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welcome thank you for joining us for today'swebinar going proud into allison thirteen personal andprofessional staff those a healthy income my name is elianarats you know and i'll be your money and today and today's weather is being presented by dealer on and for anyone who isn'tfamiliar with taylor on well report writing website development company digitalagency best-known for our search engine

optimization best-in-class customer service and areawarding websites here on this name to the top-ratedwebsite provided by driving sales in two thousand a and de leon customers where winners of this spring and fall two thousand twelve textiledelivered that's a excellence awards include highly coveted overall banner

stealer d so committed speakers absencesand customer service state where the only company industry oscar eat guarantee program to believe that aids guaranteed so if you are websitecompany isn't guaranteed usually well maybe you should check us out deliver on dot com and very clear

census city as our presented today tencc p founder and president f a dealer solutions inc and award-winningtrading company focus on improving sales people signed skills emails and operating processes forseventeen years experience in compass is obliged and valuable auto industry nohouse sexist selling vehicles training in installing d_m_s_ systemsretailing internet leads and managing internet sales division comprise twentyeight dealerships she has a tremendous reputation fordelivering significant success stealers

it's looking for effective processes profitable ideas and a sound direction twenty-firstcentury auto dealer jennifer's expertise are evident in her career asshe is well known for conducting sales training seminars for numerousmanufacturers twenty chris and state associations active writer and blogger she can bereached exchequer a dealer solution now during the presentation if you haveany questions

issues the question feature located onthe corner of your screen submit them at the end of the presentation will askthose questions in central interest and if we are unable to get to your questionlie we're gonna respond by email later today also don't forget a link to download acopy of today's that in our recording it's also going to be email to you latertoday for your reference anti spitzer with friends and colleaguesand guess what are good friends it each illustrations are giving on as the

access to one of their very valuabletraining modules that goes along with today's subject scanty called travel rations now it stays that has really canbe focused on helping you reach your goals for the new year but just training module really is perfect for salespeople bcgrepresentatives to keep motivated

everyday and don't worry also gonna send you thelatest in my file that email later today with of course the lead to spacerecording so nowhere east texas down pay attention also at the conclusion thatstates that i can receive a short survey please fill it out always need great feedback from our audience andstay working abandon the selection winners from all the completed surveysalso been some google prices let's get started let's learn about

gallon trial in two thousand thirteenpersonal and professional strategies killed healthy income jennifer suzukihow are you today i'm doing great and too much all right well let get in tibet so we're planning for twothousand thirteen yourself performance all depends on how you planto head and the good news is that it late november in uganda oman before we start the newyear ancel knowing that

i want to give you some strategies todayto help you have to plan ahead and i'll be frank with you when istarted selling cars which was eighteen ninety four along i wasn't ever given the proper traininglike most people you can sell today when they get thrown into three while the family cards and i really really really wish that i had amanager that would have at least give me some direction on how to succeed in thecar business and it's a little training who was a little know-how

holy jeff shown me marking and today and want to be able to aren'tsure if you something that i've learned along the way uh... idu training on regular basis withsales people and i will tell you about there are strategy is that i see top performers employment ona consistent and regular basis know what happened former ceo and

if you don't have the opportunity towork with other sales people that are top performers i want to be able toshare some of this information with you uh... now i will be well frank wikioeven with that sales people that i worked like it's avery challenging position to sell cars to work in a dealership you're always getting called the milliondifferent involved it's very difficult to always focus onyourself that you are the most important thing there renew most important part of your day

man probably and most important people your family and knowing all of those key points maternity something really important forthis next year for you know i'm thinking about that feel good tosixty feels good to do better everything online if you keep doing the same thing routinely every single month andexpecting different results you will you will make the market being thatmissing person

trying to help you stay away from that i'm gonna help me out um... map out twenty carving nancy exactly what it takes don't get too overwhelmed by everythingthat i share with you today despite a pen and paper down texarkana implemented in that time as you planned for two thousand thirteen

i want to take away business modeltickets can help you plan ahead something came up to implementeverything straight away if you little piece of that time adhereto u_s_ matter fact i like to use my cell phone it is great basically my to-do list it'smy one-stop her everything board in my life unsettled maybe today you sent us the tasks of something thatyou do you take away from at today's session

and they say exactly how to save itcannot happen wasting your workday uh... based on time management skills and that's one of the areas that verydifficult to accept settling in arkansas card and follow upon on that we've been taking coming causing tickets out of control will quit we'll show you exactly how to holdyourself accountable and had a developing only today will have sometime procurement at theend belfry still stopping along the wayasking questions

let's get into this for expanded anthony hecht five qwi point and when ifirst went to both setting orbiting the times that the time management will getinto cincy iran affect of organization as well as in training tools and yoursocial image your goal setting isn't probably themost important thing that you start your day off recognize is that you have something on paper now

or something let me be clear is not just and dream in your mind at the thought it's it's something that you're hopingthat will happen when you put things on paper it becomesalot about mark russell something that's a little bit more we'lland this is one of the biggest mistakes that people making their professionallives as they don't map out their goals on paper amid efforts to tell you at the topleaders that i know

they not only map it out on paper butthey carry around with them every day you can't easily plug this in your phone and you have something to look ateveryday if you're going pro for two thousand thirteen you're gonna pick up afew more deals and he did last year month over a month you gotta start byputting all the people in and out some super simple but it's one of the hardest things toexecute put it on paper what you're trying tokeep and make sure that when you put thoselaws on paper

