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In this riveting episode, two titans of the automotive industry, Sean V. Bradley, President of Dealer Synergy, and LA Williams, the Blind Master, delve into the riveting journey of Glenn Lundy! They uncover the strategic maneuvers and philosophies behind Lundy's record-setting success in growing a Chevy dealership by 800%. The conversation unfolds insights into intentional leadership, team motivation, and innovative dealership management that cuts across traditional boundaries.
Glenn Lundy imparts his unique perspective on effective dealership growth strategies, emphasizing the importance of daily motivational routines, organizational culture shifts, and scalable processes. His enlightening discussion with Sean V. Bradley goes beyond surface-level tactics, digging into the mindset transformations required for massive dealership success. Each recount of the journey brings out the crisp details of the methods that can turn any average dealership around to face a trajectory of exponential growth.
🚀 JOIN Sean V. Bradley and the Millionaire Car Salesman Members at the upcoming Internet Sales 20 Group conference! 🌐 Dealer Synergy is giving you OVER 60% OFF! 🏎️✨
Secure your spot now at www.eventbrite.com/e/761375152577/?discount=MCS24! 🎉
#IS20G #IS20G15 #InternetSales20Group #InternetSales20Group15 #InternetSales20GroupConference #InternetSales20GroupConference15
Key Takeaways
Dealerships can achieve unprecedented growth by reassessing and transforming their organizational culture and daily routines.
Effective leadership in automotive sales involves celebrating your team's victories, reinforcing positive behavior, and fostering development.
Understanding and theorizing car sales as a function of professional speaking can provide a competitive edge in communicating and persuading customers.
Adapting to market changes, focusing on used car sales, and being proactive rather than reactive are essential strategies for sustained success post-pandemic.
Creating a dedicated vehicle buying center with skilled buyers can drastically improve inventory quality and dealership profitability.
Event Details: Sean V. Bradley invites you to attend the Internet Sales 20 Group conference! Attendees can secure their spot at a discounted rate by visiting www.eventbrite.com/e/761375152577/?discount=MCS24
About Glenn Lundy
Glenn Lundy is known for his transformative impact in the automotive sales industry. As the former General Manager of Dan Cummings Chevrolet & Buick, he led his team to a monumental 800% growth within six years. His expertise doesn't end there; Lundy stands out as a mentor, motivational speaker, and strategist, who empowers dealership managers and owners to exceed their professional goals. His winning strategy dubbed the "800% Club," is encapsulated in a lifestyle revolving around eight pillars that extend beyond work into personal growth domains.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
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In this dynamic episode of the Millionaire Car Salesman Podcast, Host Sean V. Bradley unveils the transformative strategies propelling the automotive industry forward! Joining Sean is Mike Trudeau. Mike Trudeau is the Executive Vice President of Business Development at Montway Auto Transport.
Mike, with a wealth of experience in automotive logistics, unravels the complex web of auto transport management. He educates dealers on consolidating various vendors to enjoy a seamless one-stop shop experience! Moreover, Mike explores strategic car acquisitions beyond traditional channels, shedding light on innovative approaches to sourcing vehicles and optimizing inventory management!
Tune in to this episode to gain a deeper understanding of the dynamic forces shaping the future of automotive sales and discover practical strategies for staying ahead in this rapidly evolving industry!
🚀 JOIN Sean V. Bradley and the Millionaire Car Salesman Members at the upcoming Internet Sales 20 Group conference! 🌐 Dealer Synergy is giving you OVER 60% OFF! 🏎️✨
Secure your spot now at www.eventbrite.com/e/761375152577/?discount=MCS24! 🎉
#IS20G #IS20G15 #InternetSales20Group #InternetSales20Group15 #InternetSales20GroupConference #InternetSales20GroupConference15
Key Takeaways
Utilizing auto transportation services like Motway can provide customers with a seamless experience in both purchasing and receiving their vehicles.
Dealers can strategically incorporate transportation costs into the car deal, creating additional revenue streams or providing competitive advantages.
Streamlining a dealership's auto transport needs into one provider can lead to significant savings and a more organized logistics process.
Innovative approaches to car acquisition, like partnering with non-traditional entities and utilizing transportation cost tools, can boost both inventory and profits.
The automotive retail environment is evolving, with a focus on ease and convenience signaling the post-pandemic new normal in customer expectations and dealership operations.
Event Details: Sean V. Bradley invites you to attend the Internet Sales 20 Group conference! Attendees can secure their spot at a discounted rate by visiting www.eventbrite.com/e/761375152577/?discount=MCS24
About Mike Trudeau
Mike Trudeau is Montway’s accomplished Executive Vice President of Business Development. Since joining the company in 2018, Mike has been instrumental in expanding the logistics division and supporting the company’s growth.
He is known for implementing impactful sales initiatives that significantly contribute to Montway’s success. One of his key achievements was spearheading the launch of the Montway Automation Portal (M.A.P.), an advanced platform that provides business-to-business customers with complete transparency into their auto transport processes and costs. Under Mike’s leadership, Montway has expanded its customer base nationwide.
Mike boasts a rich professional background in the automotive industry, spanning logistics, car rental and remarketing. Prior to joining Montway, he held the position of Remarketing Group Sales Manager at Enterprise Rent-A-Car for seven years, honing his skills and gaining invaluable experience. He also worked for United Road Services, building a foundation in sales, operations and customer service.
Recognized for his expertise and insights, Mike has been featured in various media, sharing his perspectives on the evolving landscape of the auto transport and logistics industry. With his remarkable track record in business development, Mike is an important asset to Montway.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
Revolutionizing the Automotive Experience: Insights from Sean V. Bradley's Expert PanelThe automotive industry is undergoing significant changes, with technology playing a pivotal role in shaping the future of car buying and selling. From leveraging artificial intelligence to perfecting logistics, professionals within the industry must adapt to stay ahead. A recent conversation with Sean V. Bradley and Mike Trudeau illuminates key strategies for dealerships to drive success in the evolving landscape.
Key Takeaways:
Leveraging transportation can enhance the car buying experience, offering convenience to customers and opportunities for increased dealership revenue.
A centralized transportation strategy with a one-stop-shop like Motway can streamline logistics, saving dealers money and time.
The power of acquisition strategies beyond auctions holds potential for significant profit opportunities for dealerships.
Expanding Reach with Automotive TransportationSelling Cars Beyond Borders
Car dealerships have traditionally operated within a certain radius, relying heavily on in-person sales. However, the shift toward digital retailing necessitates a closer look at delivery and transportation services. Sean V. Bradley puts it succinctly: "Why don't we turn around and say that this is the way we do business?" By including home delivery as part of a dealership's value proposition, dealers can capture a larger market share and cater to a convenience-driven consumer. Mike Trudeau supports this by emphasizing the importance of transportation services that can deliver vehicles across the country, revealing a simple truth: "if Elon Musk could go to Mars, Motway Transports could take the car to your house."
Convenience as a Sales Strategy
By integrating a reliable auto transportation resource like Motway into the sales process, dealers can offer a seamless purchase experience that continues even after the customer has left the digital showroom. As Bradley points out, this not only opens up the dealership's market potential but also presents an opportunity to incorporate delivery costs into their pricing strategies–ultimately contributing to profitability.
Centralizing Automotive LogisticsUnifying Transportation Vendors
In the current model, dealers often grapple with managing various transport vendors across different states. Trudeau highlights the logistical nightmare this presents and proposes an alternative: "You got a one-stop-shop…in a large scale nationwide auto broker like Motway." Centralizing transportation not only simplifies logistics but also allows dealers to keep a closer eye on costs and streamline their operations. This shift can make a noticeable difference in a dealership's bottom line, as consolidating vendors often leads to cost savings and increased efficiency.
Benefits of Streamlining Transportation
By utilizing a company like Motway, dealerships gain visibility across all their rooftops under one system. Dealers can track where and when cars are bought, assess transport costs, and optimize their inventory management. Implementing such a strategy frees up dealers to focus on what matters most–selling cars and desk deals–while leaving the complexities of logistics to a dedicated partner.
Acquiring Vehicles Beyond AuctionsCreative Acquisition Strategies
Procuring cars solely through auctions is increasingly viewed as an unsustainable practice, with dealers paying a premium for inventory. Variety beyond auctions offers a lucrative alternative for dealers to acquire vehicles. As Trudeau underscores, understanding transportation costs before purchasing cars is vital to profitability. He shares a practical tool that provides transportation quotes in real-time, ensuring dealers can factor these costs into their purchasing decisions.
Broadening Acquisition Resources
Danny Zieloski's innovative vehicle buying center model demonstrates that forming relationships with non-traditional partners such as RV, motorcycle, or power sports dealerships can be a goldmine for sourcing used cars. Dealerships that adopt such strategies are better positioned to capitalize on unique market opportunities, thereby enhancing their acquisition process and profitability.
The Emerging Future of Automotive Sales and LogisticsThe insights provided by Sean V. Bradley and Mike Trudeau present a compelling case for the continued integration of transportation services into the dealership model. The conversations underscore the need for dealers to adapt and innovate, whether through expanding delivery options or embracing novel vehicle acquisition methods. In essence, embracing change and leveraging the right partnerships can redefine the automotive sales experience, leading to increased customer satisfaction and dealership profits.
Motway's solution embodies the crucial elements of convenience, efficiency, and forward-thinking that are paramount in the current automotive climate. As the industry continues to evolve, those who recognize and react to these industry shifts will rise above the competition. The ability to streamline logistics and create a seamless buying process is not merely an option – it's quickly becoming an imperative in the quest to deliver unparalleled customer experiences and drive a successful future in automotive retail.
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In this captivating episode of the Millionaire Car Salesman podcast, hosts Sean V. Bradley teams up with industry and branding expert, Tianna Mick aka T Got Your Keys, with special guest Isabella Tutt joining from the UK! Listen in to be treated to a cross-continental exploration of sales strategies and best practices!
The discussion delves into the comparative analysis of automotive sales techniques and methodologies employed in the US and UK markets, highlighting both similarities and differences. Drawing from their extensive experience, the guests share insider insights into the nuances of car sales, from lead generation and customer engagement to negotiation tactics and closing strategies!
Cultural factors that shape consumer behavior and preferences in each market are explored, offering valuable perspectives for sales professionals seeking to connect with diverse clientele. Listeners are treated to a wealth of effective sales strategies and techniques proven to drive success in both the US and UK automotive industries, with practical tips for implementation!
The episode underscores the value of international collaboration and knowledge sharing among sales professionals, highlighting the benefits of learning from different perspectives and approaches! The show host and guests engage in a dynamic Q&A session, addressing listener questions and providing personalized advice on overcoming sales challenges and maximizing opportunities in the global marketplace.
Whether you're a seasoned sales veteran or a newcomer to the automotive industry, this episode offers invaluable insights and actionable advice for excelling in today's competitive sales landscape, regardless of geographical boundaries. Tune in to gain a deeper understanding of automotive sales across continents and unlock the secrets to sales success on a global scale!
🚀 JOIN Sean V. Bradley and the Millionaire Car Salesman Members at the upcoming Internet Sales 20 Group conference! 🌐 Dealer Synergy is giving you OVER 60% OFF! 🏎️✨
Secure your spot now at www.eventbrite.com/e/761375152577/?discount=MCS24! 🎉
#IS20G #IS20G15 #InternetSales20Group #InternetSales20Group15 #InternetSales20GroupConference #InternetSales20GroupConference15
Key Takeaways
The automotive sales profession in the UK shares similar public perceptions to those in the U.S., with professionals striving to change dated stereotypes.
Effective customer engagement in car sales entails asking open-ended questions, creating personalized experiences, and maintaining long-term relationships.
Building one's personal brand and leveraging community networks can significantly boost sales and create new opportunities within the automotive industry.
The Women Automotive Network is championing diversity and gender inclusivity, providing mentorship, and connecting automotive professionals.
Sales strategies should adapt to the modern consumer who is typically well-researched and internet-savvy, requiring salespeople to be proactive and knowledgeable.
Event Details: Sean V. Bradley invites you to attend the Internet Sales 20 Group conference! Attendees can secure their spot at a discounted rate by visiting www.eventbrite.com/e/761375152577/?discount=MCS24
About Isabella Tutt
Isabella Tutt, a distinguished automotive sales professional hailing from the UK, boasts an impressive 13-year tenure in the industry, primarily focused on selling cars under the esteemed Peugeot brand. Beginning her career at the age of 19, Isabella swiftly earned full Peugeot accreditation, setting a high standard for herself from the outset.
Throughout her tenure, Isabella has excelled in various sales domains, including new car sales, business-to-business transactions, and mobility sales, demonstrating her versatility and adaptability in diverse market segments. Her dedication to excellence has been consistently recognized, with accolades such as Customer Satisfaction and Volume Sales awards under her belt.
Beyond her exemplary sales prowess, Isabella is celebrated for her unwavering commitment to customer service, embodying the ethos of putting the client's needs first in every interaction. Her ability to forge meaningful personal relationships with clients has been instrumental in fostering loyalty and driving repeat business.
Notably, Isabella is a trailblazer in challenging stereotypes within the automotive industry, championing inclusivity and diversity at every turn. Her recent involvement with the Women Automotive Network exemplifies her dedication to empowering underrepresented groups within the automotive sector, driving positive change and fostering a more inclusive industry landscape.
With a proven track record of success, a passion for customer satisfaction, and a commitment to diversity and empowerment, Isabella Tutt stands as a formidable force in the world of automotive sales, poised to continue making significant contributions to the industry for years to come.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
Transforming the Auto Sales Experience: A Candid Conversation with Industry ExpertsThe automotive sales industry has undergone significant changes over the years, with technological advancements and evolving consumer behaviors shaping its landscape. In a riveting conversation with esteemed professionals from the industry, we delve into the nuances of car sales in the UK versus the US, examine the power of personal branding, and explore the significance of creating a customer-centric sales process.
Key Takeaways:
Differences between the UK and US car sales processes offer unique perspectives on customer engagement and sales techniques.
Creating a strong personal brand as an automotive sales professional can significantly enhance your reach and sales potential.
The concept of the 'road to the sale' can be adapted to leverage various touchpoints, ensuring customer loyalty and maximizing sales opportunities.
Cross-Continental Car Sales: Unpacking the UK and US ModelsThe conversation kicks off with Sean V. Bradley and Isabella Tutt comparing their experiences in car sales in the US and the UK, respectively. Across the Atlantic, we see a common ground where sales professionals are challenged to break free from the stereotype of being 'arrogant liars,' as Tutt articulates. Both professionals highlight the integral role of trust and genuine connection in securing sales and fostering long-term customer relationships.
"I personally […] have a lot of love for Peugeot and the pride of the lion and the brand itself, because, like I say, I felt that they looked after me throughout my journey into sales as a new car sales executive." — Isabella Tutt
In the US, Bradley notes, the sales process has evolved into a more intricate and accountable system, where ups are identified and meticulously documented to improve conversions and retain customers. Establishing trust and rapport from the initial greeting to the final follow-up is paramount in building a successful sales career, resonating deeply with Tutt's passion for delivering personalized experiences.
Crafting a Personal Brand within the DealershipTiana Mick's journey from selling cars to becoming an influential voice in the industry showcases the power of personal branding in the digital age. The conversation weaves in the importance of being recognized within your community and creating a brand that resonates with specific groups, influencing buying decisions and building a loyal customer base.
"You make your own success, and you are the result of your own failure as well, in my opinion." — Isabella Tutt
Mick's strategic move to carve out a niche for women and the LGBTQ community exemplifies seizing the opportunity to stand out among a sea of sales professionals. With a strong digital presence and active participation in community events, Mick demonstrates how a clear brand identity can catapult one's career, bridging the gap between the traditional car salesman image and the diverse, tech-savvy market of today.
Redefining 'Road to the Sale' with Innovative TouchpointsThe 'road to the sale' is a concept both UK and US professionals are acquainted with; however, Sean V. Bradley offers a fresh perspective by incorporating eight different categories for car sales opportunities. This holistic approach emphasizes not only the transaction at hand but also the potential of carryover leads and the diverse sources from which sales could emerge.
"Instead of trying to sell 30 or 40 cars from one or two areas, you're looking at seven carryover and eight fresh. That's 15 different ways you could sell a car in a month." — Sean V. Bradley
By cross-referencing initial contact information such as birthdays, significant events, and preferences, sales professionals can forge stronger connections with leads and return customers. Bradley's in-depth process takes into account the entirety of a buyer's journey and positions salespeople as trusted advisors rather than mere transactional agents.
As we recap the insightful conversation with Sean V. Bradley, Tiana Mick, and Isabella Tutt, it's evident that the automotive sales landscape is intricate and robust, demanding thoughtful strategies and authentic connections. Embracing personal branding, reinventing sales approaches, and nurturing enduring relationships emerge as pillars of a thriving career in auto sales. With a customer-centric approach and a keen understanding of different markets, automotive professionals can drive their success to new heights, leveraging their unique personalities and technological savvy to redefine the traditional sales experience.
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In this enlightening episode of the Millionaire Car Salesman podcast, titled "Mastering the Internet Director Department," hosts Sean V. Bradley and L.A. Williams welcome automotive industry expert Keric Davis to explore the intricacies of running a successful internet department in an auto dealership! The conversation dives deep into the importance of crafting a cohesive strategy that empowers sales professionals to leverage digital tools effectively, streamline customer interactions, and ultimately drive sales to new heights!
Kicking off the discussion, Sean highlights the pivotal role of an internet director, emphasizing the need for prompt responses to inbound leads and the significance of consistent follow-up efforts! The episode also addresses common misconceptions surrounding internet and BDC management roles, shedding light on the invaluable contributions these departments make to the dealership's overall success! Drawing from his extensive experience, Keric shares valuable insights into the evolving landscape of automotive sales, emphasizing the growing importance of technology-driven customer interactions!
Listeners will gain valuable insights from the hosts' practical advice on achieving operational excellence, including strategies for maintaining control over engagements, optimizing time management, and enhancing lead follow-up processes! Furthermore, the episode underscores the importance of fostering a collaborative environment within the dealership, where internet directors play a vital role in facilitating synergy between BDC representatives, sales managers, and other key stakeholders!
Tune in to this episode to discover actionable tips and strategies for mastering the internet director department and driving unprecedented success in automotive sales!
🚀 JOIN Sean V. Bradley and the Millionaire Car Salesman Members at the upcoming Internet Sales 20 Group conference! 🌐 Dealer Synergy is giving you 25% OFF! 🏎️✨
Secure your spot now at www.eventbrite.com/e/761375152577/?discount=MCS24! 🎉
#IS20G #IS20G15 #InternetSales20Group #InternetSales20Group15 #InternetSales20GroupConference #InternetSales20GroupConference15
Key Takeaways
Effective leadership for an Internet or BDC Department requires managers to be proactive in managing live customer engagements and tracking leads meticulously.
Encouraging a paradigm shift amongst sales managers to view Internet or BDC management roles as opportunities rather than demotions or secondary responsibilities.
The significance of real-time 'T.O.' processes in Internet sales, ensuring no customer interaction ends without a managerial touchpoint.
A department's success is largely dependent on its adherence to follow-up protocol, perseverance, and a high volume of contact attempts.
Fostering an interdependent and synergistic culture amongst BDC reps, point-guards, and salespeople is key to driving consistent sales growth.
