feedback to your social media pages and share some of the dealerships news and events with fans. Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 47
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Powerful & Important Social Media Statistics 84% of US Vehicle Shoppers use Facebook 41% said they saw a post that caused them to add or remove a brand from their list of choices 38% said they saw a post that caused them to add or remove a dealership from their list of choices 45% of users asked their friends/family for recommendations 25% of users said that social media significantly influenced their purchase decision Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 48
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Social Media Must Haves Suggested: Facebook Must Haves: YouTube Flickr Twitter Google+ LinkedIn Review Blog Pinterest Instagram Tumblr Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 49
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Facebook Examples Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 50
  • How to Sell 30+ Cars (And Make $125,000 a Year!) 4. Manage Your Online Reputation At Delivery Survey Rate Experience 1-5 What did you like best, why? Would you recommend us? Would you allow us to use your review in the future? Email Your Contacts Send them this survey Ask for feedback periodically Encourage your customers to leave feedback on review sites Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 51
  • How to Sell 30+ Cars (And Make $125,000 a Year!) 4. Manage Your Online Reputation Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 52
  • How to Sell 30+ Cars (And Make $125,000 a Year!) 5. Cross Promotional Marketing Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 53
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Create Your Own Membership Buying Program! Why? Membership buying programs have the highest closing ratio Typical Closing Ratio: 27% Micro Selling Vs. Macro Selling Micro Selling = selling one car at a time Macro Selling = targeting a large group so you can sell multiple units Examples: AAA Costco BJs Sams Club Plant the Seed for Macro Selling with A Membership Buying Program! Costos closing ratio: 35%! Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 54
  • How to Sell 30+ Cars (And Make $125,000 a Year!) How Can I do that? 1 Engage Organizations 2 Pitch Your Program Visit organizations such as Teachers Unions Military bases Police Departments Fire Departments Create a VPP Create Collateral & Advertise! Fliers, brochures, business Use Linked In Connect with local businesses Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 55
  • How to Sell 30+ Cars (And Make $125,000 a Year!) How Do I Get Started? Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 56
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Evolved Sales Techniques for the Modern Automotive Sales Consultant Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 57
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 58
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Start with a Plan: 1 Methodical Road Map Create a Business Plan with a clear end goal in mind Plan and prepare accordingly to make sure you meet those goals Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 59
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Start with a Plan: Create your Plan: How much money do you want to make? What is your average commission per unit? How many units would you need to sell to hit that goal? Know your pay plan and any incentives/bonuses to keep in mind. END GOAL 30 UNITS Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 60
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Start with a Plan: 2 Diversify how you sell cars There are 8 ways to meet prospects Make sure you do not rely on only one area Create a plan that reaches out to prospects in all 8 of these categories Be aware of closing ratios when calculating your goals Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 61
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Start with a Plan: 8 Ways to Meet Prospects Be-Backs (50%) Walk-Ins (20%) Phone-Ups (50%) Internet-ups (50%) Service Customers (10%) Previous Customers (65%) Referrals (50%) Prospecting (50%) Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 62
  • How to Sell 30+ Cars (And Make $125,000 a Year!) 8 Ways to Meet Prospects 1 Be-Backs (50%) Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 63
  • How to Sell 30+ Cars (And Make $125,000 a Year!) 8 Ways to Meet Prospects 2 Walk-Ins (20%) Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 64
  • How to Sell 30+ Cars (And Make $125,000 a Year!) 8 Ways to Meet Prospects 3 Phone-Ups (50%) Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 65
  • How to Sell 30+ Cars (And Make $125,000 a Year!) How to Handle a Phone-Up Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 66
  • How to Sell 30+ Cars (And Make $125,000 a Year!) How to Handle a Phone-Up Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 67
  • How to Sell 30+ Cars (And Make $125,000 a Year!) The Science of Communication Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 68
  • How to Sell 30+ Cars (And Make $125,000 a Year!) 8 Ways to Meet Prospects 4 Internet-ups (50%) Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 69
  • How to Sell 30+ Cars (And Make $125,000 a Year!) 8 Ways to Meet Prospects 5 Service Customers (10%) Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 70
  • How to Sell 30+ Cars (And Make $125,000 a Year!) 8 Ways to Meet Prospects 6 Previous Customers (65%) Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 71
  • How to Sell 30+ Cars (And Make $125,000 a Year!) 8 Ways to Meet Prospects 7 Referrals (50%) Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 72
  • How to Sell 30+ Cars (And Make $125,000 a Year!) 8 Ways to Meet Prospects 8 Prospecting (50%) Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 73
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Start with a Plan: 3 Internet Is Key In order to maximize the other areas, you need to focus more online With positive, relevant and content filled pages, you will attract more prospects from online sources Videos Index higher than static websites Use Geotargeting to make your info relevant Update your information regularly to keep it current Encourage customers to add their own content to your social media pages Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 74
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Start with a Plan: 4 Emulate Successful Strategies Dealerships should emulate the OEM strategies with regards to social media and online activities Sales Consultants should emulate the dealership strategies with regards to social media and online activities SEO/SEM VSEO/Video Production Social Media Retargeting Online Reputation Website Development Focus Sites/Micro Sites Blogs Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 75
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Start with a Plan: 5 Practice a Proactive Mindset You can not afford to wait for magic to happen Be creative about where you find your prospects The way you view the sales process will determine your behavior which will determine your results Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 76
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Start with a Plan: 6 Methodical Follow Up Become an expert in inbound and outbound phone process (including voicemails) Become an expert on inbound and outbound email process Become an expert in Social Media Communication and Reputation Management Become an expert in Video Messaging utilizing Skype, Face Time, Go To Meeting, etc. Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 77
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Start with a Plan: 7 Time Management Skills Determine how youre going to look for prospects How many of them are in dealership? How many of them do you need to call? How many of them do you need to email? Tip: Be careful of distractions disguised as opportunities! Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 78
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Start with a Plan: 8 Accountability Identify appropriate benchmarks and standards Create reasonable projections and goals Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 79
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Start with a Plan: 8 Accountability Track and test your progress throughout the month The right number of conversations will result in the right number of dealership visits which will result in the right number of units sold. 60 Calls a day X .14 14% Connection Ratio 8.3 Connections Daily Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 80
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 81
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Start with a Plan: 9 Master Your Craft Master the Road to the Sale Master your Product Knowledge Master the art of passionately explaining the features and benefits of your brand over your competitors Master your articulation of why your dealerships VPP is better than any other Become a master at qualifying a prospect and determining their wants, needs and expectations Master an arsenal of 5-7 rebuttals for each one of the top 10 objections Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 82
  • How to Sell 30+ Cars (And Make $125,000 a Year!) The Sales Professional of the Future Is Here Now! Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 83
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Conclusion If you want to not only succeed, but thrive, you need to evolve or natural selection will take over. If you want things that the average sales consultant doesnt have, you have to do things the average sales consultant isnt willing to do. Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 84
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Conclusion Be Proactive Have a Plan. Keep Evolving. Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 85
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Resources www.automotivedigitaltraining.com www.automotiveinternetsales.com www.autosuccessonline.com Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 86
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Take Home - 30 Day Free Test Drive! Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 87
  • How to Sell 30+ Cars (And Make $125,000 a Year!) Thank you! Sean V. Bradley seanb@dealersynergy.com 856-546-2440 267-319-6776 Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 88
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