Event Details: Sean V. Bradley invites you to attend the Internet Sales 20 Group conference! Attendees can secure their spot at a discounted rate by visiting www.eventbrite.com/e/761375152577/?discount=DEALERSYNERGY
About Keric Davis
Keric Davis is a seasoned automotive professional based in Boise, Idaho. With over eight years of experience in the industry, he currently holds the dual role of Internet Manager and Floor Manager at Dennis Dillon Nissan. Originally from Portland, Oregon, Keric's journey in automotive began in 2000. Throughout his career, he has held diverse roles including desk manager and sales manager, showcasing his versatility and adaptability. Known for his adeptness at leveraging new technologies and communication methods, Keric excels in his position as Internet Manager, where he leads with a combination of extensive experience and strategic sales management skills.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
Mastering the Internet Director Role in Automotive Sales: Strategies for SuccessThe automotive sales landscape has evolved, with a significant pivot towards digital showrooms and online customer engagement. In this new era, the role of an Internet Director is pivotal in driving sales and maintaining robust customer relationships. Sean V. Bradley, a seasoned industry expert, alongside Keric Davis, an experienced Internet Manager, engage in a deep dive into the strategies and techniques pivotal for success in today's automotive Internet sales.
Key Takeaways:
Engagement is key: The primary focus of an Internet Director should be managing and monitoring customer engagement across all platforms.
Follow-up is foundational: The bulk of the job involves consistent and strategic follow-ups to leads that have yet to make contact.
Integrate interdependence: Cultivating a culture of teamwork and shared goals within the department is crucial for collective success.
The Importance of Customer EngagementManaging customer interactions is a top priority for Internet Directors. Immediate communication with engaged customers can be the difference between a lost opportunity and a lucrative sale. "When you're running your day, what a director's gotta do," Sean emphasizes, with Keric agreeing, "immediate communication...is...my first and foremost concern."
Prioritizing Engagement
The difficulty in establishing the first contact with potential buyers signifies the importance of prioritizing those actively engaging with the dealership. Internet Directors should "have situational control over...who is having conversations with us." Keeping a record of engaged conversations and strategizing responses is paramount to ensure opportunities aren't missed.The Focus on Conversations
The Follow-Up Strategy
Sean outlines the necessity to "differentiate between the two realities. You're either in follow-up or you're in engagement". Focusing on actively engaged prospects ensures efficient usage of time and resources, and helps in building a credible customer relationship that often leads to conversions.For Internet directors, rigorous follow-up with potential buyers forms the bedrock of their role. It's not just about chasing leads but constructing a consistent follow-up pattern that maximizes the conversion likelihood. "The hardest part of Internet sales... is just making contact with a prospect," Sean reflects, highlighting the necessity of persistent outreach.
Time Maximization
It's vital for Internet Directors to be time maximization experts. Sean criticizes the common time-wasting practice of pre-call preparation for leads that may not even answer, "dial the phones first, then start reading, doing the research."Reconciling CRM Data
Building a Culture of Interdependence
An Internet Director must reconcile data regularly, ensuring the CRM prompts the right follow-up actions. An overlooked but crucial aspect is reviewing "the last time she touched people," identifying long-untouched leads and rectifying follow-up strategies.Success in the role goes beyond engagement and follow-up; it's also about creating a positive, cooperative team culture. This involves ensuring that the Internet and showroom teams collaborate efficiently and align with the dealership's goals.
Cohesion in the Team
Keric shares his success at Dennis Dillon Auto Group through fostering a collaborative team atmosphere where "we have record high numbers for our individual car counts for both our BDC and our sales team." The group dynamic is essential, with the Internet department functioning as a tightly-knit machine.The Sales Team as Mentors
Promoting a mentoring mentality is crucial, with salespeople advising Internet Coordinators, ensuring a cohesive approach to customer service and sales. Creating a learning environment within the team not only enhances capabilities but collectively raises the department's performance.The insights presented by Sean V. Bradley and Keric Davis offer a wealth of knowledge for current and aspiring Internet Directors in the automotive industry. From maintaining diligent customer engagement to establishing relentless follow-up methods and cultivating a vibrant culture of interdependence, their conversation lays out a blueprint for success in the digital era of car sales. It underscores the transformative power of leveraging both technology and human capital to achieve exceptional outcomes. Through strategic oversight and a cohesive team approach, Internet Directors can significantly boost sales and foster a progressive dealership model in tune with modern consumer expectations.
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In this insightful episode, marketing professionals and automobile aficionados are treated to an engaging discussion with Joe Zumpella, the Director of Marketing for the Cochran Automotive Group! The conversation swiftly homes in on innovative methods for creating customer loyalty, leveraging the power of digital advertising, and establishing a palpable presence in local communities. With an unwavering dedication to both customer value and communal involvement, Zumpella's narratives offer a masterclass in balancing successful automotive marketing with corporate social responsibility!
Joe Zumpella's journey from a casual dealership visitor to a marketing maven for a vast dealer network is as unconventional as it is intriguing! He underscores the effectiveness of geo-targeted digital campaigns, the significance of maintaining a positive community footprint, and the importance of press outreach in amplifying humanitarian efforts. The dialogue transitions smoothly to the technical realm of digital marketing. Discussions about SEO and SEM highlight the necessity of a cohesive relationship between dealership representatives and marketing vendors to realize the full potential of these platforms! Tune in to hear WHO Joe uses to maintain being the marketing master of his region!
🚀 JOIN Sean V. Bradley and the Millionaire Car Salesman Members at the upcoming Internet Sales 20 Group conference! 🌐 Dealer Synergy is giving you 50% OFF! 🏎️✨
Secure your spot now at www.eventbrite.com/e/761375152577/?discount=MCS24! 🎉
#IS20G #IS20G15 #InternetSales20Group #InternetSales20Group15 #InternetSales20GroupConference #InternetSales20GroupConference15
Key Takeaways
Joe Zumpella shares his unexpected entry into the automotive industry and the importance of community-driven marketing strategies.
Number one Cochran Automotive Group stands out in its commitment to philanthropy, highlighting specific charitable programs and initiatives.
Zumpella offers insights into effective use of earned media strategies to promote community-oriented events and causes.
The conversation reveals the impact and significance of SEO and SEM in automotive marketing, and the value of vendor partnerships.
Tips on building relationships with local media and leveraging free press opportunities as part of a comprehensive marketing strategy.
Event Details: Sean V. Bradley invites you to attend the Internet Sales 20 Group conference! Attendees can secure their spot at a discounted rate by visiting www.eventbrite.com/e/761375152577/?discount=DEALERSYNERGY
About Joe Zumpella
Joe Zumpella is an expert marketing professional with two decades of experience, including five years dedicated to the automotive industry. His journey began in the golf industry, where he excelled in sales and spearheaded the creation of golfhq.com. As the Director of eCommerce, Joe navigated the digital landscape, propelling the brand to the top 10 golf retail sites nationally.
Transitioning to a boutique digital marketing company in Cleveland, Joe continued to lead successful digital marketing teams. His foray into the automotive sector commenced at Autosoft DMS, where he blended his marketing expertise with insights into the automotive business.
A fateful encounter at Sweeney Chevrolet Buick GMC marked a pivotal moment. Initially just passing time with his daughter, Joe's experience caught the eye of the sales manager, leading to an unexpected interview. This twist of fate landed him a role as the Digital Marketing Director, steering the dealership's marketing efforts.
The narrative took another turn when the dealership underwent acquisition by #1 Cochran. Undeterred, Joe expanded his responsibilities, overseeing marketing for a network of seven dealerships in northeast Ohio. Today, Joe Zumpella stands at the helm of both digital and traditional marketing for this thriving platform, shaping strategies and driving success in the dynamic automotive landscape
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
Driving Customer Loyalty and Community Impact: Strategies from the Auto Industry's Front LinesIn the high-octane world of automotive sales, building customer relationships and staying ahead in the digital landscape are key to success. A transcript from industry thought leaders provides a rare glimpse into the strategies employed by a top-tier dealership group. These strategies are not just about selling vehicles; they're about creating lasting connections with customers and making meaningful contributions to local communities. Here, we unpack the insights shared by Joe Zumpella, Director of Marketing for Cochrane Automotive Group, on a podcast with Sean V. Bradley.
Key Takeaways:
Developing strong community ties through charity work can enhance a dealership's public image and build deeper customer relationships. A strategic partnership with a firm specializing in digital marketing, like SEO and SEM, is indispensable for modern dealership success. Dealerships should maintain active collaboration with marketing vendors for optimal performance and accountability. Crafting Customer Loyalty through Equity and Lease AdsThe Cochrane Automotive Group leverages data to cultivate customer loyalty ingeniously. Joe Zumpella explains how they target specific groups, such as vehicle owners with positive equity and leaseholders nearing contract end. By showing these customers tailored ads on social media, the group not only incentivizes repeat business but also strengthens its reputation for attentive customer service.
"I can pull customers that purchased a vehicle from us that have positive equity, that have less than 36 months remaining on their term. And I can show them an ad that right there for creating customer loyalty is huge." – Joe Zumpella
Driving Community Engagement Forward:
The act of engaging customers through targeted advertising is also an exercise in transparency and trust-building. It shows that the dealership acknowledges and rewards customer loyalty, which in turn fosters a sense of belonging and goodwill toward the brand.Expanded Reach Through Digital Platforms:
Harnessing the Power of Community Involvement
Incorporating leaseholders into this strategy represents a smart expansion of the dealership’s reach. By targeting leaseholders approaching the end of their terms, they tap into a market poised for immediate decision-making, likely resulting in increased conversions and sustained customer loyalty.Cochrane Automotive Group doesn't just sell cars; they actively participate in community welfare, distinguishing themselves as a dealership that cares. From organizing marathons to supporting local charities, their involvement runs deep, resonating with customers who value corporate responsibility.
"We support the local university. At YSU, that's huge, because a lot of the family-owned dealerships that were here prior... they were highly involved in the community... So most of these dealerships are all within an hour, hour and a half driving distance of each other." – Joe Zumpella
Localized Impact and Brand Identity:
Local involvement reflects the group’s commitment to their immediate environment, enriching the brand’s identity as a caring neighbor rather than a faceless entity. This community-forward approach helps cement their local presence and enhance customer loyalty.The Ripple Effect of Altruism:
The Digital Marketing Edge: Making SEO and SEM Work for You
Community actions often generate a positive ripple effect, inspiring others to engage in similar efforts. By setting an example, the dealership fosters a culture of giving that not only benefits the community but also solidifies the group's reputation as a benefactor and ally.Zumpella stresses the importance of maintaining a robust online presence to thrive in today’s digital-first marketplace. By forging a genuine partnership with Search Lab—a company specializing in SEM and SEO—they've carved a niche for themselves in the crowded digital space.
"I talk to each of them multiple times a week... And it's become a partnership that is very valuable." – Joe Zumpella
Collaborative Dynamics in Digital Marketing:
The partnership with Search Lab isn't transactional; it's cooperative, implying that the automotive group works closely with their SEO and SEM specialists to tailor strategies that reflect their unique market position.Education as a Competitive Advantage:
With a knowledge-savvy marketing director like Zumpella at the helm, Cochrane Automotive Group ensures that their strategies are not just cutting-edge but also comprehensible to the internal team. This empowers the dealership to make informed decisions and stay agile in response to market trends.The insights from Sean V. Bradley and Joe Zumpella underscore the dynamic and multifaceted nature of marketing within the automotive sector. Community involvement, customer loyalty, and adept use of digital marketing tools form a triad of tactics that can propel a dealership from mere profitability to a position of influence and respect within both the marketplace and the broader community. The Cochrane Automotive Group serves as a case study in the profound impact these strategies can have when executed with care, expertise, and a genuine desire to create lasting connections.
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Kicking off Women’s History Month, the Millionaire Car Salesman podcast is bringing you an enlightening episode that takes a deep dive into the underrepresentation of women in the automotive industry! Sean V. Bradley, the show's host, along with co-host Tianna Mick aka T Got Your Keys, engages with Stephanie May from the Women Automotive Network to uncover the challenges and opportunities for women in automotive sectors globally!
The episode kicks off with Sean highlighting the disproportionate ratio of women to men on car sales floors and management positions, despite women having significant purchasing power in the automotive market. The discussion navigates the nuances of recruiting and retaining women in automotive roles, focusing on the need for change in dealership culture and practices. With a universal theme of gender diversity, the talk underscores that understanding your customer base leads to a more successful dealership - a rule of thumb that transcends geographical boundaries.
Stephanie elaborates on the mission of the Women Automotive Network, emphasizing the importance of including men in the conversation to truly effect change. From London to Detroit, the discussion sheds light on the similarities of challenges faced by women across the automotive industry, regardless of location. Listen in as the episode progresses, and we are introduced to the various initiatives by the Women Automotive Network!
🚀 JOIN Sean V. Bradley and the Millionaire Car Salesman Members at the upcoming Internet Sales 20 Group conference! 🌐 Dealer Synergy is giving you 50% OFF! 🏎️✨
Secure your spot now at www.eventbrite.com/e/761375152577/?discount=MCS24! 🎉
#IS20G #IS20G15 #InternetSales20Group #InternetSales20Group15 #InternetSales20GroupConference #InternetSales20GroupConference15
Key Takeaways
There is a significant gap in the representation of women in the automotive industry, despite their substantial purchasing power.
The Women Automotive Network seeks to support and empower women globally in the automotive sector, emphasizing the inclusion of men in the conversation.
Cultivating a diverse and inclusive dealership culture can be beneficial from both a business and employee satisfaction perspective.
Mentorship programs offered by the network play a crucial role in connecting and supporting women's growth in the industry.
The Women Automotive Network is organizing their first physical event in Detroit in June, focused on diversity, empowerment, and community building in automotive.
Event Details: Sean V. Bradley invites you to attend the Internet Sales 20 Group conference! Attendees can secure their spot at a discounted rate by visiting www.eventbrite.com/e/761375152577/?discount=DEALERSYNERGY
About Stephanie May
Stephanie May, a visionary in the automotive industry, has been a driving force in fostering inclusivity and collaboration. Since 2016, she has spearheaded initiatives that have transformed the landscape, culminating in the establishment of the Women Automotive Network – a global community with a staggering 34,000+ members.
In 2016, Stephanie took the reins, initiating panels, breakfasts, and workshops at regional automotive events. However, her true mark was made with the launch of the inaugural Women Automotive Summit in Stuttgart, Germany, in June 2019. The event drew 176 attendees and laid the foundation for something far more expansive.
When the pandemic forced events to migrate online, Stephanie seized the opportunity to redefine their purpose. The Women Automotive Network emerged, transcending the confines of a traditional event series. As of January 2024, it stands as a global force, boasting a myriad of activities. From a monthly newsletter to a bi-annual mentorship program, a leadership interview series, a job vacancy platform, and both online and in-person events in Detroit and Germany, Stephanie has curated a thriving community.
Stephanie reflects with pride on the connections facilitated within this global network. Mentors and mentees evolving into global friends, executives from top OEMs and Suppliers learning from shared experiences, and tangible outcomes like direct job placements, promotions, and advancements in diversity, equity, and inclusion initiatives.
What sets Stephanie's approach apart is her commitment to unity and adaptability. Understanding that everyone shares a common mission, she emphasizes collaboration over competition. As a mother of two young girls, Stephanie is fueled by a desire to create a more inclusive world for the generations to come. Her philosophy is simple but powerful: diversity makes business sense.
In her own words, Stephanie sheds light on the network's success: "It's about listening to our community and implementing what they ask for… 'IF' we can." The journey has been marked by constant improvement, flexibility, and a keen responsiveness to industry and global demands. From introducing a mentorship program in 2021 to launching a job platform in 2022, awards in 2023, and expanding to Detroit in 2024, Stephanie's leadership embodies a commitment to evolution and growth.
As she looks to the future, Stephanie envisions further expansion, with plans underway to launch into Mexico and Asia in 2025. Her dedication to fostering a supportive and collaborative environment within the automotive industry has not only created a network but a movement towards lasting change. Stephanie May stands as a beacon of inspiration, steering the automotive world towards a future defined by diversity, unity, and collective success.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
Harnessing Female Power in the Automotive Industry: A Pivotal Shift Towards Inclusivity and Profitability
The automotive industry, traditionally viewed as a bastion of male dominance, is undergoing a transformative reassessment of its demographic strategy. With the dawning realization that women wield significant control over buying decisions, the push to understand and integrate this powerful segment into the workforce has never been more critical. Bringing the discussion to the forefront are dynamic figures such as Sean V. Bradley, President of Dealer Synergy, and Tianna Chanel Mick, alongside influential voices from the Women Automotive Network represented by Stephanie May. This article delves into the seismic shift needed to unlock the full potential of female involvement in the automotive sector, both as consumers and as part of the workforce.
Key Takeaways:
Women's Influence: Women hold over 87% of the buying power in automotive purchases, highlighting the urgent need for greater female representation in dealership roles.
Cultural and Structural Shifts: Adjusting dealership culture and structure, such as job titles and working hours, is paramount for attracting and retaining female talent.
Global Connection: Challenges and strategies for integrating women into automotive roles share considerable commonality across geographical borders, suggesting a global movement.
Understanding the Untapped Market: Female Buying Power
The colossal buying power wielded by women in the car-buying process is undeniable. With an estimated 87% control in automotive purchase decisions, the disparity between the influence women hold and their representation in dealership roles is stark. Sean V. Bradley encapsulates the situation by asserting, "If females have over 87% buying power and I don't have one or I've only have one on my floor, maybe I want to properly recruit and hire some amazing females to the team so they could be a catalyst to be able to engage female prospects at a higher, better level."
But it's not just about profit maximization. The conversation extends to appreciating the unique qualities that women bring to the workforce. Within car sales, traditionally a "man's world," the addition of females is seen to diversify teams and arguably improve operations through increased attention to detail and customer care, a sentiment echoed in the transcript by both Bradley and the Women Automotive Network's Stephanie May.
Transforming Dealership Culture: More Than Just Flex Hours
A major roadblock to attracting female talent to dealerships is the prescribed work culture, particularly the exhaustive 'bell-to-bell' shifts. The Women Automotive Network suggests models such as 'flexi working hours', as practiced in the UK, which allow employees to meet their targeted hours with flexibility. This can cater to individuals' needs while enhancing morale and productivity.
Tianna Mick emphasizes the importance of creating an environment that is attractive to all genders. She notes that even small adjustments, like job titles on applications switching from "car salesman" to "car salesperson," can foster a more inclusive atmosphere. When dealerships evaluate their workspaces from the perspective of different demographics, they begin to unravel the structural biases that have historically barred diverse talent pools from entering the automotive workforce.
The Ripple Effect of Global Networking and Mentorship
A key component to bolstering female participation in automotive roles is the support and mentorship from networks that span across international boundaries. The Women Automotive Network, boasting a membership of 34,000, illustrates how mentorship programs and events have fostered connections and career growth for women worldwide. "The connections that you make...are seriously lifelong," shares Stephanie May, underscoring the enduring impact of such initiatives.
Tianna's upcoming speaking engagement at the organization's Detroit conference is a testament to the power of such networks in propelling women's careers forward. These platforms not only promote professional development but also deliver strategies for individuals and businesses to capitalize on the diversity of their communities for increased sales and market presence.
Sustainability in the automotive industry is no longer just about eco-friendly cars or lean manufacturing processes. It's about creating an ecosystem that values all contributors equally. The discussions and strategies shared by Bradley, Mick, and May shed light on the glaring inequities that persist and offer pathways to correct them. With every adjusted job title, flexible hour, and international summit, a new chapter in the automotive industry begins—one that promises profitability and equity for those willing to drive the change.
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Join host Sean V. Bradley in an insightful conversation with Brian Allen, a seasoned car salesman and former hat shop owner. Brian spills the beans on his journey to automotive success, from his early days in door-to-door sales to becoming a top performer in a Toyota dealership!
Discover Brian's secret sauce for success, where creating a unique customer experience takes center stage! He dives into the power of infusing enthusiasm and humor into the sales process and curates an office environment that mirrors his distinct personal brand.
Brian's wisdom extends to the art of diversifying lead sources and building a referral network through strategic partnerships and networking. Gain practical insights into crafting a partner board in your office and cultivating client relationships that not only last but also fuel a steady stream of referrals!
If you're in the automotive industry or aspire to be, this episode is your backstage pass to the strategies and tactics that have propelled Brian Allen to success! Tune in and glean actionable tips on selling cars, creating a standout personal brand, and building a flourishing career in the dynamic world of automotive sales!
Key Takeaways
Effective branding and personal presentation, like Brian Allen's "hat guy" persona, can create a lasting impression on customers, aiding in recall and customer loyalty.
Brian emphasizes the importance of maintaining high energy and using humor to create a comfortable environment for clients, which helps in establishing rapport and closing deals.
A salesperson's office setup, inclusive of showcasing achievements, can provide a subtle yet powerful confidence boost, nudging customers towards a positive view of the sales interaction.
Diversification of lead sources, like networking within niche communities or creating reciprocal business partnerships, can significantly increase a salesperson's opportunities beyond the dealership's leads.
Continuous self-improvement and education are paramount for sales professionals, as it sharpens skills and ensures they are at the top of their game, akin to elite athletes' dedication to practice and growth.
Event Details: Sean V. Bradley invites you to attend the Internet Sales 20 Group conference! Attendees can secure their spot at a discounted rate by visiting www.eventbrite.com/e/761375152577/?discount=DEALERSYNERGY
About Brian Allen Andrews
Brian Allen Andrews is a dynamic professional with a diverse journey marked by resilience and success. His foray into sales began at the age of 19, where he swiftly ascended the ranks in door-to-door sales, eventually leading his own crew for three years. Seeking new challenges, Brian transitioned to the automotive industry, showcasing his sales prowess at a Toyota dealership. In a mere nine months, he not only emerged as the top seller but seamlessly transitioned to the finance department, where his skills continued to shine.
Brian's trajectory within the car business was nothing short of meteoric — from assistant sales manager to finance director, sales manager, and ultimately, general sales manager. However, a bold entrepreneurial spirit led him to diversify. In 2008, he ventured into the retail world by opening a clothing store, demonstrating his adaptability. Despite facing the challenges of the economic downturn in 2009, Brian pivoted to selling fine art and eventually found success in the hat business.
An illustrious chapter in Brian's career was marked by owning four hat shops, including the iconic Hat Shop Carmel, recognized by The New York Times as one of the Top 5 places to shop. Unfortunately, the unforeseen challenges posed by the COVID-19 pandemic forced closures, leading Brian to navigate the difficulties and start anew in December 2021, returning to his roots in the car business with a focus on sales. Brian Allen Andrews embodies the spirit of resilience, continually rising above challenges, and embracing new opportunities with unwavering determination.
Mastering the Art of Automotive Sales: Insights from a Half-Million Dollar Car Salesman
The automotive sales industry is one that requires both skill and strategy to navigate successfully. As consumer behaviors shift and technology alters the way dealerships operate, sales professionals must adapt and innovate to stay ahead. One such professional, Brian Allen, also known as "The Hat Guy" due to his unique branding strategy and past hat business success, shares his insights and experiences on a recent podcast. His approach offers valuable lessons in personal branding, sales techniques, and entrepreneurial thinking within the automotive sector.
Key Takeaways:
Personal Branding can significantly impact sales success by creating a memorable identity for customers.
Focusing on the customer experience and adding personal touches can differentiate a sales professional from competitors.
Diversification of lead sources and building a personal prospecting network are essential for sustained success in automotive sales.
The Power of Personal Branding in Car Sales
Personal branding stands at the forefront of Allen's sales technique. Known for his distinctive fashion of always wearing a hat, Allen has crafted an identity that keeps him top-of-mind with customers. He underlines the importance of being memorable – it's not always about the name, but rather the association customers make with your brand.
In the "Personal Branding in Car Sales" section, you should expand on the explanations given by Allen during the podcast regarding his branding strategy. He emphasizes that his hats are not only a personal fashion choice but a deliberate branding tool. With stories and examples from his own experiences, illustrate how this approach has opened doors and created conversations with prospects.
Furthermore, investigate the broader implications of personal branding in sales. Delve into stats and expert opinions that validate the significance of personal branding in leading to greater sales success. Discuss how automotive sales professionals can develop their brands and the common pitfalls to avoid.
Refining the Sales Experience
Brian Allen doesn't just rely on his personal charm to seal deals; he curates an entire experience for his clients. From a strategic layout of trophies in his office to engaging interactions that involve customers in the sales process, his methodology goes beyond the average car salesperson's approach. He understands the psychological aspect of sales – that purchasing decisions are often influenced by emotions just as much as by product features or pricing.
This section should outline the tactics he employs to create an engaging sales environment. Quote directly from his playbook, like his humorous approach to offering asparagus or compliments as an after-sale 'tip.' Illustrate how humor, environment-setting, and customer involvement translate into sales effectiveness.
Discuss the broader implications of customer experience management, such as its impact on customer loyalty and the importance of personal interaction in the digital age. Provide examples from industry leaders who have similarly outstanding approaches to customer engagement.
Building and Utilizing a Diverse Lead Network
Diversifying lead sources is a strategy that has served Allen well. Despite his remarkable success in the showroom, he acknowledges the necessity of generating sales outside of dealership-provided opportunities. Allen advises finding ways to generate a steady flow of referrals - not just from individual customers, but from relationships with businesses and individuals who can provide multiple leads over time.
The article should go deeper into Allen's views on creating a 'value partner board' within an office. Emphasize how his approach shifts the focus from one-time referrals to ongoing relationships. Analyze how professionals in other industries build similar networks, drawing lessons applicable to car sales.
In this section, explore the importance of digitally savvy strategies for lead generation, including participation in brand-specific social media groups and creating a personal online brand presence. Also, discuss the significance of networking within the community and strategies for establishing mutually beneficial partnerships.
Evolving with the Industry: Embracing Continuous Growth and Learning
Throughout the conversation with Brian Allen, one message resonates clearly – the need for continuous growth and learning in the automotive sales industry. Despite his initial success, Allen confesses that seeking additional knowledge and training has propelled his career to new heights. He compares the necessity of continuous learning in sales to athletes maintaining peak performance: talent alone isn't enough.
To recap, reinforce the critical themes presented by Allen and his podcast host, such as mastering one's craft and the endless pursuit of knowledge. Offer fresh insights on how these philosophies play into the rapidly evolving automotive industry, where customer expectations, technological advancements, and competitive pressures necessitate an ever-growing skillset.
In this final section, encourage sales professionals to self-assess and to seek out educational resources, mentors, and innovative strategies to up their game. Emphasize the importance of not only learning from success but from failures and market changes and leave readers with a call to action to embrace lifelong learning within their sales careers.
In summation, Brian Allen's experiences offer a rich tapestry of techniques and wisdom for the automotive sales industry. Understanding the profound impact of personal branding, customer experience, diversified lead sources, and continuous learning can unlock new levels of professional success for salespeople willing to adapt and excel.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
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Tune in to the latest episode of the Millionaire Car Salesman Podcast, where hosts Sean V. Bradley and L.A. Williams take you on an exciting journey into the upcoming Internet Sales 20 Group conference! Get ready for a powerhouse event featuring top industry experts, successful dealers, and keynote speakers who are set to share invaluable insights and strategies for automotive professionals!
This is the most powerful 3-day Conference in Automotive! Discover the secrets to effective personal branding, uncover tactics to boost gross profits, and gain essential tools to overcome challenges in the dynamic and ever-changing automotive market! This episode is your backstage pass to understanding why the Internet Sales 20 Group conference is a must-attend for anyone serious about personal and professional growth in the automotive industry!
#IS20G #IS20G15 #InternetSales20Group #InternetSales20Group15 #InternetSales20GroupConference #InternetSales20GroupConference15
Key Takeaways
Expert Insights: Learn from top industry experts who share their strategies for success in the ever-evolving automotive market
Networking Opportunities: Connect with like-minded professionals, build valuable relationships, and expand your professional network
Cutting-Edge Strategies: Stay ahead of the curve with insights into the latest trends, technologies, and strategies shaping the automotive industry
Personal Growth: Discover the keys to effective personal branding, boosting gross profits, and overcoming challenges
Event Details: Sean V. Bradley invites you to attend the Internet Sales 20 Group conference! Attendees can secure their spot at a discounted rate by visiting www.eventbrite.com/e/761375152577/?discount=DEALERSYNERGY
About The Internet Sales 20 Group Conference
Welcome to the pinnacle of automotive excellence! The Internet Sales 20 Group Conference is not just an event; it's a transformative experience designed to propel automotive professionals to new heights of success. This conference brings together the best and brightest minds in the industry, including successful dealers, salespeople, and keynote speakers!
Don't miss this opportunity to immerse yourself in a dynamic learning environment, gain practical takeaways, and join a community dedicated to driving excellence in the automotive world. The Internet Sales 20 Group Conference is where your journey to automotive success begins.
Revolutionizing the Automotive Sales Experience: Insights from the Internet Sales 20 Group Conference
The automotive industry is on the brink of transformation, driven by the incessant evolution of sales techniques, the advent of advanced technology, and shifting consumer expectations. The recent Internet Sales 20 Group (IS20G) conference, a gathering spearheaded by industry leaders Sean V. Bradley and LA Williams, has brought to light the need for automotive sales professionals to adapt and excel amidst these changes. In this invigorating conversation, the spotlight is on the strategies that are changing the game for car dealerships and their sales teams around the nation.
Key Takeaways:
Hybridizing Sales Skills and Digital Strategy: The conference emphasizes the importance of combining traditional salesmanship with innovative digital marketing strategies to enhance dealership performance.
Investing in Professional Growth: The necessity for dealership owners and automotive sales professionals to invest in self-development and advanced training is highlighted as a prerequisite for success.
Impact of Personal Branding: Emphasis on personal and dealership branding as a key differentiator in the competitive automotive industry surfaces as a critical insight.
Embracing a Synergistic Approach to Car Sales
In the world of automotive sales, it is no longer sufficient to rely solely on conventional salesmanship. The IS20G conference showcases that a winning strategy lies in the fusion of time-honored sales techniques with modern Internet strategies. Through the insights provided by Sean V. Bradley, we learn that savvy sales professionals must become adept at using online platforms and digital marketing to attract and engage with customers effectively.
"This is exactly what you got to do. ABCDEFG. Here's the things that you should not do. H-I-J-K-L-M-N-O-P if you want to succeed." – LA Williams
By providing a blueprint of the dos and don'ts in digital automotive sales, the conference plays a pivotal role in guiding dealership personnel towards crafting an online presence that resonates with today's tech-savvy consumers. The transformation from traditional to digital is not just an option; it's a strategic imperative.
"You're going to learn how to niche down and talk to your specific crowd." – LA Williams
By focusing on unique customer segments and personalizing experiences, dealerships are able to differentiate themselves and thrive in the highly competitive automotive market.
The Imperative of Continuous Learning and Self-Investment
One of the strongest messages reverberating throughout the IS20G conference discussion is the unyielding relevance of continuous learning and investment in oneself. As Sean V. Bradley passionately points out, the greatest investment successful individuals make is in their own growth and the advancement of their business acumen.
"We all have the same 24 hours in a day… but still, I find time to go to my own education." – Sean V. Bradley
This declaration showcases not only the necessity of embracing educational opportunities but also the ethos of relentless self-improvement that permeates throughout the top echelons of the automotive sales industry.
The IS20G conference itself acts as a testament to this principle, providing an invaluable platform for networking and learning from the industry's best, effectively offering solutions for talent acquisition, customer relations, and digital transformation challenges that dealerships face.
The Power of Personal Branding in Automotive Sales
As digital mediums increasingly become the battleground for customer acquisition, the role of personal branding in automotive sales becomes ever more pronounced. Both LA Williams and Sean V. Bradley highlight the paramountcy of establishing a strong personal brand within the digital marketplace as the cornerstone of a successful career in the modern automotive industry.
"If you put me around five ice cream salesmen, right, I'm going to learn something about some ice cream." – LA Williams
The metaphorical analogy from LA Williams drives home the message that we are shaped by the individuals who surround us and, by extension, the personal brand we build reflects the customers we attract. Hence, creating a powerful brand presence not only places an individual sales professional on the map but also elevates their stature among peers and clientele, securing a sustained inflow of business.
As participants interact and exchange ideas at IS20G, the potent combination of networking and hands-on guidance provided allows for unprecedented scope to cultivate these personal brands, turning each attendee's unique selling proposition into their most valuable asset.
Crafting the Future of Automotive Sales
A clear takeaway from the IS20G conference is that successful automotive sales strategies are evolving, requiring a symbiotic relationship between individual skill and digital prowess. As professionals immerse themselves in continuous learning, they harness the power of their personal brands to stand out in a sea of competition. What this conference unequivocally demonstrates is that the road to automotive sales excellence is paved with dedication to self-investment, mastery of digital channels, and the strategic cultivation of a personal brand that resonates with the ethos of today's automotive consumers.
Through the insights of Sean V. Bradley and LA Williams shared at IS20G, we gain a unique lens into the factors shaping the industry's future. As the conference illuminates paths forward, it's certain that those who embrace these tenets will not only adapt to the changing landscape of automotive sales but will lead the charge into a new era of dealership success.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
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In this episode of the Millionaire Car Salesman Podcast, Host Sean V. Bradley discusses the importance of having a well-designed and personalized website for dealerships. Joining Sean in this conversation to emphasize the need for websites to listen to and respond to customers' needs, just like a salesperson would in a showroom, is special guest Gino Cipperooni - the Chief Revenue Officer at Dealer eProcess! The two highlight the features and capabilities of Dealer eProcess, which is the leading web development company in the automotive industry!
Sean touches on the importance of website conversion and the need for dealerships to track and analyze their website's performance, the need to conduct a cost-benefit analysis to determine the ROI of different marketing efforts, and how to properly identify areas for improvement for your dealership’s website. Additionally, Sean encourages dealerships to invest in their websites and to prioritize the integration of marketing efforts to maximize conversions and sales. Listen to this information-packed episode and understand the evolving nature of dealership websites and the importance of staying ahead of the curve in terms of personalization and user experience!
🚀 JOIN Sean V. Bradley and Dealer eProcess at the upcoming Internet Sales 20 Group conference! 🌐 Dealer eProcess is giving you 50% OFF! 🏎️✨ Seize the opportunity to stay at the forefront of automotive excellence. Secure your spot now at www.eventbrite.com/e/761375152577/?discount=DEALEREPROCESS! 🎉
#IS20G #IS20G15 #InternetSales20Group #InternetSales20Group15 #InternetSales20GroupConference #InternetSales20GroupConference15Key Takeaways
Importance of Website Personalization: A well-designed and personalized website is crucial for dealerships to connect with customers. The website should listen to and respond to customers' needs, similar to a salesperson in a showroom.
Dealer eProcess Features and Capabilities: Dealer eProcess is highlighted as the leading web development company in the automotive industry.
Website Conversion and Performance: Sean emphasizes the significance of website conversion and the need for dealerships to track and analyze website performance. Conducting a cost-benefit analysis helps determine the ROI of various marketing efforts.
Identifying Areas for Improvement: Dealerships should proactively identify areas for improvement on their websites to enhance user experience and drive conversions. Investment in website development is a strategic move for long-term success.
Integration of Marketing Efforts: Sean encourages the integration of marketing efforts to maximize conversions and sales. Prioritizing a cohesive approach ensures a seamless and effective online presence.
Staying Ahead of the Curve: The nature of dealership websites is evolving, and staying ahead of the curve in terms of personalization and user experience is essential. Dealerships should embrace innovations to meet the changing expectations of customers.
Exclusive Offer from Dealer eProcess: Dealer eProcess is extending a special offer of 50% OFF for attendees of the upcoming Internet Sales 20 Group conference. Dealers are encouraged to seize this opportunity to stay at the forefront of automotive excellence.
Event Details: The episode concludes with an invitation to join Sean V. Bradley and Dealer eProcess at the Internet Sales 20 Group conference. Attendees can secure their spot at a discounted rate by visiting www.eventbrite.com/e/761375152577/?discount=DEALEREPROCESS.
About Gino Cipperoni
Gino Cipperoni, Chief Revenue Officer at Dealer eProcess has been in the automotive website/technology business for over 10 years. He has extensive experience in identifying opportunities within various markets to help dealerships drive sales, profitability, and growth. Furthermore, Gino’s gift for analyzing data, coupled with his deep knowledge of the customer journey, is integral to the success of dealer clients as well as the Dealer eProcess team. He is a regular speaker at industry events and a frequent contributor to many industry blogs and publications due to his unique take on digital marketing and no-nonsense presentation style. Gino is an avid reader, amateur guitar player, and lifelong Chicago Bears fan. He can be reached at [email protected].
"Fewer CTAs, better conversion.”
The podcast episode titled "Fewer CTAs, better conversion" discusses the importance of limiting the number of calls to action (CTAs) on a webpage in order to improve conversion rates. The hosts, L.A. Williams and Sean V. Bradley, are joined by Gino Cipriani, the Chief Revenue Officer of Dealer eProcess, a leading dealership website platform.
The episode begins with L.A. Williams expressing his frustration with websites that have too many CTAs. He believes that overwhelming visitors with numerous CTAs can actually hinder conversion rates because it confuses users and makes it difficult for them to understand what action they should take. Instead, he suggests that websites should focus on providing clear and simple CTAs, such as price, payment, and trade options, which will lead to better conversion rates.
Sean V. Bradley introduces Gino Cipriani as a subject matter expert in digital marketing and SEO, and they discuss his role as the Chief Revenue Officer of Dealer eProcess. Dealer eProcess is known for its dealership website platform and expertise in digital marketing and SEO.
The hosts then mention the upcoming NADA (National Automobile Dealers Association) conference and ask Gino about his involvement. Gino shares that Dealer eProcess will have a booth at the conference and he will be speaking in two sessions alongside NADA trainers. The sessions will cover topics related to fixed ops marketing, website personalization, and other relevant subjects. Gino also mentions that Dealer eProcess will be launching six new website features at NADA that are unique and innovative in the industry.
As the conversation continues, Sean V. Bradley acknowledges the significance of being a speaker at the NADA conference and shares that this will be his 17th year as a speaker. He emphasizes that NADA is considered the Super Bowl of the automotive industry, and being selected as a speaker is a prestigious achievement. Gino reveals that this is his first year speaking at NADA, although he has spoken at other conferences such as Digital Dealer and ICE20G.
In conclusion, the podcast episode highlights the importance of reducing the number of CTAs on a webpage to improve conversion rates. It also introduces Gino Cipriani as a subject matter expert and discusses his involvement in the upcoming NADA conference. Overall, the episode provides insights into the world of automotive sales and digital marketing strategies.
Amazon advertising and DLA Process.
Amazon advertising and DLA Process are two key topics discussed in this podcast episode. The episode begins with the host congratulating Gino Cipriani for being a part of the National Speaker's Association and the Million Dollar Speakers Group. The host acknowledges Gino's expertise as a speaker and praises his involvement with DLA Process.
DLA Process is recognized as a company that many others aspire to be like, as they have the opportunity to speak at NADA, a prestigious event in the automotive industry. The host emphasizes the benefits of having a subject matter expert like Gino speak at such events, as it enhances the booth experience and attracts more traffic.
Moving on to the main topic of discussion, the host brings up Amazon advertising. They express their curiosity and interest in this advertising method, mentioning that they have been hearing a lot about it. The host specifically mentions the connection between Amazon advertising and Hyundai, hinting at a potential partnership or involvement between Amazon and DLA Process.
Unfortunately, the podcast episode does not delve further into the details of Amazon advertising or DLA Process' involvement. The focus of the episode shifts towards website optimization, with the host expressing their intention to discuss websites in more depth.
In conclusion, while the podcast episode briefly touches upon Amazon advertising and DLA Process, it primarily focuses on website optimization. The episode highlights the importance of reducing the number of CTAs on a webpage to improve conversion rates. It also introduces Gino Cipriani as a subject matter expert and discusses his involvement in the upcoming NADA conference. Overall, the episode provides insights into the world of automotive sales and digital marketing strategies.
Amazon advertising boosts dealership sales.
Amazon advertising is a powerful tool that can significantly boost dealership sales. In a podcast transcript, a marketing expert discusses the impact of Amazon advertising on the automotive industry and explains how it can be utilized to target potential customers effectively.
The podcast episode starts by mentioning the involvement of the expert's company with Tier 3 automotive since May 2020. Despite launching a new marketing channel during a challenging time, they have successfully navigated through it. The expert emphasizes that Amazon advertising is primarily about the data it provides. The way ads are displayed to consumers is through streaming channels like Hulu and Amazon Prime, which recently launched an ad-supported version. This means that dealers can reach potential customers across various platforms.
What sets Amazon apart is its extensive first-party data on consumers. The expert claims that Amazon has the most comprehensive data source compared to any other platform. They can track consumers based on valuable metrics such as their location, the vehicles they own, and even life events like expecting a child. This data allows dealers to categorize and target specific consumer segments effectively.
The expert also mentions the collaboration between Amazon and Hyundai, where consumers can browse and potentially purchase cars online. While acknowledging that buying a car is not as simple as clicking a button, the expert highlights the potential of this partnership in streamlining the car-buying process.
Additionally, the podcast discusses the importance of Google Trends in understanding search volume for specific terms. The expert mentions that even in large markets like Boston, the average monthly searches for terms like "Honda Civic for sale" are relatively low. This emphasizes the need for dealerships to be proactive in their marketing efforts rather than relying solely on reactive strategies. By running Amazon advertising alongside Google campaigns, dealerships can increase their visibility and drive more potential customers to their websites.
In conclusion, the podcast episode highlights the significant impact of Amazon advertising on dealership sales. With its extensive first-party data and ability to target specific consumer segments, Amazon provides dealerships with a powerful tool to reach potential customers effectively. By running Amazon advertising alongside Google campaigns, dealerships can be more proactive in their marketing efforts and increase their chances of success. Overall, Amazon advertising is a valuable resource that can significantly boost dealership sales in the automotive industry.
Amazon advertising vs. OTT strategy
The podcast transcript discusses the differences between Amazon advertising and OTT (Over-The-Top) strategy in the context of dealership sales. According to the podcast, Amazon advertising is a comprehensive solution managed by a team of Amazon strategists who specialize in managing campaigns specifically for the Amazon platform. The team focuses solely on Amazon advertising and does not mix it with other digital marketing efforts such as Google and Facebook campaigns.
Amazon advertising operates through the Amazon DSP (Demand-Side Platform), which provides data on potential customers within a dealership's marketplace. By creating filters and targeting specific models or demographics, the DSP can determine the number of potential candidates for a dealership's business and the associated cost. The podcast mentions that the budget can be adjusted to fit the dealer's financial constraints, and the program is co-op eligible.
Once a dealership decides to proceed with Amazon advertising, they are assigned a strategist who helps choose a plan and runs the campaign through various channels, including Hulu, Sling, Amazon Prime, and online video platforms. What sets Amazon advertising apart is its ability to connect vehicle sales to individuals who have seen an ad on their TV. This is achieved through tools like the Amazon Pixel and the Amazon Marketing Cloud, which can track ad views and link them to dealership visits and purchases. While the podcast acknowledges that this attribution may not be 100% accurate, it aims to measure the influence of the ads on sales.
When comparing Amazon advertising to OTT strategy, the podcast notes that Amazon is an OTT player as well, offering avenues like display and online video advertising. However, other OTT providers like the Trade Desk lack the valuable Amazon data that powers the advertising platform. The podcast emphasizes the power of Amazon's data and its ability to provide strategic field intelligence for dealerships.
In terms of franchise restrictions, the podcast clarifies that Amazon's partnership with Hyundai is at the tier one level, focusing on online car sales. However, Amazon advertising is available to any dealership at the tier three level, regardless of the franchise.
To illustrate the process, the podcast presents a hypothetical scenario of a Toyota dealership in New Jersey that wants to increase its monthly sales from 265 units to 350. The dealership would reach out to Dealery Process, the company discussed in the podcast, to discuss their unique situation and market conditions. Based on this information, a customized plan would be created, and the Amazon DSP would identify the target audience for the dealership. Additionally, Dealery Process offers creative services for video content if the dealership does not have an agency or resources to create their own videos.
In conclusion, the podcast episode highlights the significant impact of Amazon advertising on dealership sales. With its extensive first-party data and ability to target specific consumer segments, Amazon provides dealerships with a powerful tool to reach potential customers effectively. By running Amazon advertising alongside Google campaigns, dealerships can be more proactive in their marketing efforts and increase their chances of success. Overall, Amazon advertising is a valuable resource that can significantly boost dealership sales in the automotive industry.
Website and marketing must align.
However, the podcast also emphasizes the importance of aligning website and marketing strategies in order to maximize the effectiveness of these advertising efforts. The host points out that many dealerships invest a significant amount of money in advertising, but neglect to prioritize their website. This can lead to poor results and a lack of ROI.
The host makes a valid point that a dealership's website is crucial in converting traffic generated by advertising campaigns. If a website is poorly structured, with low time on site, high bounce rates, and plagiarized content, it will not be able to effectively engage and convert potential customers. This is especially true for OEM compliant websites that may be cookie-cutter and lack unique value.
The podcast host emphasizes that websites and marketing should not be treated as separate entities, but rather as integral components of a cohesive strategy. Both the website and marketing efforts should have the same goals of generating leads, increasing ROI, and driving car sales. In order to achieve this, the website must be aligned with the messaging and targeting of the marketing campaigns.
For example, the host mentions the scenario where a personalized ad on Amazon drives traffic to a dealership's website, only to have the visitor land on a homepage with irrelevant content. This disconnect between the marketing message and the website can lead to confusion and a lost opportunity for conversion. Therefore, it is crucial for dealerships to ensure that their website is set up to integrate seamlessly with their marketing efforts, maintaining consistent messaging across all channels.
In conclusion, the podcast episode emphasizes the importance of aligning website and marketing strategies in order to maximize the effectiveness of advertising campaigns. Dealerships must prioritize their website and ensure that it is optimized for conversion and seamlessly integrated with their marketing efforts. By doing so, dealerships can enhance their chances of success and achieve their desired results in terms of generating leads, increasing ROI, and driving car sales.
Boutique websites offer customization advantage.
One key point made in the podcast is the difference between boutique website providers and mass-produced, templated website providers. The podcast argues that boutique website providers, like Dealery Process, offer a significant advantage in terms of customization.
The podcast begins by comparing the analogy of spending $100 on steak sauce and only $5 on the steak. This analogy highlights the absurdity of spending a significant amount of money on driving traffic to a poorly designed website. It suggests that dealerships often make the mistake of investing in marketing efforts without prioritizing the quality and effectiveness of their website.
The podcast then delves into the reasons why OEMs (Original Equipment Manufacturers) mandate specific website providers for their dealerships. The rationale behind this is to create continuity, symmetry, and a scalable brand across thousands of dealerships. However, the podcast argues that this approach may not necessarily result in the best product for each individual dealership.
The podcast then explores the difference between mass-produced, templated websites and boutique websites. Mass-produced websites, such as those offered by dealer.com, may have been innovative in the past but have become more templated and restricted due to the challenges of managing a large number of dealerships. These providers have to balance innovation with meeting OEM requirements and managing thousands of dealerships.
On the other hand, boutique website providers, like Dealery Process, offer a more customized and flexible approach. As a privately owned and operated company, Dealery Process does not have shareholders or a board of directors to answer to. This allows them to work directly with dealerships to customize their websites within the constraints of OEM requirements. The podcast highlights that Dealery Process prioritizes the needs of the dealerships and aims to build platforms that suit their specific needs.
In conclusion, the podcast episode emphasizes the advantage of boutique website providers in offering customization. By working with dealerships on an individual basis, these providers can tailor websites to meet specific needs while still ensuring compliance with OEM requirements. This flexibility and customization allow dealerships to have a website that aligns with their marketing strategies and maximizes their chances of success. Ultimately, boutique websites offer an advantage in terms of customization, which is crucial in today's competitive digital landscape.
Analyze marketing costs for effectiveness.
The podcast transcript focuses on the importance of analyzing marketing costs for effectiveness. The host, who works at Dealer Synergy, explains that when dealers want to sell more cars, one of the first steps is to conduct a marketing assessment. This assessment involves looking at the dealership's website, lead source providers, and conducting a cost-benefit analysis.
One of the key points made in the podcast is the need to understand the individual costs and yields of different marketing strategies. The host gives an example of a dealership spending $4,000 on a website that includes SEO, SEM, and management. However, without knowing the individual costs and yields of each component, it is difficult to determine if the additional expenses are worth it. The host suggests benchmarking and tracking the return on investment (ROI) to gain a better understanding of what is truly working.
To do this, the host recommends adding up all the dollars spent on driving traffic to the website, including digital retailing, credit apps, chat tools, social ads, and other marketing efforts. This macro number represents the total investment in driving traffic. The next step is to run a report to determine how many sales leads were generated directly from the website. This allows dealerships to assess the effectiveness of their marketing efforts and determine if the costs are justified.
The podcast highlights the shock and surprise experienced by some dealerships when they realize how much they are spending per lead. Some dealerships are spending $300 to $400 per lead, which can be a significant expense. By analyzing marketing costs and tracking leads generated from the website, dealerships can make more informed decisions about their marketing strategies.
The guest on the podcast agrees with the host's approach, emphasizing the importance of looking at the data and making decisions based on results. He compares the process to managing a showroom floor, stating that if certain salespeople are not performing, they would be let go. The same principle applies to marketing tools and strategies. If a tool or strategy is not generating a significant increase in leads, it may not be providing value and could be worth reconsidering.
Overall, the podcast episode emphasizes the need for dealerships to analyze their marketing costs for effectiveness. By understanding the individual costs and yields of different marketing strategies, dealerships can make more informed decisions and allocate their resources more effectively. This analysis allows dealerships to determine what is truly driving leads and sales, and make adjustments to their marketing strategies accordingly.
Website features for dealerships.
One of the main points discussed in the podcast is the importance of conversion rates in measuring the success of marketing campaigns. The guest speaker suggests that a good conversion rate for search campaigns, such as "Toyota dealer near me" campaigns, would be around 5%. While this may seem low, it is actually considered a strong conversion rate when taking into account the overall effectiveness of the campaign. On the other hand, display campaigns tend to have lower conversion rates and should not be measured solely based on conversion. Instead, metrics such as engagement, exposure, CPM, and CPC should be considered.
The podcast also highlights the residual effect of certain marketing campaigns, particularly those on Amazon. The guest speaker explains that these campaigns can have a lasting impact on potential customers, even if they don't convert immediately. For example, someone may see an ad during a sports game and find it interesting, but not have the time to explore further at that moment. However, a few days later, they may visit the website as a result of the initial exposure. This residual impact can be measured through Google Analytics and other tools, and it is important for dealerships to take into account the overall influence of their marketing efforts, not just immediate conversions.
Additionally, the podcast touches on the future of dealership websites in 2024. The guest speaker, who represents a leading web development company in the automotive industry, discusses the evolution of dealership websites over the years and the changing expectations of prospects and customers. He suggests that dealership websites should be able to meet the wants, wishes, needs, and expectations of customers.
While specific features are not discussed in detail, the podcast implies that dealership websites should be user-friendly, visually appealing, and offer a seamless browsing experience. It is likely that features such as easy navigation, clear and detailed vehicle information, interactive tools for customization and comparison, and a streamlined lead generation process would be important for modern dealership websites. Additionally, the guest speaker emphasizes the importance of keeping up with the latest technology and trends in order to stay competitive in the industry.
In conclusion, the podcast episode emphasizes the need for dealerships to analyze their marketing costs and conversion rates in order to make informed decisions about their marketing strategies. It also hints at the importance of dealership websites that meet the expectations of customers in terms of user experience and functionality. By understanding the effectiveness of different marketing campaigns and investing in a well-designed website, dealerships can optimize their resources and attract more leads and sales.
Website as online salesperson.
The podcast episode titled "Website as online salesperson" highlights the significance of a dealership's website in driving sales and engaging customers. The discussion begins with a quote from Jeff Bezos, the founder of Amazon, who stated that if Amazon had four and a half million customers, they should have four and a half million stores. This statement emphasizes the importance of personalization and catering to individual customer needs.
The podcast host argues that a dealership's website should not be seen as just an online showroom, but rather as an online salesperson. The website is the most prolific salesperson as it interacts with customers even before they step foot in the physical showroom. Just like a salesperson in a store, the website should listen to and respond to customers' needs in order to build a solution around them. The host mentions that if a salesperson in a store fails to do so, they would be fired. Therefore, the website should be taught to do the same.
The example of Amazon is used to illustrate the power of website personalization. Each individual's Amazon page is different, showing products that cater to their specific wants and needs. This level of personalization has contributed to Amazon's success as a three-quarter of a trillion-dollar company. The podcast suggests that other businesses, including dealerships, can learn from this approach and harness the idea of website personalization to drive greater engagement and overall revenue.
The podcast then delves into the features of a dealership website that can facilitate personalization and enhance the customer experience. One such feature is a search by vehicle tool, which allows customers to filter their search based on specific criteria, such as the presence of a sunroof or a heated steering wheel. This tool makes it easier for customers to find the exact car they desire and ensures that the website is responsive to their needs.
In conclusion, the podcast episode emphasizes the need for dealerships to view their website as an online salesperson. By understanding the importance of personalization and responsiveness, dealerships can optimize their website to engage customers, drive sales, and ultimately increase revenue. The example of Amazon serves as a testament to the effectiveness of website personalization in achieving business success. Therefore, dealerships should invest in well-designed websites that meet the expectations of customers in terms of user experience and functionality. By doing so, dealerships can attract more leads and convert them into sales, ultimately maximizing their marketing efforts and resources.
Personalization improves website conversion rates.
Personalization improves website conversion rates by creating a tailored and seamless user experience for customers. The podcast episode highlights the importance of personalization in the automotive industry, specifically in the context of a dealership website. The speaker explains how personalization can be implemented throughout the customer journey, from the initial search for vehicles to the viewing of vehicle detail pages (VDPs) and beyond.
One key aspect of personalization is the ability to save and remember customer preferences. In the example given, the website saves the customer's preferred features and seating capacity, making it easier for them to find relevant vehicles in future visits. This not only saves the customer time and effort but also enhances their overall experience by showing them vehicles that align with their specific needs and preferences.
Additionally, personalization extends to the VDPs, where the website showcases different views of the vehicles that the customer has previously engaged with. This strategy aims to create a sense of urgency and promote low-funnel conversions, encouraging the customer to take action, such as getting their trade evaluated. By reminding the customer of their previous interest in a particular vehicle, the website increases the likelihood of a conversion.
Furthermore, the podcast episode highlights the importance of reducing friction and repetition in the customer journey. By saving customer preferences and actions, the website avoids asking customers to repeat actions they have already taken, which can be frustrating and time-consuming. This streamlined experience not only improves customer satisfaction but also increases conversion rates, as customers are more likely to engage and take action when the process is simplified.
The podcast also emphasizes the value of personalization in the context of dealer groups. By sharing customer preferences and actions across different dealership websites within a group, the personalization experience can be seamlessly transferred. This ensures that customers receive a consistent and tailored experience, regardless of which dealership website they visit within the group. This level of personalization not only enhances the customer experience but also strengthens the dealership group's online presence and brand reputation.
In conclusion, the podcast episode emphasizes the need for dealerships to view their website as an online salesperson. By understanding the importance of personalization and responsiveness, dealerships can optimize their website to engage customers, drive sales, and ultimately increase revenue. The example of Amazon serves as a testament to the effectiveness of website personalization in achieving business success. Therefore, dealerships should invest in well-designed websites that meet the expectations of customers in terms of user experience and functionality. By doing so, dealerships can attract more leads and convert them into sales, ultimately maximizing their marketing efforts and resources.
Website technology tracks customer behavior.
One of the key points discussed in the podcast is the technology that allows dealerships to track and analyze customer behavior on their websites. This technology provides valuable insights into customer preferences and helps dealerships tailor their marketing strategies accordingly.
The podcast mentions that the website platform used by the dealership tracks a customer's click path, meaning it records every site and page that the customer visits. This information is crucial in understanding the customer's interests and intentions. For example, if a customer is looking at a specific vehicle model, the dealership can use this data to personalize their marketing efforts and offer relevant promotions or incentives.
Furthermore, the technology discussed in the podcast goes beyond tracking customer behavior on a single dealership's website. It also allows for cross-site data sharing, meaning that if a customer has visited multiple dealership websites within the same group, all of their activity can be seen and analyzed. This is particularly useful in situations where a customer is considering multiple brands or models. Dealerships can gain insights into their competition and adjust their strategies accordingly.
The podcast also highlights the uniqueness of this technology in the automotive industry. While many web development companies focus on redesigning specific pages on a dealership's website, the technology discussed in the podcast goes beyond that. It provides a comprehensive view of the customer's journey and allows dealerships to understand their customers on a deeper level.
Another feature mentioned in the podcast is the identity resolution technology. This technology allows dealerships to gather data from various sources and identify potential customers who have been actively searching for specific vehicle models. By de-anonymizing these customers, dealerships can target them with personalized marketing campaigns across various platforms, such as Amazon, Google, Facebook, and email. This technology enables dealerships to reach potential customers who have not yet engaged with them, giving them a competitive advantage in the market.
In terms of website design, the podcast highlights the importance of the SRP (Search Results Page). According to the data from the thousands of dealer clients, the SRP is the most visited page on dealership websites. This emphasizes the need for dealerships to prioritize the design and functionality of this page. It should be user-friendly, visually appealing, and provide all the necessary information that customers are looking for.
Overall, the podcast episode emphasizes the significance of website technology in tracking customer behavior and optimizing marketing strategies. By utilizing this technology, dealerships can gain valuable insights into customer preferences, personalize their marketing efforts, and ultimately increase sales. It is crucial for dealerships to invest in well-designed websites that meet the expectations of customers in terms of user experience and functionality. By doing so, dealerships can attract more leads, convert them into sales, and maximize their marketing efforts and resources.
Segment website for different credit tiers.
One specific area that the podcast highlights is the importance of segmenting the website for different credit tiers. The discussion revolves around the idea that dealerships should have separate sections on their website to cater to customers with different credit situations. This segmentation allows for a more targeted and personalized approach in the customer relationship management (CRM) process.
The podcast suggests that having a single "apply now" or finance option on the website may not be sufficient, especially for dealerships that specialize in special finance or subprime customers. Instead, the recommendation is to have two distinct sections: one for customers with good credit or unsure credit, and another for customers with bad credit or no credit. By providing these separate options, dealerships can create a unique experience for each credit tier, both on the website and in the subsequent CRM protocols.
Segmenting the website in this way allows dealerships to tailor their marketing efforts and communication strategies to the specific needs and circumstances of customers in each credit tier. For example, if a customer indicates that they have bad credit or no credit, the dealership can adjust their email templates, text messages, and voice messages to reflect this information. This level of personalization can greatly enhance the customer experience and increase the chances of conversion.
Moreover, the podcast suggests that some dealerships have gone a step further by creating separate websites specifically for customers with bad credit. These websites still include inventory and other essential information but are entirely separate from the main dealership website. This separation allows for even more targeted marketing efforts, as channels like Amazon can use credit data to target customers in specific credit tiers and drive them to the appropriate website. This ensures that all traffic coming through the bad credit website is primarily from customers in that credit situation, streamlining the CRM process and ensuring accuracy in follow-up and communication.
In conclusion, segmenting the website for different credit tiers is a valuable strategy for dealerships looking to optimize their marketing efforts and improve customer engagement. By providing separate sections or even separate websites for customers with different credit situations, dealerships can create personalized experiences, tailor their communication strategies, and increase the effectiveness of their CRM protocols. Investing in website technology that allows for this segmentation can lead to higher conversion rates, increased sales, and overall success in the competitive automotive industry.
Importance of AI in websites.
One of the key aspects of website optimization in the automotive industry is the integration of AI (artificial intelligence) technology. AI has the potential to greatly enhance the functionality and user experience of dealership websites, ultimately leading to increased customer engagement and improved conversion rates.
One area where AI can be particularly beneficial is in the acquisition of vehicles from the public. Many dealerships struggle with effectively communicating their desire to buy cars from customers, especially when inventory is not as readily available. By incorporating AI-powered tools, such as a "sell us your car" feature, dealerships can make it easy for customers to submit their vehicle information and receive a value estimate. This not only streamlines the acquisition process but also creates a prominent and user-friendly section on the website dedicated to this service.
Furthermore, AI can be utilized to personalize the website experience for individual customers. By analyzing data and understanding customer needs and preferences, AI systems can tailor content and recommendations to provide a more personalized browsing experience. This level of personalization can greatly enhance customer satisfaction and increase the likelihood of conversion.
However, it is important to approach AI integration with caution. While AI technology, such as ChatGPT, has the potential to revolutionize customer interactions, it is still a relatively new and imperfect technology. Dealerships must ensure that AI-powered chat applications are properly trained and monitored to prevent misinformation or false claims. Trust is crucial in the automotive industry, and dealerships cannot afford to have AI technology providing inaccurate information to customers.
Despite these challenges, the potential benefits of AI in dealership websites are significant. Larger online commerce companies are already investing heavily in AI-driven personalization, and it is only a matter of time before this technology becomes more prevalent in the automotive industry. By interpreting data and utilizing AI systems to better understand customer needs, dealerships can enhance their marketing efforts and improve the overall website experience.
In conclusion, AI integration is becoming increasingly important in dealership websites. By incorporating AI-powered tools and personalization features, dealerships can enhance customer engagement, streamline processes such as vehicle acquisition, and improve overall website performance. However, caution must be exercised in implementing AI technology to ensure accuracy and trustworthiness. As the automotive industry continues to evolve, embracing AI in website optimization will be crucial for dealerships to stay competitive and provide exceptional customer experiences.
"Fix unoptimized website for marketing."
The podcast transcript highlights the importance of fixing unoptimized websites for marketing purposes. The speaker emphasizes the need for best practices in order to ensure that the money spent on marketing efforts is not wasted on an ineffective website.
The speaker acknowledges that the industry still struggles with this issue, as many websites are not properly optimized to attract and engage potential customers. They discuss the problem of unoptimized websites and offer insights on how to recognize and fix this issue.
The crux of the presentation revolves around the idea that a website that is not optimized can hinder marketing efforts and prevent businesses from reaching their full potential. The speaker aims to address this problem and provide solutions to improve website optimization.
The podcast also mentions the upcoming 20-year anniversary of Dealer Synergy, a company that specializes in dealership training and consulting. The speaker expresses gratitude for being a part of this milestone and looks forward to the future.
In conclusion, the podcast highlights the importance of fixing unoptimized websites for marketing purposes. It emphasizes the need for best practices and offers insights on how to recognize and address this issue. By optimizing websites, businesses can improve their marketing efforts and enhance customer experiences.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.
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In the latest Millionaire Car Salesman Podcast, Sean V. Bradley engages in a dynamic conversation with Dennis Gingrich, Sales and Finance Director at The Niello Auto Group! This high-energy episode offers a deep dive into the highline automotive market, exploring Dennis's journey from early car sales to his current leadership role. The duo discusses the challenges of the industry, emphasizing the crucial shift from transactional to relationship-based sales, especially in the evolving landscape post-pandemic!
Dennis shares insights into the luxury brands represented by The Niello Auto Group, such as Porsche, Jaguar, and BMW, underscoring the significance of exceptional customer service in catering to high-end clientele. The conversation seamlessly transitions to the central theme of Customer Relationship Management (CRM), where Dennis advocates for harnessing CRM tools to their fullest potential. He stresses the pivotal role of CRM in managing relationships, tracking communication, and delivering top-tier customer service!
The dialogue expands to the integration of Artificial Intelligence (AI) into CRM, shedding light on the transformative impact of AI tools in automating tasks and enhancing customer interactions! Dennis encourages sales professionals to embrace AI, recognizing its potential to elevate efficiency and effectiveness in their roles!
The episode concludes with a forward-looking perspective on the impending changes in the industry, particularly the introduction of the CARS rule by the Federal Trade Commission. Dennis emphasizes the proactive use of CRM in navigating these changes and ensuring compliance.
Overall, this podcast episode is a goldmine of insights for automotive professionals, offering practical tips on CRM optimization, embracing AI, and navigating the complexities of the luxury automotive market. With Dennis Gingrich's wealth of experience, listeners gain actionable strategies to thrive in the ever-evolving automotive landscape!
🚀 Elevate your automotive sales game at the Internet Sales 20 Group conference! 🌐 Join industry leaders converging to share cutting-edge insights, strategies, and innovations that will revolutionize your approach to sales. 🏎️✨ Seize the opportunity to stay at the forefront of automotive excellence. Secure your spot now at www.InternetSales20Group.com! 🎉
#IS20G #IS20G15 #InternetSales20Group #InternetSales20Group15 #InternetSales20GroupConference #InternetSales20GroupConference15Key Takeaways
Shift to Relationship-Centric Sales: The highline automotive market demands a shift from transactional to relationship-based sales. Building strong connections with customers is crucial in adapting to changing industry dynamics.
Diversity in Luxury Brands: The Niello Auto Group represents a range of luxury brands, including Porsche, Jaguar, and BMW. Success in the highline market requires a deep understanding of each brand and the ability to deliver a personalized experience.
Maximizing CRM Tools: Dennis emphasizes the importance of maximizing CRM tools to manage customer relationships effectively. From tracking communications to ensuring a high level of customer service, CRM plays a pivotal role in dealership operations.
AI Integration in CRM: The discussion on AI reveals its potential in automating tasks and improving customer interactions within CRM systems. Sales professionals are encouraged to embrace AI tools as a means to enhance efficiency and effectiveness.
Preparation for Industry Changes: Dennis highlights the impending changes in the automotive industry, particularly with the introduction of the CARS rule. Dealerships need to prepare for these changes and leverage CRM for compliance and success in the evolving landscape.
About Dennis Gingrich
Dennis Gingrich began his retail automotive journey well before entering adulthood, performing various support duties at his father’s independent dealership, Main Street Autos. Upon graduating high school in 1997, he was accepted to the University of Nevada, Reno and intended to pursue a career in law. Dennis balanced his studies while selling vehicles at an independent dealership in Reno, Nevada. Leadership took notice of his abilities and was promoted to Finance Manager at the age of 19.
Between an accelerating career and becoming a father at a young age, Dennis decided to focus on the retail automotive industry. This early decision led to the following retail automotive roles: Sales Professional, Finance Manager, Assistant Sales Manager, Sales Manager, Finance Director,General Sales Manager, and Sales & Finance (Variable) Operations Director. Over the course of his career ascent, Dennis made many relationships throughout the industry leading to many opportunities.
In March of 2012, Dennis joined Zurich North America, delivering consistent growth throughout the region he represented. Dennis specialized in training Sales and Finance Departments to increase PVR and Products per Customer. Naturally, this approach was instrumental for his clients as they found financial success through increased production. In other words, coaching and support was a hallmark, and passion Dennis was eager to share with others. Sharing his best practices with Zurich leadership, his content was formally shared with his peers across the country.
An inquisitive learner, Dennis became intimately familiar with F&I Products, Services, Administration, and Profit Participation (Reinsurance) during his tenure at Zurich. The combination of his knowledge, networking, account development and coaching ability ultimately led Dennis to his current roles:
1) Sales and Finance (Variable Operations) Director and,
2)Chief Operating Officer of AutoFiPro (Full Circle Dealer Services).
A key element of Dennis' approach to training is to show/demonstrate best practices rather than just telling others “the how”. Dennis disproves the notion: “Those that can’t do, teach,” and has a steadfast commitment to a “boots on the ground” application of coaching and leadership. Dennis believes the people that support the retail automotive community should have relevant and recent experience to help navigate today’s rapidly changing market. Dennis purposely built, and staffed, AutoFiPro under the mantra of, “For dealers, by dealers.”
Work Hard and Seize OpportunitiesWork hard and seize opportunities. This is a mantra that is often repeated in various aspects of life, and it holds true in the automotive industry as well. In a podcast transcript featuring Dennis Greenwich, the sales and finance director at the Nilo Group, we see firsthand how hard work and seizing opportunities can lead to success.
Greenwich's journey in the automotive industry began four years ago when he joined the Nilo Group as a finance director. His initial role was focused on driving profitability and ensuring that the money was flowing into the bank. He excelled in this position and was given the opportunity to oversee the sales department as well.
What stands out in Greenwich's story is his willingness to take on new challenges and his dedication to making the most of the opportunities presented to him. He didn't just settle for being a finance director; he saw the bigger picture and recognized that sales and finance go hand in hand. By expanding his responsibilities to include sales, he was able to have a greater impact on the overall success of the organization.
But Greenwich's journey didn't start at the Nilo Group. He had to work his way up to his current position. While the transcript doesn't provide details about his earlier career, it is evident that he had to prove himself and demonstrate his skills to reach the coveted executive level. Working in the high-end automotive industry, especially with brands like Porsche, requires a strong background and expertise. Greenwich's success is a testament to his hard work and dedication to honing his skills.
The key takeaway from Greenwich's story is the importance of working hard and seizing opportunities. He didn't wait for opportunities to come to him; he actively sought them out and made the most of them. He recognized that success in the automotive industry, or any industry for that matter, is not handed to you on a silver platter. It requires effort, determination, and a willingness to step outside of your comfort zone.
In today's fast-paced world, where social media bombards us with images of people living their best lives, it's easy to fall into the trap of wanting instant success. But as Greenwich reminds us, the only way to achieve that level of success is by putting in the work. It's about using every advantage available to you and seizing every opportunity that comes your way.
Greenwich's story serves as an inspiration for aspiring professionals in the automotive industry. It shows that with hard work, dedication, and a willingness to take on new challenges, one can rise to the top. It also emphasizes the importance of continuous learning and growth. Greenwich didn't settle for his initial role; he sought to expand his knowledge and skills to have a greater impact.
In conclusion, the podcast transcript featuring Dennis Greenwich highlights the importance of working hard and seizing opportunities. Greenwich's journey from a finance director to overseeing sales and finance for a high-end dealer group showcases the rewards that come with dedication and a willingness to step outside of one's comfort zone. His story serves as a reminder that success is not handed to us; it is earned through hard work, perseverance, and a proactive approach to seizing opportunities.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
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In this episode of the Millionaire Car Salesman Podcast, join us for a deep dive into the rapidly evolving world of automotive digital tools and strategies with Trent Cannon, Manager of Product Innovation at Ford Direct. As the industry undergoes a profound shift towards digital compliance and optimized dealership tools, this conversation explores the pivotal role played by Ford Direct in shaping this evolution!
Trent Cannon provides valuable insights into the unique positioning of Ford Direct, a company partially owned by both Ford OEM and Ford dealers. Acting as a crucial bridge between individual dealerships and broader corporate objectives, Ford Direct is at the forefront of driving digital transformation in the automotive sector. The episode delves into the strategies employed by Ford Direct to align with dealer interests, offering a glimpse into the wealth of resources available to Ford dealers for enhancing their operations and profitability!
Trent's candid discussion covers key aspects such as the significance of dealership websites, the crucial role of OEM compliance, and how Ford Direct supports dealerships in navigating the intricacies of the digital landscape. Whether you're a seasoned industry professional or a newcomer to the automotive scene, this episode provides valuable insights into the dynamic and complex world of digital tools and strategies in the automotive industry!
Join us for an enlightening conversation that explores how Ford Direct is shaping the future of automotive sales by providing essential tools and strategies to dealerships, ensuring they stay ahead in the digital revolution!
🌐 Ready to revolutionize your approach to automotive sales? Join us at the Internet Sales 20 Group conference, where industry leaders converge to share insights, strategies, and innovations! 🚀 Don't miss this opportunity to elevate your game. Register now at www.InternetSales20Group.com and secure your spot at the forefront of automotive excellence! 🏎️✨
Key Takeaways
Ford Direct serves as a quasi-agency, jointly owned by Ford OEM and Ford dealers, focusing on aligning dealerships with digital advancements.
The potential for dealerships to maximize their relationship with Ford Direct exists but may be underutilized, with active communication being key.
Implementing OEM-mandated tools and compliance ensures brand consistency across various dealerships, which benefits manufacturers and customers.
A crucial factor for dealership success is focusing on lead management and optimizing their digital assets to convert more sales.
Challenges in adopting single-point contact models and proper CRM strategies are common but necessary for achieving higher dealership efficiency.
"We are ultimately here to move units, not SRPs and VDPs."
About Trent Cannon
Trent Cannon, a true Raider at heart, hailing from the Black Hole of the Las Vegas Raiders and remaining a devout member of the Raider Nation. His journey in the automotive industry began during the recession in 2010, with the expectation that it would be a short stint of six months at most. Little did he know, it was just the beginning.
Trent's career trajectory has been nothing short of remarkable, evolving from the sales floor to roles such as Internet Manager, Internet Director, and Corporate Marketing Director. His professional journey has taken him through various locations, spanning Houston, Austin, Dallas, San Antonio, and currently, he calls the border of Mexico in McAllen home.
With a wealth of experience and a diverse background in the automotive landscape, Trent Cannon brings a unique perspective to the table. As the Manager of Product Innovation at FordDirect, his insights and expertise contribute to shaping the future of automotive marketing and technology. Stay tuned for more as Trent continues to make waves in the industry.
Maximizing Automotive Sales: Insights from Ford Direct's Trent CannonThe automotive industry is perpetually evolving, particularly in how digital tools and strategies impact sales and dealer operations. A recent conversation with Trent Cannon from Ford Direct provided a wealth of knowledge for automotive professionals, especially within the Ford dealership community. The insights gained can orient dealers toward a future of informed decision-making and optimized digital engagement.
Key Takeaways:
Understanding Ford Direct: Distinguishing between Ford OEM and Ford Direct is essential, where the latter supports dealers with a blend of oversight from the OEM and dealership contributions
Dealer Communication: Engaging with Ford Direct's offerings, like Dealer Performance Consultants, can maximize dealer success in a digital-centric automotive market
Website and Vendor Compliance: The push from OEMs towards certain tools and compliance needs scrutiny to ensure dealers are not just achieving compliance but also driving real sales results
The Role and Benefits of Ford Direct for DealershipsFord Direct represents a distinct entity that's not just an arm of Ford OEM but a partnership partly owned by Ford dealers. This structure allows for a proactive approach to supporting dealers, knowing that it understands both corporate and on-ground dealership needs. Ford Direct serves as a bridge between the manufacturer and the dealers, ensuring that the interests of dealers remain at the forefront. Working with Ford Direct enables dealerships to receive tailor-made advice and reports, helping them understand the history of their store's performance and how to enhance it. Additionally, Ford Direct offers access to various tools and integrations, acting as a resource for enhancing multiple aspects of the dealership, from digital presence to backend operations.
Communication with Ford Direct: A Path to Dealer ProsperityDealers who fully engage with Ford Direct and its consultants, such as the Dealer Performance Consultant (DPC) team, position themselves for greater success. As Cannon suggests, dealers should actively seek discussions with their Ford Direct consultants who can provide prescriptive insights and help navigate complex digital landscapes. From websites to CRM systems, Ford Direct consultants are equipped to help dealers optimize every facet of their operation for improved customer engagement and sales outcomes.
Navigating OEM Compliance and Tools for Maximized AdvantageOne contentious point within dealer communities is the OEM-mandated tools and websites. While compliance often comes with benefits such as co-op money, Cannon explains that these directives primarily serve the OEM's need for data and brand consistency. However, dealers should critically assess these mandates, not only to ensure they're receiving the data and support they need but also to ensure they're achieving substantive results like the actual movement of inventory, not just compliance for compliance's sake.
As the digital landscape within the automotive industry continues to shift and expand, dealers must be acutely aware of how to navigate it successfully. The insights provided from the perspective of Trent Cannon and Ford Direct offer a roadmap for dealerships to understand better and utilize the resources available to them. By engaging deeply with Ford Direct and its dealer-centric approach, monitoring the effectiveness of OEM-mandated tools, and focusing on driving real sales rather than mere compliance, dealers can forge a path to sustained growth and success in a highly competitive digital marketplace.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
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In this riveting episode of the Millionaire Car Salesman Podcast, host Sean V. Bradley delves into the extraordinary success journey of David Gutierrez, a standout car salesman at Easy Honda. David's remarkable story unfolds as he reveals the ingenious techniques and strategies that propelled him into the coveted six-figure income bracket within just one year in the automotive sales realm.
Listeners are treated to an insider's perspective on David's emphasis on community engagement as a pivotal factor in building a strong and loyal customer base. The conversation takes an intriguing turn as David shares how he leverages cutting-edge tools such as AI and ChatGPT to revolutionize customer interactions, showcasing the transformative potential of technology in automotive sales.
Central to David's success is his unwavering commitment to education and continuous self-improvement, highlighting the indispensable role of training and podcasts in staying at the forefront of the industry. As a trailblazer who adeptly navigates the ever-evolving market dynamics, David Gutierrez stands as a beacon of inspiration for aspiring sales professionals, offering valuable insights for those aiming to carve out a thriving career in the competitive world of automotive sales. Tune in to this episode to glean wisdom from David's journey and discover the keys to achieving excellence in the automotive sales arena.
Key Takeaways
Success in automotive sales is significantly enhanced by supporting and engaging with the community
Embracing new technologies like AI and ChatGPT can yield positive results in customer communication
Continuous self-improvement through resources like industry podcasts is essential to personal growth
Strategic financial planning and investment in assets, like real estate, are crucial for long-term wealth
Establishing a relationship and understanding the customer’s needs is fundamental to closing sales
"Every morning on the way to work... I listen to the podcast every single morning, and I train every single morning all the time."
- David Gutierrez, Sales Consultant at Easy Honda (Houston, TX)
About David Gutierrez
David Gutierrez, a dynamic and ambitious young professional, has swiftly ascended the ranks in the competitive world of automotive sales. At just 23 years old, David has not only exceeded the six-figure earnings mark but has also become a standout performer at Easy Honda in Houston, Texas.
Originally from Mexico, David's journey in the automotive industry began when he relocated to Houston at the age of 7. Growing up, his exposure to the business was through his father, who worked in various capacities within local dealerships. However, it wasn't until 2021, amid pandemic-induced challenges, that David found himself stepping into the world of car sales.
Starting as a porter, David worked for an owner with multiple dealerships in California, where he gained insights into the industry. His path took a turn when, after a few months, he transitioned to sales. In September 2022, David joined a Honda dealership in Houston, selling used cars. Under the guidance of mentors and with a determination to learn and grow, he quickly made his mark.
In his early months, David achieved a significant milestone by earning his first $10,000 in a single month, a feat that sparked his realization of the vast opportunities in the automotive sales arena. Fueled by a desire for personal and professional development, David committed to self-improvement, mindset refinement, and goal setting.
His efforts bore fruit as he consistently sells over 20 cars per month, securing the position of a top salesperson in the pre-owned department for seven consecutive months. Beyond personal success, David sees his journey as a means to positively impact his family's life and envisions this as just the beginning of his upward trajectory in the automotive sales industry.
Connect with David on Instagram: @cardealsbydave
Phone Number: 832-282-4860
David Gutierrez is not merely a car salesman; he's a testament to the transformative power of dedication, hard work, and a relentless pursuit of excellence in the pursuit of one's goals.
Unveiled Secrets of Automotive Sales Success: A Young Car Salesman's Journey to Six FiguresThe world of automotive sales is a battleground, with cutthroat competition and relentless demands for success. Amidst this high-stakes arena, it's the stories of professional growth and financial triumph that ignite a spark of inspiration in both industry veterans and novices. The transcript of a conversation between Sean V. Bradley and rising star David Gutierrez offers a glimpse into the dynamics that drive profitability and exponential sales in the automotive sector.
Key Takeaways:
Establishing deep community connections and offering genuine support can skyrocket sales and customer loyalty.
Leveraging AI, like Chat GPT, and video communication tools can significantly improve efficiency and client engagement.
Smart financial management and investment in self-education are pivotal in transitioning from a good salesperson to a great one.
A Community-Centric Approach: The Catalytic Effect of Local EngagementIn the fast-paced world of car sales, the subtle art of building community relationships is often overlooked. However, in his discourse with David, Sean V. Bradley continually emphasizes the enormity of its impact. By exemplifying the principle of reciprocity—giving before you ask—dealerships and sales professionals can cultivate a reservoir of goodwill and trust within their localities.
David mentions utilizing podcasts and networking as instrumental in shaping his mindset for success. Similarly, Sean stresses the importance of taking an active role in local events, charities, and cultural celebrations, transforming sales professionals into community pillars.
This approach carries far-reaching implications, fostering brand loyalty and transforming customers into passionate advocates for the salesperson and the dealership. The impact on sales numbers is clear, but more significantly, there's a potent influence on a dealership's legacy in the local community.
Harnessing Technology: AI & Video Strategies that Make an ImpactThe automotive sales conversation can't be had without discussing technological leverage. David swears by the concrete benefits of integrating AI, like Chat GPT, into his routine, enhancing his customer interactions and nurturing leads. Incorporating video messages through tools like BombBomb further personifies the sales process, delivering personal connection at scale.
Such tech-focused strategies demonstrate an efficient and impactful way to respond to leads and customize communication. These solutions echo throughout the industry as power moves that can differentiate the progressive from the stagnant. Adopting these tools assures a persuasive edge over traditional communication methods in engaging potential and current clients.
The Path to Financial Wisdom: Training and Acting Beyond ComfortDespite David's rapid ascent into six-figure earnings, Sean's guidance draws attention to the dangers of complacency. The conversation pivots to underscore financial literacy, savings, and smart investments, such as real estate, as foundations for sustained success.
Sean implores David to create a financial battle plan, focusing on meticulous tracking of leads, sales, and commissions. The emphasis on disciplined financial management and continued self-improvement lays out a blueprinted strategy for any salesperson to evolve from simply making money to creating wealth.
Foreseeing market shifts and preparing for tighter competition signifies the importance of agility in maintaining high sales performance. Grounding oneself in financial prudence can act as an anchor amidst industry turbulence.
Expert's Insights & Aspirations: Blueprinting a Brilliant Future in Car SalesDrawing from the rich dialogue between Sean and David, several proactive strategies emerge that can help steer any automotive professional toward remarkable achievement. The holistic development approach extends beyond immediate sales tactics to broader actions like reinforcing a compelling brand presence, fishing for prospects in the kinetic pool of community events, and diligently harnessing innovative technologies.
Mindful investment in one's brand, coupled with an appetite for self-education and financial intelligence, formulates a powerful equation for sales prowess. Deploying this strategy ensures a sales representative is not an island but rather an integral, value-adding component of the consumer's world.
Identifying opportunities, understanding the underlying psychology of purchases, and navigating personal customer relationships are as essential as ever. The gravity of personal branding and creating an impactful narrative can't be overstated, and it's the harnessing of these nuances that promises an illustrious career in automotive sales.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
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In this captivating episode of the Millionaire Car Salesman podcast, join Sean V. Bradley and co-host LA Williams as they embark on a fascinating journey from Sean's unconventional past to his stellar success in the sales and marketing arena. Sean shares insights into the strategic moves that propelled him from the nightclub scene to becoming a respected figure in the automotive industry.
Diving into his early experiences, Sean unveils the creative tactics that set him apart, like his unique customization of bulletproof vests, offering a glimpse into the roots of his branding genius. As the conversation unfolds, Sean emphasizes the pivotal role of building a robust personal brand. He elaborates on utilizing diverse tools—from SEO strategies to effective networking—to establish meaningful connections and relationships across various industries. Tune in for a riveting exploration of Sean's transformative journey and discover the power of strategic branding in the world of automotive sales.
Key Takeaways
Personal Branding Prowess: Sean's innovative approach to business and marketing dates back to his youth, demonstrating that an entrepreneurial mindset can be cultivated early on
Mastery of Craft: Emphasizing the importance of in-depth product knowledge, Sean highlights how understanding each product's unique value proposition is central to sales success
Evangelize Yourself: Engaging with a wide array of entities in various communities helps to build a robust network and increases sales opportunities through diverse connections
Leverage Technology and Training: The power of tools like CRM, SEO, and social media cannot be overstated, and Sean's self-taught expertise is a testament to diligent self-improvement
Value of Time: Sean impresses upon the listener the significance of cherishing and utilizing every second of the day to maximize personal and professional growth
"Time waits for no one. Don't wait until it's too late. Make every second count."
- Sean V. Bradley, CSP
About Sean V. Bradley
Sean V. Bradley, CSP is an entrepreneur, published author, speaker and award-winning international trainer. He is a 16-time NADA/ATD convention speaker, FranklinCovey Certified Facilitator and has earned the coveted “CSP” designation in the National Speakers Association. Sean is also a member of the elite “Million Dollar Speakers Group” in the NSA and a state association speaker and trainer. He has spoken at over 400 NCM and NADA 20 Groups. Sean started Dealer Synergy over 20 years ago, but has been in the automotive industry for almost 22 years. Sean and his Dealer Synergy team are a 16-time Dealers’ Choice Award Winner for being the “Best of the Best Internet Sales Trainer” and “Mobile Provider Partner” in the Automotive Sales Industry.
Sean has personally trained over 100,000 Automotive Sales Professionals in 3,500 unique rooftops. However, he literally influences hundreds of thousands of professionals, in and out of the Automotive Sales industry, all over the world, through: his over 4,000 published articles, his best-selling book “Win the Game of Googleopoly”, over 7,000 videos published online, and through Radio Station soundwaves by Hosting the globally recognized Against All Odds Radio Show currently airing in Atlanta, Cleveland, Rochester, and Los Angeles, and the 'internet buzzing' Millionaire Car Salesman Podcast reaching over 1 million Americans! Additionally, Sean is the creator of the Millionaire Car Salesman Facebook Group, with a membership count of 27,000+ automotive professionals.
The Art of Branding: How Sean V. Bradley Turned Street Savvy into Industry SuccessIn an industry bustling with the clamor of competing voices, standing out isn't just an art; it's a science. Sean V. Bradley, an icon in the automotive sales world, shares his journey and insights—an amalgamation of nightclubs, cars, and sheer ambition. His prowess in maintaining "Top of Mind Awareness" (TOMA) isn't just relevant to automotive sales—it's a universal strategy for anyone looking to cash in on their personal brand.
Key Takeaways:
Master Your Craft: Dedication to honing your skills and industry knowledge is pivotal.
Build Your Network: Expanding your personal and professional connections is a cornerstone of success.
Leverage Technology: Embracing and utilizing current technologies and SEO can significantly amplify your reach.
From Nightclubs to Showrooms: The Evolution of a Marketing MaestroSean V. Bradley's background in the high-octane world of New York's nightclub scene may seem a world apart from the showroom floor, but the skills he honed there are integral to his success in automotive sales. Promoting VIP events taught him the importance of customer retention and personalized marketing strategies.
"Instead of being the leech all the time asking people for whatever... Flip it, man...Do stuff for people," Bradley asserts when discussing his approach to network expansion. Personal touches and flash were his unique selling points, making bulletproof vests with Superman logos that flew off the streets faster and at a higher price.
This penchant for understanding and catering to the client's needs, desires, and demographics is crucial in any industry. It’s not merely about what you're selling; it's the story you weave and the unique experience you provide.
Education as a Key to Success: Self-Taught ExpertiseDiving into Bradley's dedication to learning his repertoire—ranging from search engine optimization (SEO) to sophisticated CRM tools—demonstrates the value he places on self-improvement. He shares, "I went through Google AdWords training and certification...studied my craft."
To be competitive and rise above the noise in today’s market, one must not only have product knowledge and a strong brand presence but also understand and master the digital tools at their disposal. This isn’t just about understanding the specs of a vehicle; it’s about the how and why certain functions appeal to consumers or knowing what complimentary keywords can skyrocket your product’s visibility online.
Networking: Beyond the Business Card ExchangeSean V. Bradley’s definition of networking transcends the traditional business card exchange. By embedding himself in a variety of circles and communities, he has not only increased his social capital but also ensured that his name is synonymous with automotive sales excellence.
Bradley points out that making connections beyond immediate sales opportunities can lead to unexpected benefits, recounting how his own network led to a personal relationship with an UFC fighter who now coaches his son. The lesson here is that networking should be strategic and focused on long-term payoffs rather than immediate gains. By supporting others and embedding yourself into diverse communities, you become the go-to person in your field, attracting organic interest and referrals.
Surfacing From the Transcript: Reflections and ProjectionsAs we pull back from the specific narrative of Sean V. Bradley’s ascent, it becomes clear that his strategies are not confined to the realm of car dealerships or even high-energy nightclubs. They are universal tactics for personal and brand growth.
The focus on TOMA, self-taught expertise, and robust networking are testimonials to an overarching truth in business: standing out requires not only an understanding of what you sell but also an impassioned commitment to why you sell it and to whom it matters.
By channeling Bradley's insights into your professional pursuits, you too can cultivate a reputation that doesn’t just spark interest but ignites a following. Whether you’re looking to elevate a personal brand or transform your approach to sales, the framework laid out by Bradley’s experiences serves as a roadmap to that desired destination of success.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
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We’re kicking off 2024 in this insightful episode of the Millionaire Car Salesman Podcast, your host, Sean V. Bradley, is joined by Steve Roessler, co-founder of DriveCentric. Together, they delve deep into the pivotal role of CRM technology in the automotive industry and its transformative impact on customer engagement in the Automotive Industry!
Sean and Steve provide valuable insights into the current state of CRM and the technology within it in the automotive industry! Both advocate for a shift in focus from transactional to relational communication, emphasizing the pivotal role CRM systems play as the heart of a dealership. The discussion explores the transformative power of video emails and text messages in fostering personalized and engaging interactions with customers.
Furthermore, Steve delves into the integration of AI, particularly Chat GPT, into CRM systems. He illustrates how AI technologies can revolutionize customer engagement by automating responses and assisting salespeople with prompts, ultimately enhancing efficiency! The episode concludes with a forward-looking perspective on the future of CRM, highlighting the significance of conversational marketing and the role of AI in optimizing communication processes within dealerships! Tune in to gain valuable insights into maximizing the potential of CRM technology and staying ahead in the automotive industry!
Key Takeaways
CRM technology is the heart of a dealership and should be used to foster engagement and build relationships with customers
Video emails and text messages are powerful tools for creating personalized and engaging communication with customers
AI, such as Chat GPT, can enhance CRM systems by automating responses and providing prompts for salespeople
The future of CRM in the automotive industry lies in conversational marketing and leveraging AI to streamline communication and improve efficiency
"The best CRM is the one that's used." - Steve Roessler, DriveCentric
About Steve Roessler
Steve is recognized as one of the most prominent voices in automotive advocating for dealerships, customers, and the community. Steve was rated #2 NADA Most Popular Speaking Session, and won 2022's AWA Best Speaker Award. With his infectious personality, audiences enjoy a learning environment that’s fun, inclusive, and informative. Steve has been educating the automotive community for over 10 years, but has another 15 years of expertise servicing customers and teaching them to embrace new technology and long-term strategies that drive sales and market share growth while providing an exceptional customer experience.
The Future of CRM: Unlocking the Power of Engagement and AIIntroduction
In the fast-paced world of automotive sales, staying ahead of the competition is crucial. One of the most powerful tools at a dealership's disposal is a Customer Relationship Management (CRM) system. However, many dealerships struggle to fully harness the potential of their CRM, leading to missed opportunities and lost revenue. In this article, we will explore the key challenges faced by dealerships in relation to CRM and how innovative solutions, such as Drivecentric's AI integration, are revolutionizing the industry.
The Importance of Cultivating Relationships
In any sales industry, building relationships with customers is paramount. However, in the automotive industry, where the majority of interactions occur online, cultivating these relationships digitally is essential. Traditional CRM systems have focused primarily on database management, but the future lies in engagement-first approaches. As Steve Roessler, CEO of Drivecentric, explains, "We're teaching stores to think engagement first and database second. Customers are buying cars faster than ever, and we need to adapt to this new reality."
According to Roessler, one of the key challenges faced by dealerships is the shift from in-person interactions to digital showrooms. To bridge this gap, dealerships must embrace conversational commerce. This means using tools such as gifs, memes, and videos to create engaging and personalized conversations with customers. As Roessler points out, "Texting is the number one form of communication, and we need to leverage that. By using gifs, memes, and videos, we can create a more relatable and engaging experience for customers."
The Rise of Video
Video has emerged as one of the most powerful mediums for communication. It allows for the conveyance of sight, sound, motion, and emotion, creating a more immersive experience for customers. According to Roessler, dealerships that utilize video emails and video text messages see significant increases in open rates and engagement. He cites a 35-store group that saw an average $400 gross increase on the front-end with video versus no video. The key is to make videos personal and concise, keeping them under 30 seconds.
The Integration of AI
Artificial Intelligence (AI) is revolutionizing the automotive industry, and CRM systems are no exception. Drivecentric's integration of Chat GPT (Generative Pre-trained Transformer) allows for more efficient and personalized communication with customers. The AI can be programmed to respond to customer inquiries, acknowledge specific details mentioned by the customer, and even provide prompts for salespeople to craft their responses. This streamlines the communication process and allows salespeople to focus on building relationships rather than administrative tasks.
The Paradigm Shift in CRM Strategy
One of the biggest challenges faced by dealerships is the outdated and inefficient CRM strategies that are still prevalent in the industry. Many dealerships focus on quantity rather than quality, making a high volume of phone calls and sending generic emails. This approach leads to low connection rates and disengaged customers. Roessler emphasizes the need for a paradigm shift, stating, "We need to celebrate conversations, not activities. It's about talking to customers, not just making phone calls or sending emails."
According to Roessler, the future of CRM lies in leveraging AI to create conversational marketing and streamline processes. AI can handle routine tasks, such as appointment confirmations and follow-ups, allowing salespeople to focus on higher-value activities. The integration of AI and CRM will enable dealerships to provide a more personalized and efficient customer experience. As Roessler explains, "AI is the roomba of CRM. It takes care of the mundane tasks, allowing salespeople to focus on meaningful conversations with customers."
Conclusion
The automotive industry is evolving rapidly, and dealerships must adapt to stay competitive. CRM systems are at the heart of dealership operations, and harnessing their full potential is crucial. By embracing engagement-first approaches, leveraging the power of video, and integrating AI technology, dealerships can create more personalized and efficient customer experiences. The future of CRM lies in building relationships, cultivating engagement, and utilizing AI to streamline processes. As the industry continues to evolve, dealerships that embrace these innovations will thrive in the digital age.
Future Outlook
Looking ahead, the future of CRM lies in leveraging AI to create conversational marketing and streamline processes. AI can handle routine tasks, such as appointment confirmations and follow-ups, allowing salespeople to focus on higher-value activities. The integration of AI and CRM will enable dealerships to provide a more personalized and efficient customer experience. As Roessler explains, "AI is the Roomba of CRM. It takes care of the mundane tasks, allowing salespeople to focus on meaningful conversations with customers."
In addition, the rise of conversational commerce and the power of video will continue to shape the automotive industry. Dealerships that embrace these tools and techniques will be able to create engaging and personalized experiences for their customers, leading to increased sales and customer satisfaction.
Overall, the future of CRM is bright, with innovative solutions such as Drivecentric's AI integration leading the way. By harnessing the power of engagement and AI, dealerships can unlock new levels of success and stay ahead of the competition in the fast-paced world of automotive sales. The key is to adapt to the changing landscape, embrace new technologies, and prioritize building relationships with customers. As the industry continues to evolve, dealerships that embrace these innovations will thrive in the digital age.
Resources:
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
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In this strategic episode of the Millionaire Car Salesman Podcast, your host, L.A. Williams, delves into the art of effective negotiation in the automotive sales arena! The Blind Master shares key insights and techniques, underscoring the pivotal role of active listening and the mirror technique in signaling genuine understanding to customers. This episode explores the potency of strategic silence and its ability to prompt customers to divulge more information willingly.
LA introduces the concept of "no-oriented questions" and elucidates their role in countering superficial affirmations from customers. The discussion underscores the importance of fairness in negotiations and recommends the use of accusation audits to preemptively address potential objections. LA highlights the value of role-playing and the strategic use of emotional labeling to foster transparency and achieve success in the sales process!
In the world of car sales, mastering the art of negotiation over the phone is where the money is truly made. Tune into this episode to elevate your negotiation skills and unlock new levels of success in automotive sales!
Key Takeaways
Use the mirror technique to repeat back the last few words a customer says, showing that you are actively listening
Strategic silence can encourage customers to share more information and allow ideas to resonate in their minds
No-oriented questions can counter the counterfeit yes and provide a more honest response from customers
Fairness is crucial in negotiations, and presenting fair options can lead to successful outcomes
Role-playing scenarios with colleagues can help salespeople prepare for different situations and improve their skills
Labeling customers' emotions can create transparency and address potential objections before they arise
"Role-playing scenarios with colleagues can help salespeople improve their skills and handle different situations." - L.A. Williams
About LA Williams III aka The Blind Master
L.A. Williams is the Vice President of Dealer Synergy. He has 12+ years of automotive sales experience and has made it his mission to help, educate and level up anyone he comes in contact with. LA once started as a frontline analyst for the organization, but quickly worked his way through the ranks to most recently landing him his current role of Vice President and an official company partner. Although LA holds an executive position with Dealer Synergy, he is completely “hands-on” with the Dealer Synergy family of programs.
LA is the preeminent subject master on “Phone Sales” in the Automotive Sales Industry and has earned the nickname and title of “The Blind Phone Master”. LA has been blind for 35+ years and has focused his energy on the art of sound, tone, and inflection. With his inability to see and only hear, he can solely judge a person’s phone abilities and verbal tools based on what they say and how they say it. This makes him the perfect coach and phone sales expert on planet Earth. LA has trained thousands of Automotive Sales professionals, Internet / BDC professionals, Sales Managers, General Managers and Dealer Principals on how to dominate the phones with his “The Blind Phone Master’s Phone Sales Mastery” strategies.
Furthermore, LA is an NADA Convention Speaker and a frequent 20 group speaker, including the official Internet Sales 20 Group . In addition to his training and speaking engagements, LA is the official co-host of the globally known Millionaire Car Salesman Podcast and a moderator of the Millionaire Car Salesman Facebook Group.
LA is also a very successful music producer. He has produced tracks for Dr. Dre, Lil Wayne, Katy Perry, Karina Bradley, and scores more. In addition to having worked with some of the best in the music industry, LA has worked in movies. He was even the voice for Jigsaw in 4 of the SAW movies! LA has taken his music producer, audio, and voice talent to bring a strong form of “entertrainment” to the industry and has blessed us with many motivating and fun remix tracks, applicable to the automotive sales industry.
The Power of Negotiation: Elevating Your Sales GameIntroduction
In the world of automotive sales, negotiation skills are crucial for success. While many sales professionals are already talented in their craft, there is always room for improvement. In this article, we will explore the power of negotiation and how it can take your sales game to the next level. Drawing from my experience working with renowned negotiator Chris Voss, I will share some of the techniques and strategies that have proven to be highly effective. By implementing these tactics into your daily process, you can enhance your ability to listen to customers, address their concerns, and close deals with confidence.
The Mirror Technique:
One powerful negotiation technique is the mirror technique. This involves repeating back the last three or four words the customer says, demonstrating that you are actively listening. By using this technique, you can make the customer feel heard and understood, which is essential for building trust. As I always say, "People like to do business with people who listen." The mirror technique also encourages the customer to share more information, as they feel validated and acknowledged. It's important to use this technique subtly and naturally, without overdoing it. By incorporating the mirror technique into your conversations, you can elevate your sales game and establish stronger connections with customers.
Strategic Silence:
Confidence is key in negotiations, and one way to exude confidence is through strategic silence. Instead of rushing to respond, take your time and allow moments of silence to hang in the air. This gives the customer an opportunity to process what has been said and potentially overcome any challenges or objections they may have. Strategic silence can also be used to plant a seed in the customer's mind, allowing it to sprout and influence their decision-making process. By mastering the art of strategic silence, you can create a more impactful and persuasive sales experience.
No-Oriented Questions:
In sales, we are often taught to get customers to say "yes." However, using no-oriented questions can be just as effective, if not more so. People are more comfortable saying no, as they have been doing so since childhood. By asking questions that elicit a no response, you can counter the counterfeit yes and encourage more honest and authentic communication. For example, instead of asking, "Would you like to schedule a test drive?" try asking, "Would it be a bad idea for us to schedule a time for you to test drive the vehicle?" This approach allows the customer to express any concerns or hesitations they may have, leading to a more productive and transparent conversation.
The F Word in Negotiation:
The F word in negotiation is not what you might expect. It's fair. Many customers want to feel that they are being treated fairly throughout the sales process. By addressing fairness head-on, you can establish trust and build stronger relationships with customers. Instead of asking if something sounds good, try asking if it sounds fair. This simple shift in language can make a significant difference in how customers perceive your offers and proposals. Remember, sales is an emotional process, and fairness is a crucial component of creating a win-win situation for both parties involved.
Role Playing:
Role playing is a powerful tool for honing your negotiation skills. By practicing different scenarios with colleagues or managers, you can prepare yourself for various challenges and objections that may arise during real customer interactions. Role playing allows you to refine your responses, experiment with different approaches, and gain confidence in your ability to handle any situation. While some may be hesitant to engage in role playing, it is an essential part of becoming a top-performing sales professional. Embrace the opportunity to practice and improve your negotiation skills, and you will see the results in your sales performance.
Labeling Customer Emotions:
Understanding and addressing customer emotions is crucial in negotiation. By labeling their emotions, you can create a more open and transparent dialogue. If a customer seems hesitant or concerned, acknowledge their emotions by saying something like, "It sounds like you're feeling hesitant about the price." This demonstrates empathy and shows that you are attuned to their needs and concerns. By addressing emotions directly, you can build trust and rapport, leading to more successful negotiations.
Conclusion:
Negotiation is a fundamental skill in automotive sales, and by implementing these techniques, you can elevate your sales game to new heights. The mirror technique, strategic silence, no-oriented questions, fairness, role playing, and labeling customer emotions are all powerful tools that can enhance your ability to connect with customers, address their concerns, and close deals with confidence. By mastering these techniques, you can create a more impactful and successful sales experience. Remember, sales is an emotional process, and by understanding and addressing customer emotions, you can build trust and establish long-lasting relationships. Embrace the power of negotiation and watch your sales soar.
Future Outlook:
As the automotive industry continues to evolve, the importance of negotiation skills will only grow. With advancements in technology and changing consumer preferences, sales professionals must adapt and refine their negotiation techniques to meet the demands of the modern marketplace. By staying informed and continuously improving their skills, sales professionals can position themselves for success in an ever-changing industry. The future of automotive sales belongs to those who can effectively negotiate, connect with customers, and provide exceptional service. Embrace the power of negotiation and seize the opportunities that lie ahead.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
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In this insightful episode of the Millionaire Car Salesman Podcast, your host Sean V. Bradley is joined by none other than T Got Your Keys aka Tianna Mick! Take a deep dive into a critical aspect of automotive sales: proper qualification. Unveiling the essence of successful selling, Sean and Tianna passionately advocate for a return to the basics, emphasizing how building solid relationships and understanding the unique needs of each customer form the bedrock of effective sales!
Tianna sheds light on the art of rapport-building, exploring how this fundamental yet powerful skill can create a connection that goes beyond transactional relationships. As they navigate the nuances of tailoring the sales process to fit each individual prospect, Sean and Tianna offer invaluable insights for both seasoned professionals and those just starting in the industry!
The conversation doesn't stop there. Sean stress the perpetual importance of training and development, illustrating how staying ahead in the ever-evolving automotive sales landscape demands continuous learning! Through their engaging dialogue, Sean and Tianna provide a roadmap for success in car sales, backed by their years of industry expertise.
Whether you're a seasoned professional looking to fine-tune your approach or a newcomer eager to grasp the essentials, this episode is a treasure trove of wisdom that will empower you to elevate your car sales game. Tune in and discover the keys to not just selling cars but building lasting connections and a thriving career in the automotive industry!
Key Takeaways
Proper qualification is essential in car sales to ensure customers are landed on the right car
Salespeople should focus on building rapport, understanding customer needs, and tailoring the sales process to each individual prospect
Ongoing training and development are crucial to stay ahead in the industry
"You do not want to get into January 2024 and then be like, 'Oh my God, we're not selling cars. Oh my God, we need to start training.' You need to start training now."
- Sean V. Bradley, The Millionaire Car Salesman
About Tianna Mick aka T Got Your Keys
Tianna Mick aka T Got Your Keys is a known industry name for being an expert at Showroom Sales, Lead and Referral Generation, and Customer Satisfaction, specializing in Personal and Business Branding.
At only 19 years old, Tianna was consistently the top-grossing salesperson in her dealer group, averaging 20+ units and generating $10K each month in personal income. Tianna is globally recognized for her award-winning website TGotYourKeys.com, voted #1 Personal Website in the Automotive Industry!
Tianna is a 3x NADA Convention Speaker, awarded #1 Influential Female Car Salesperson, TikTok Influencer with over 3.8 Million Views, Guest of Brad Lea's Dropping Bombs Podcast, Graduate of Ally's A-List Summit Academy, Speaker at the Florida Independent Automobile Dealers Association, TrueCar's TrueTalk Panel Discussion Leader concerning Diversity, published in Digital Dealer Magazine, and reoccurring Digital Dealer Speaker, Internet Sales 20 Group Speaker, and now Chief Marketing Officer at Dealer Synergy.
Most recently, General Motors Corporate invited Tianna Mick to speak on their behalf on the importance of Diversity, Realities & Economics within the LGBTQ+ Community, for the Automotive Industry!
T Got Your Keys... to Success!
The Future of Automotive Sales: Adapting to a Post-Pandemic WorldIntroduction
The automotive industry has experienced significant changes in recent years, with the COVID-19 pandemic further accelerating the transformation. As we approach 2024, it is crucial for dealers and salespeople to adapt to the new reality and prepare for the challenges and opportunities that lie ahead. In this article, we will explore the main themes discussed in a recent podcast episode and provide insights on how to navigate the changing landscape of automotive sales.
The Impact of the Pandemic on Automotive Sales
The COVID-19 pandemic has had a profound impact on the automotive industry. Dealers and GMs are now facing the challenge of transitioning from a market characterized by high demand and limited inventory to a more normal market with increased competition and negotiation. Many salespeople who have only experienced the boom of the past few years are finding themselves unprepared for the new reality. As Sean V. Bradley, the creator of the Millionaire Car Salesman Network, points out, dealers and GMs are getting scared because they do not believe their teams are equipped to sell cars in this new environment.
The Importance of Qualifying Prospects
One of the main reasons why people do not buy cars is because they are landed on the wrong car. This is why qualifying prospects is crucial. Sean emphasizes the need for a comprehensive customer needs assessment or qualification sheet that guides salespeople in asking the right questions and identifying the true wants, wishes, expectations, and needs of the prospect. By understanding the prospect's needs, salespeople can select the proper product and tailor their presentation to highlight the features and benefits that are most relevant to the prospect.
The Value of a Customized Presentation
A successful sales presentation is one that is tailored to the prospect's specific wants and needs. Tianna Mick, a sales expert and repeat guest on the podcast, emphasizes the importance of customizing the presentation based on the prospect's most important wants, wishes, needs, and expectations. By doing so, salespeople can build value in the product and create a meaningful connection with the prospect. Tianna also highlights the need for salespeople to be more intuitive and flexible in their presentation, starting with the most important aspects for the prospect and adjusting accordingly.
The Role of the Service Department in the Sales Process
The service department plays a crucial role in the sales process, yet it is often overlooked by salespeople. Sean emphasizes the importance of showcasing the service department and building value in the ownership experience. By taking prospects to the service drive and introducing them to the service writer and manager, salespeople can demonstrate the dealership's commitment to customer satisfaction and highlight the benefits of owning a vehicle from their dealership. This not only builds trust but also increases the likelihood of repeat business and referrals.
The Need for Continuous Training and Development
In a rapidly changing industry, continuous training and development are essential for success. Sean stresses the importance of investing in training and holding salespeople accountable. He encourages managers to provide comprehensive training on product knowledge, the road to the sale, CRM usage, and communication skills. By equipping salespeople with the necessary skills and knowledge, dealerships can ensure that their teams are prepared to navigate the challenges of the post-pandemic world and provide exceptional customer experiences.
Conclusion: Embracing Change and Building for the Future
As we approach 2024, it is crucial for dealers and salespeople to adapt to the new reality of automotive sales. The pandemic has highlighted the importance of qualifying prospects, customizing presentations, and building value in the ownership experience. By investing in training and development, dealerships can equip their teams with the skills and knowledge needed to succeed in a competitive market. The future of automotive sales lies in embracing change, continuously improving, and providing exceptional customer experiences. With the right strategies and a commitment to excellence, dealerships can thrive in the post-pandemic world.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
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In this special episode of the Millionaire Car Salesman Podcast, join the Millionaire Car Salesman Hosts, Sean V. Bradley, and LA Williams, alongside Dealer Synergy’s CEO - Karen “Karina” Bradley as they delve into the challenges that dealerships are confronting in today's automotive market. The trio sheds light on the Automotive Industry’s market transition from high demand and low inventory to a more competitive and demanding landscape. Emphasizing the significance of a proficient sales team, they explore strategies to navigate these changes and deliver exceptional value to customers.
Join us for these illuminating executive discussions, offering invaluable insights on navigating 2024 successfully. The hosts delve into strategic approaches and share secrets that will empower you. Plus, they unravel the exciting prospects awaiting dealerships at the upcoming Internet Sales 20 Group conference. Don't miss this opportunity to tap into the wisdom of top Dealer Synergy executives and gain a competitive edge!
Key Takeaways
The automotive market is shifting, and dealerships need to adapt to the changing conditions
Dealerships that have invested in training and developing their sales teams are better equipped to handle the challenges of the current market
The Internet Sales 20 Group conference provides an opportunity for dealerships to learn from industry experts and network with other professionals in the field
"If you don't have the appropriate mindset, and if you haven't been building that along the way… your actions are going to stem from whatever paradigm or particular mindset that you carry through this time." - Karen “Karina” Bradley
About Karen “Karina” Bradley
Karen Bradley, is the CEO of Dealer Synergy, an Award Winning Training, Consulting and Accountability Firm that specializes in building Internet Dealerships or Full Blown Business Development Dealerships Internationally. She is also the Co-founder of Internet Sales 20 Group, an education company that specializes in training automotive sales professionals through their first-class national bi-annual conference.
Karen has over 13+ years of Automotive Sales experience and her sole mission has been to help car dealerships and their personnel achieve their maximum potential. She has directly helped over 1,300 rooftops and tens of thousands of Automotive Sales Professionals evolve personally and professionally; and is an NADA Convention Speaker!
Karen also has 16 years of Accounting experience and 11 years of experience as a Certified FranklinCovey Trainer and Facilitator for the 7 Habits of Highly Effective People and The 5 Choices to Extraordinary Productivity. She is an instructional design and curriculum development specialist, a Time Maximization and Efficiency Expert, as well as a process engineer. She has been recognized by the National Speaker’s Association for her skills in public speaking and was nominated in 2015 as one of the top 100 Leading Women in the North American Auto Industry, by Automotive News. Karen has also graced the covers of several major automotive magazines; including AutoSuccess’ , for her expertise on the importance and usage of video.
Karen’s most important role is as a proud wife and mother of 4 kids, ranging from 6 years old to 21 years old. Combining this role with her role as an owner of multiple companies, by living the 7 Habits of Highly Effective People, Karen is truly able to achieve “Work / Life” Balance.
The Shifting Landscape of Automotive Sales: Challenges and OpportunitiesIntroduction
In the fast-paced world of automotive sales, staying ahead of the game is crucial. The industry has experienced significant shifts in recent years, with the pandemic exacerbating existing challenges and creating new ones. As we enter the final month of the year, it's important for automotive professionals to take stock of the current landscape and prepare for the future. In this article, we will explore the key themes discussed in a recent podcast episode of "The Millionaire Car Salesman" and analyze their implications for the industry.
The Impact of Shifting Market Dynamics
The automotive industry has seen its fair share of ups and downs, and the recent shift in market dynamics is no exception. The past few years have been exceptionally profitable, with high demand and limited inventory driving up prices. However, as the market begins to normalize, salespeople are facing new challenges. Many have become complacent during the boom times, relying on high prices and limited inventory to make sales. Now, they must adapt to a more competitive landscape and develop the skills necessary to succeed in a changing market.
The Importance of Training and Skill Development
One of the key challenges facing automotive professionals is the lack of training and skill development. During the boom times, salespeople didn't need to rely on their skills or knowledge to make sales. However, as the market shifts, those who haven't invested in their training find themselves ill-equipped to handle basic objections and provide value to customers. This lack of skill not only affects individual salespeople but also contributes to a toxic culture within dealerships. It's crucial for dealers to invest in training and development programs to ensure their teams are prepared for the challenges ahead.
The Role of Culture in Success
Culture plays a significant role in the success of any organization, and dealerships are no exception. The recent shift in market dynamics has led to increased turnover and a negative impact on morale. Salespeople who were used to easy sales and high incomes are now facing a reality check. This toxic culture can be detrimental to the overall success of the dealership. It's essential for dealers to foster a positive and supportive culture that encourages growth, learning, and accountability. By creating a culture of excellence, dealerships can attract and retain top talent and position themselves for success in the changing market.
Opportunities for Growth and Success
While the shifting market dynamics present challenges, they also create opportunities for growth and success. Dealerships that adapt to the changing landscape and invest in their teams will be well-positioned to thrive. One example of this is Bob Ruth Ford, a dealership that recently broke a record by closing out the month with 225 internet deals. Their internet department accounted for 94% of the dealership's business, showcasing the power of a well-trained and motivated team. By focusing on internet sales and leveraging technology, dealerships can reach a wider audience and maximize their profits.
The Power of Outsourcing and Remote Teams
Another opportunity for growth lies in outsourcing and remote teams. With the rise of remote work, dealerships can tap into a global talent pool and access highly skilled individuals at a fraction of the cost. Outsourcing BDC reps to countries like the Philippines has proven to be a successful strategy for many dealerships. These reps are highly motivated, coachable, and dedicated to their work. By leveraging remote teams, dealerships can extend their hours of operation, increase coverage, and capture more business. It's important to note that these remote teams are not outsourced call centers but individual employees directly employed by the dealership.
Conclusion and Future Outlook
As we approach the end of the year, it's crucial for automotive professionals to adapt to the shifting landscape of the industry. The challenges presented by the changing market dynamics can be overcome through training, skill development, and a positive culture. By investing in their teams and embracing new opportunities, dealerships can position themselves for success in the future. Outsourcing and remote teams offer a cost-effective solution to staffing challenges and can provide access to highly skilled individuals. As the industry continues to evolve, it's essential for automotive professionals to stay ahead of the curve and embrace change. By doing so, they can navigate the challenges and seize the opportunities that lie ahead.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
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Brace yourself for an electrifying episode of the Millionaire Car Salesman Podcast, Host Sean V. Bradley, CSP, interviews Matthew Smith, the Internet Director at Matthews-Currie Ford in Florida! Matthew Smith takes us on a thrilling ride through his incredible journey of winning a brand-new car in a Ford video contest! Matthew spills the beans on his contest entry, from his initial hopes to the jaw-dropping moment of being crowned the winner. But that's not all – buckle up for insights into the power of video creation in the automotive industry. Matthew delves into how crafting compelling videos can skyrocket sales and boost customer engagement.
Sean V. Bradley, weighs in on the significance of video content in the industry. Sean not only applauds Matthew's success but also dishes out advice on expanding the horizon. Sean urges Matthew to explore collaborations with Ford Manufacturers, opening doors to endless possibilities and learning experiences. But that's not the end of the road! Sean extends an exclusive invitation to Matthew to share his triumph at the prestigious Internet Sales 20 Group 15 Conference (IS20G15)! Don’t worry… you have your chance to attend the IS20G15 too, but you have to tune in to get the details!
Rev up your engines and don't miss this episode – it's a wild ride with Sean V. Bradley, CSP and Matthew Smith!
Key Takeaways
Creating videos in the automotive industry can lead to unexpected opportunities and rewards
Taking the time to enter contests and participate in manufacturer initiatives can pay off in big ways
Videos can be used to showcase technology, explain features, and build rapport with customers
Collaborating with manufacturers and attending industry conferences can provide valuable learning and networking opportunities
Matthew's success story serves as an inspiration for other automotive professionals to embrace video and strive for recognition and growth
"If you think doing a walk around or a detailed video either for your brand or your dealership, and you don't think there's any benefit to it... there's always at least one small positive."
- Matthew Smith, Internet Director at Matthews-Currie Ford
About Matthew D.M. Smith
Matthew Smith, is the Internet Director at Matthews-Currie Ford in the sunny state of Florida and is a dynamic force within the Millionaire Car Salesman community! Matthew has etched his name in the annals of automotive success, recently clinching victory in a thrilling video contest hosted by none other than Ford itself. As a proud member client of Dealer Synergy and a Member of the Millionaire Car Salesman community, Matthew stands out for his unwavering commitment to excellence in the realm of car sales. His passion for the industry is palpable, and his recent triumph in the Ford video contest is a testament to his creativity and dedication!
Beyond the Automotive Internet Department, Matthew's expertise extends to the digital realm, where he understands the transformative impact of video content in shaping the customer experience. His win in the Ford contest is more than just a trophy; it's a symbol of his ability to innovate and stand out in a rapidly evolving industry. In the ever-expanding universe of car sales, Matthew Smith is a name that resonates with success, a true Millionaire Car Salesman who continues to drive not only cars but the standards of excellence in the automotive world. Keep your eyes on Matthew – his journey is one marked by passion, innovation, and a relentless pursuit of greatness.
The Power of Video in Automotive Sales: Insights from a Millionaire Car Salesman
As an automotive professional, I have witnessed the evolution of the industry over the past 25 years. One thing that has remained constant is the need for effective communication and engagement with customers. In today's digital age, video has emerged as a powerful tool for salespeople to connect with their audience and drive results. In this article, we will explore the various ways in which video can be leveraged in automotive sales, drawing insights from the experiences of Matthew Smith, a member of the Millionaire Car Salesman community who recently won a brand new car through a video contest.
Introduction: The Rise of Video in Automotive Sales
Video has become the preferred medium for communication and entertainment in today's society. With the rise of platforms like YouTube, TikTok, and Instagram, people are consuming more video content than ever before. This trend has not gone unnoticed in the automotive industry, where salespeople are leveraging the power of video to engage with customers and drive sales.
Matthew Smith, a member of the Millionaire Car Salesman community, recently won a brand-new car through a video contest organized by Ford. This achievement highlights the potential of video in automotive sales and the impact it can have on a salesperson's career. In this article, we will delve into the strategies and techniques that Matthew used to win the contest and explore the broader implications of video in the automotive industry.
The Blue Cruise Contest: A Game-Changer for Matthew Smith
The Blue Cruise Contest organized by Ford was open to all salesmen and sales managers at Ford dealerships across America. The contest required participants to submit a video showcasing the technology offered by Ford, specifically the Ford Blue Cruise feature. Matthew Smith, a sales agent at Matthews Curry Ford in Florida, decided to enter the contest without expecting to win the grand prize.
To his surprise, Matthew was informed that he had lost the contest. However, little did he know that Ford had actually selected him as the grand prize winner and had been planning a surprise announcement. On the day of the surprise, Matthew was asked to film a commercial for the dealership, unaware that Ford representatives and a camera crew were present to capture the moment. As he finished his speech, he turned around to find a crowd of people cheering and confetti falling from the sky. It was at this moment that he learned he had won a brand new Ford Mustang Mach-E electric vehicle worth over $55,000.
The Power of Video in Automotive Sales
Matthew's success in the Blue Cruise Contest highlights the power of video in automotive sales. By creating a compelling video showcasing the Ford Blue Cruise technology, Matthew was able to capture the attention of the judges and stand out among hundreds of other contestants. This achievement demonstrates the impact that video can have on a salesperson's career and the potential rewards that come with it.
Video offers a unique opportunity to engage with customers on a deeper level. It allows salespeople to showcase their knowledge, expertise, and personality in a way that text-based communication simply cannot match. By leveraging video, salespeople can build trust, establish rapport, and create a memorable experience for their customers.
According to Sean V. Bradley, CSP, "I wrote the first article about video optimization in 2006 in Digital Dealer. That was three years before anybody did it. Like, there, you know what I mean? So I've been doing this for so long, and to finally see the OEMs embracing it, finally seeing salespeople and automotive professionals and managers embracing it on so many different levels, I think that it will inspire other people in the group."
Leveraging Video for Sales Success
There are several key ways in which automotive sales professionals can leverage video to drive success:
1. Walkaround Videos:
"Walkaround videos are a powerful tool for showcasing the features and benefits of a vehicle," says Sean V. Bradley, CSP. "By creating high-quality videos that highlight the key selling points of a car, salespeople can provide a virtual tour for potential customers. This allows customers to get a better sense of the vehicle's condition, features, and overall value."
2. Video Emails and Text Messages:
"Video emails and text messages are a game-changer when it comes to communication with customers," explains Sean V. Bradley, CSP. "Instead of relying on static text-based messages, salespeople can use video to convey their message in a more engaging and personal way. Video emails and text messages allow salespeople to showcase their enthusiasm, knowledge, and commitment to customer satisfaction."
3. Appointment Confirmations:
"Appointment confirmations are a critical step in the sales process," emphasizes Sean V. Bradley, CSP. "By using video to confirm appointments, salespeople can create a memorable and personalized experience for customers. A video confirmation allows salespeople to introduce themselves, provide directions to the dealership, and set expectations for the appointment."
4. Following Up with Leads:
"Following up with leads is a crucial part of the sales process," states Sean V. Bradley, CSP. "Video can be a powerful tool for standing out from the competition and capturing the attention of potential customers. By sending personalized video follow-ups, salespeople can demonstrate their commitment to customer satisfaction and provide additional value."
The Future of Video in Automotive Sales
As technology continues to advance, the role of video in automotive sales will only become more prominent. With the rise of artificial intelligence and virtual reality, salespeople will have even more tools at their disposal to create immersive and engaging experiences for customers. Video will continue to be a driving force in the industry, allowing salespeople to connect with customers on a deeper level and differentiate themselves from the competition.
In conclusion, the power of video in automotive sales cannot be overstated. Matthew Smith's success in the Blue Cruise Contest is a testament to the impact that video can have on a salesperson's career. By leveraging video, salespeople can engage with customers in a more personal and compelling way, build trust and rapport, and ultimately drive sales. As the industry continues to evolve, it is essential for automotive professionals to embrace video as a key tool in their sales arsenal. The future of automotive sales is video, and those who harness its power will undoubtedly reap the rewards.
According to Matthew Smith, "Go out there, make a video, shoot your shot. Because at the worst possible expense, somebody likes what you're doing and buys a car. That's what you do it for, the one view to piece and be like, oh, wow. I like what you did there, because that dealership did absolutely nothing."
Matthew's story serves as an inspiration for automotive professionals to think outside the box and leverage the power of video to achieve their goals. By embracing video as a tool for communication and engagement, salespeople can create meaningful connections with customers and drive success in the industry. The possibilities are endless, and the rewards can be life-changing. So, what are you waiting for? Grab your camera and start shooting your way to success in automotive sales.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
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In this powerful episode of the Millionaire Car Salesman Podcast, Host Sean V. Bradley, CSP interviews Brenna Chinn, a product specialist at Koons Woodbridge KIA. Brenna shares her success in the automotive industry on how she worked up to selling over 20 cars in less than nine months! She attributes her success to her use of video in her sales process, specifically video emails and video text messages. By sending personalized videos to customers, she is able to build rapport and excitement before they even come into the dealership. Brenna emphasizes the importance of being personable and enthusiastic in the videos, as well as asking strategic questions to understand the customer's needs and provide a customized value proposition.
Chinn also discusses the challenges of selling cars in the post-pandemic market, including high prices and interest rates. She suggests overcoming these challenges by offering financing options, exploring leasing, and highlighting the value of the vehicle. She also recommends leveraging social media and online communities to generate referrals and engage with potential customers.
In addition, Chinn receives valuable advice from Sean V. Bradley, CSP, on how to further enhance her sales approach. He encourages her to create videos for a video strategy, including car walkarounds and comparison videos. He also advises her to establish a strong online presence through platforms like TikTok and YouTube, and to target specific communities, such as first responders and medical professionals, to generate referrals and build trust.
Key Takeaways
Using video emails and text messages can help build rapport and excitement with customers before they come into the dealership
Being personable and enthusiastic in videos is key to engaging customers and standing out from the competition
Asking strategic questions can help understand customer needs and provide a customized value proposition
Overcoming challenges in the post-pandemic market can be done by offering financing options, exploring leasing, and highlighting the value of the vehicle
Leveraging social media and online communities can help generate referrals and engage with potential customers
Creating videos for a video strategy, including car walkarounds and comparison videos, can enhance the sales process
Targeting specific communities, such as first responders and medical professionals, can generate referrals and build trust
"The more videos that I send, the more responses I get!"
- Brenna Chinn, Koons Woodbridge KIA Product Specialist
"Stop trying to sell cars like everybody else! Be the Disruptor.”
- Sean V. Bradley, CSP
About Brenna Chinn
Brenna Chinn is a dynamic product specialist at Koons Woodbridge KIA, bringing a fresh and vibrant energy to the automotive world. With just nine months in the industry, she has already established herself as a rising star, showcasing exceptional talent and dedication! Brenna's passion for cars goes beyond the showroom, as she is committed to providing an outstanding customer experience. Her ability to connect with clients on a personal level, coupled with an in-depth knowledge of Kia's lineup, has resulted in impressive sales achievements.
In a remarkable feat, Brenna consistently exceeds expectations by selling over 20 cars in a single month! Her commitment to excellence, coupled with a genuine enthusiasm for the automotive industry, sets her apart as a standout professional.
As she continues to grow in her automotive journey, Brenna Chinn remains a shining example of how passion, knowledge, and dedication can drive success in the competitive world of car sales.
The Power of Video in Automotive Sales: Insights from Brenna Chinn
Introduction
In the fast-paced world of automotive sales, standing out from the competition is crucial. With customers bombarded by messages from various dealerships, it's essential to find innovative ways to engage and connect with potential buyers. One strategy that has proven to be highly effective is the use of video. In this article, we will explore the power of video in automotive sales, drawing insights from Brenna Chinn, a successful product specialist at Koons Woodbridge Kia. We will delve into the various ways she utilizes video to build rapport, overcome challenges, and ultimately close deals.
Building Rapport through Video
One of the key advantages of using video in automotive sales is the ability to establish a personal connection with customers before they even step foot in the dealership. Brenna emphasizes the importance of introducing herself and the vehicle through video, allowing customers to see her personality and get excited about their upcoming visit. She believes that this initial interaction sets the stage for a positive customer experience and helps differentiate her from the competition.
According to Brenna, "Hi, my name is Brenna Chinn, and I'm a product specialist at Koons Woodbridge Kia. I wanted to take a moment to introduce myself and the Kia Telluride, which I think you'll absolutely love. I'm here to answer any questions you may have and make your car-buying experience as smooth as possible. I look forward to meeting you soon!"
Brenna's video strategy extends beyond just internet leads. She also sends videos to phone-ups, appointment confirmations, and even third-party leads. By providing a face and a voice to the customer, she creates a sense of familiarity and trust, which leads to increased engagement and response rates. Customers appreciate the effort she puts into personalizing the experience and are more likely to reach out with questions or schedule appointments.
Overcoming Price Objections
Price objections are a common challenge in automotive sales, and Brenna has developed effective strategies for addressing them. When customers express concerns about the price of a vehicle, she takes a two-pronged approach. First, she highlights the value and features of the vehicle, emphasizing why it is worth the price.
As Brenna explains, "The Kia Telluride offers an incredible value for its price. It comes with advanced safety features, a spacious interior, and a powerful engine. When you consider all the benefits it offers, the price is definitely justified."
Secondly, Brenna explores alternative financing options to make the purchase more affordable. She suggests financing the vehicle instead of paying cash, highlighting the competitive interest rates and the ability to pay off the loan early without penalty. By presenting financing as a viable option, she helps customers see the long-term benefits and opens up possibilities that they may not have considered initially.
Addressing Interest Rates
High-interest rates can be a deterrent for some customers, but Brenna approaches this challenge by providing context and comparison. She acknowledges that interest rates have increased in recent years but assures customers that Kia offers competitive rates. She encourages them to shop around and compare rates, confident that Kia's financing options will stand out.
Brenna states, "While interest rates have gone up, Kia still offers competitive rates. I encourage you to explore your options and compare rates. You'll find that Kia's financing options are among the best in the market."
By focusing on the overall value and benefits of the vehicle, she helps customers see beyond the interest rate and understand the long-term advantages of ownership.
Dealing with Inventory Challenges
Inventory challenges have become more prevalent in the automotive industry, with supply chain disruptions and increased demand. Brenna acknowledges that availability can be a concern for customers, especially for popular models like the Kia Telluride. However, she offers solutions to address this issue.
For customers who are not in a rush, she suggests placing a factory direct order, allowing them to customize the vehicle to their preferences. This option requires patience, as it may take several weeks for the vehicle to arrive, but it ensures that customers get exactly what they want.
Brenna explains, "If you're willing to wait a bit, we can place a factory direct order for your desired Kia Telluride. This way, you can choose the color, features, and options that suit your preferences. It may take a few weeks, but it's worth it to get the perfect vehicle."
For customers who need a vehicle immediately, Brenna leverages her dealership's network and explores dealership exchanges. By reaching out to other dealerships, she can find a suitable vehicle and facilitate a trade, ensuring that the customer gets the car they need in a timely manner. This proactive approach demonstrates her commitment to finding solutions and meeting customer needs, even in challenging circumstances.
Expanding Sales Opportunities
While Brenna has achieved impressive sales numbers through phone-ups and walk-ins, there are additional opportunities for growth. She can tap into the power of referrals and orphan owners to expand her customer base. By providing exceptional service and building strong relationships with existing customers, she can generate referrals and recommendations.
Brenna states, "Word-of-mouth is incredibly powerful in the automotive industry. By providing a great experience to my customers, I've been able to generate a lot of referrals. People trust the recommendations of their friends and family, so it's a great way to expand my customer base."
Additionally, she can leverage her dealership's extensive used car inventory to attract customers who may be looking for more affordable options. By showcasing the value and benefits of pre-owned vehicles, she can cater to a wider range of budgets and preferences.
Conclusion and Future Outlook
Brenna Chinn's success in automotive sales is a testament to the power of video and personalized customer engagement. By utilizing video throughout the sales process, she has been able to build rapport, overcome objections, and close deals. Her strategies for addressing price objections, interest rates, and inventory challenges provide valuable insights for other automotive professionals.
Looking ahead, the automotive industry will continue to evolve, and sales professionals must adapt to changing customer expectations and market conditions. Embracing video as a communication tool and leveraging digital platforms for customer engagement will be essential for success. By staying proactive, building strong relationships, and continuously refining their sales strategies, automotive professionals can thrive in a competitive market. With the right tools and techniques, they can create exceptional customer experiences and drive sales to new heights.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
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In this innovative episode of the Millionaire Car Salesman Podcast, LA Williams is joined by none other than T Got Your Keys aka Tianna Mick! LA and Tianna discuss the importance of going back to the basics of car sales. They emphasize the value of being involved in the community, attending local events, and networking. They also highlight the power of handwritten letters and utilizing bulletin boards for advertising. The hosts introduce Chat GPT as a tool to streamline email responses and provide tips on maximizing its effectiveness.
Tune in to this episode of Millionaire Car Salesman Podcast to discover how the synergy of traditional strategies and modern tools can elevate your car sales game to new heights. Don't miss the chance to learn from the experts: The Blind Phone Master and T Got Your Keys!
Key Takeaways
Attend local community events and network to generate new leads
Handwrite letters and distribute them in apartment complexes or businesses
Utilize bulletin boards in grocery stores and other public spaces for free advertising
Use Chat GPT to streamline email responses and save time
"Wear your dealership shirt everywhere you go. You are a walking billboard!"
- Tianna Mick, T Got Your Keys
"Everyone who knows someone who knows you, should know that you sell cars!"
- LA Williams, The Blind Phone Master
About Tianna Mick aka T Got Your Keys
Tianna Mick aka T Got Your Keys is a known industry name for being an expert at Showroom Sales, Lead and Referral Generation, and Customer Satisfaction, specializing in Personal and Business Branding.
At only 19 years old, Tianna was consistently the top-grossing salesperson in her dealer group, averaging 20+ units and generating $10K each month in personal income. Tianna is globally recognized for her award-winning website TGotYourKeys.com, voted #1 Personal Website in the Automotive Industry!
Tianna is a 3x NADA Convention Speaker, awarded #1 Influential Female Car Salesperson, TikTok Influencer with over 3.8 Million Views, Guest of Brad Lea's Dropping Bombs Podcast, Graduate of Ally's A-List Summit Academy, Speaker at the Florida Independent Automobile Dealers Association, TrueCar's TrueTalk Panel Discussion Leader concerning Diversity, published in Digital Dealer Magazine, and reoccurring Digital Dealer Speaker, Internet Sales 20 Group Speaker, and now Chief Marketing Officer at Dealer Synergy.
Most recently, General Motors Corporate invited Tianna Mick to speak on their behalf on the importance of Diversity, Realities & Economics within the LGBTQ+ Community, for the Automotive Industry!
T Got Your Keys... to Success!
The Power of Old School Selling in the Age of AI: A Comprehensive Guide
Introduction
In the ever-evolving world of automotive sales, it's easy to get caught up in the latest trends and technologies. From AI-powered chatbots to social media marketing, there's no shortage of new tools and strategies to help sales professionals succeed. However, in our quest for innovation, we often overlook the tried and true methods that have been the foundation of successful selling for decades. In this comprehensive guide, we will explore the power of old-school selling techniques and how they can complement and enhance the use of AI in the automotive industry.
Prospecting: Going Back to Basics
One of the biggest challenges for sales professionals is finding new leads and getting in front of potential customers. While social media and online advertising have become popular methods for prospecting, there is still immense value in traditional community engagement. Attending local events, such as farmers' markets and community gatherings, allows salespeople to connect with potential customers on a personal level.
Tianna Mick, a car sales professional, emphasizes the importance of actually showing up and being involved in the community: "We always say it's good to drink at least X amount of water in the morning and at night. We know those are good things to do. How many of us do that? So going back to the basics of everything, especially when giving out these ideas, we really want you guys to understand that the consistency of being involved in your community is really going to fuel the fire."
Maximizing Community Engagement
To maximize the impact of community engagement, sales professionals can take advantage of various opportunities. For example, attending local events and networking with attendees can lead to valuable connections and potential leads. Additionally, salespeople can leverage bulletin boards in grocery stores and other public spaces to post flyers and promote their services.
Tianna Mick shares her experience with this strategy: "I was walking in the grocery store, and on the way out, and on the way in, actually, there's this bulletin board. I remember when I was younger, it would be cluttered with so many flyers, so many things. And then I got to thinking, that's because they're not posting flyers anymore. They're posting social media ads. They're buying this ad space. So they neglected now this one avenue of customers that are literally walking into this grocery store, hundreds of people every single day, every single night, and they're neglecting this free space to put their flyer."
The Power of Handwritten Letters
In the age of digital communication, the art of the handwritten letter has been largely forgotten. However, this old-school method can be incredibly effective in making a lasting impression on potential customers. Taking the time to write personalized letters and dropping them off in apartment complexes or other targeted areas can yield significant results. Tianna Mick highlights the impact of this approach: "Even if you took a Sunday out, right, and you were handwriting 50 letters and you dropped them off into an apartment complex, mailboxes, because that's my number one thing is my idea is how can I maximize my time and efforts in one place, right? I don't want to go door to door, which you can do. That's another old-school fundamental way. Just go door to door, putting letters under people's doors. But I think, how can I maximize my time? So I seek out apartment buildings, I seek out big businesses that I can go in and just put in my flyer, put in my cards, put in my handwritten note, so that way I can maximize my time."
The Rise of AI: Chat GPT
While old-school selling techniques are valuable, it's important to embrace the power of AI in the automotive industry. One tool that has gained significant attention is Chat GPT, an AI-powered chatbot that can assist sales professionals in various tasks. LA Williams shares his experience with Chat GPT: "I love Chat GPT. I get tongue-tied when I say that to LA. I love Chat GPT only because, like you said, the grunt work. Oh, my gosh. In car sales, obviously, if you have your CRM set up properly with the proper automation, which Dealer Synergy and I can help you out with, answering emails would take so much time out of my day. So much time. And Chat GPT literally makes an email for me in 30 seconds."
Harnessing the Power of Chat GPT
To harness the power of Chat GPT effectively, sales professionals must understand how to use it to their advantage. By providing clear instructions and desired outcomes, Chat GPT can generate personalized and compelling email responses in a matter of seconds. Tianna Mick explains the process: "I copy the email, I say, 'Reply as Tianna Mick, car sales professional at ABC Motors, letting the customer know, along with our value package proposition, that we would like to schedule an appointment with him as soon as possible and entice him to want to watch this new video I just made for him.' I put that in with the copied email, and it literally, in 30 seconds, maybe less, gives me a complete email saying, 'Hey, La Williams, thank you so much for your choice to decide to shop with us at ABC Motors. Look at this personalized video, and then it'll say, insert video here.'"
The Future Outlook: Combining Old School and AI
As the automotive industry continues to evolve, the successful sales professional of the future will be one who combines the power of old-school selling techniques with the efficiency and effectiveness of AI tools like Chat GPT. By prospecting in the community, engaging with potential customers on a personal level, and leveraging the power of handwritten letters, sales professionals can create meaningful connections and stand out from the competition. Additionally, by harnessing the capabilities of AI tools like Chat GPT, sales professionals can streamline their workflow and enhance their communication with customers.
Conclusion
In the fast-paced world of automotive sales, it's crucial to strike a balance between old-school selling techniques and cutting-edge AI tools. By embracing community engagement, leveraging the power of handwritten letters, and harnessing the capabilities of AI tools like Chat GPT, sales professionals can maximize their success and increase their income. The future of automotive sales lies in the integration of these two worlds, where personal connections and technological advancements work hand in hand to create a winning formula. So, go out there, embrace the power of old-school selling, and let AI tools like Chat GPT take your career to new heights.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
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