submitted to the man behind day-in day-out month by month makeshift realistic unachievable sohonesty and at that point this out here if uclockwise appear pretty consistent silent while part of the twenty ninepeople because that's not realisticunapproachable yesterday conceivable long-term rightnow we're just trying to move a meal a little bit at a time when you try togo win all nl jess

gung ho on behavior twenty cars a yearonly used to doing twelve you you hurt and it hurts to fail and especiallyrepeating the failure on sum of money uh... just point out that it's importantto be realistic achievable yourself up i've every month now is realistic and achievable fifteen andthen start planning your seventeen twenty outline very specific goals and let megive you some examples here today but i

want to outlawed outlined very specificboth of you can sell twenty cars that's three specific if you're trying to sell twenty fivecars that specific cell began on back maybe your specific golf using income maybe you are trying to you make seventy thousand dollars acting commissions this year

whatever your number eight and i don't mean just bonuses that commission put on paper han next yasir macon weakened to a timeframe to completion so when you say you're going to take action

and you're going to implements an activity that's going to help you getto that main goal you have to associate ranking thecompletion how to get things done never worked with the leaderand you point out something maybe that could be better a discrepancy may be in something thatyou're looking at maybe a reporter invoices something and they can pick upon a make while whoever needs to handle

it and they get it done right that barrysecond that's what i'm talking about picking up the phone and taking actionit's picking up here action plan in doing something about it so when you commit to a timeframe andyou actually things are going to happen for you know create some goals forty two main goalsso he two main kal you've gotta have instruction on what you're going to dothat

i wish somebody would have explainedthis to me back in a day because right and i could have progressed a lot fasterone plan might i could've seen where the opportunities for myself existed on land could become better if you have seven goals and when he made that infect india china south twenty cars all andcan you do fifteen right now jarvis is something have to change in yourschedule to get from fifteen to twenty

candy operating under the same condition every single day something's gottachange so it could be an easy as i'm going to put twenty questions infront of me so i never hesitate on the phone call i'm gonna have those twenty questionsdone in seven days that's what i'm talking about this is visit teaching yourself

to create activities with timeframe for completion and subcategories tickets you got me a call and don't forget your friends and family he tell people becomes a lot more realas a matter of fact i need to be celebrated tell people about my goldwhere because i was afraid i wouldn't even let it look like a loser well i would tell you that

it's okay to look like a loser becausethen it's really gonna fuel your fire at you fail at something it's ok you now youjust one step closer to success as i always tell myself and you will telling your friends and family helpedhold you accountable and you say it out loud allow more it's another example maturing can'tindoctrinated impl are atlanta carrying

around let me show you an example and talkabout your particular thirty when you step circles uh... and they use an example here about two hundred forty year both which would be weeks here at twenty fivea month ago looking for and and seventy thousand i think next idid talk about bonuses of salaries disconnection if i start my samples that i did see themingle i think about the metric system a

tropical climate some progress withintwo weeks from today as a rectangular completion these are just examples youcan have your aunts uncles automatic system will help you basil ec yourperformance the second point at which he reckonsthat every time you sell a car t schedule to contact every sixty daysafter each vehicle style and at that time frame in january forself add every sixty days after you sell a vehicle made contact with

well asap with your customer s right so youmight say great content sixty days from now thatwasn't gonna get carts a schedule the activity for them to get a hand-writtencard from your email here's the next sixty days might be the key senate basedmessage your neck sixteen days might be someattacks message intact sixty days might be an actual phone call annex sixty daysgiving them the email it you can flattened clinton

more achievement here they're gonna happen you got it in fact for people on the fifteenth of every month and thenchecked the sierra prospects and i'm happy to follow up and complete thenecessary tax this is an area that i see was skeptical japanese balkan rethinking the are a lot for prospects in your system they justsomehow popular cracks maybe you are

continually or not working fast efficiently on the fort point here i write attacking the completionunethical every month cross-checked might see erin active filed by theelijah please fiftieth i'm following north-southaffect cell question you have still follow processintact something that you elite what it is

people if you don't make contact with and making sure that following now byluck is probably one of the biggest problems i seen the directions baking area of opportunity you wannastop you want cars month over more month in year over year while a lot more test pilot more just follow up their customers liar on the birth of every month and a planmy monthly goals request putting on

paper is getting helped launch i think that someone here and doing something to help mentallystimulating yourself to get to the next level itself not to let you know it'sgreat it's obviously getting it well fifteen carta de vere number if youdidn't know a little bit more to get a little bit farther so let me tell whether not ideal aroundtoday

is putting you in the mindset to adjust obtain more information to get to thenext level even if it's just one piece of information you get from reading the newsletter or reading aid book or even com out monthly publicationwhatever the case is uh... take action really focus on yourself this next yearit getting better at your craft

this is a career uh... if you're looking to do thislong-term this is definitely an activity that most perfect also employed time and time time management becomes one of the moston difficult taxed acute dealership and i know thisbecause i worked in the elections over seventeen even as a sales person i find it verydifficult

to manage my time that's why it is important to write downyour goals every day and have a list of things to do have a list of tax that you want tocheck off and even mentally checking off tasks throughoutthe day sends a message that you're succeeding and it's a great mindset v if you don't have the time managementthing down right now that's ok because most peopledot you'll just be that match further

ahead the more you get a grip on this realize but there's a lot of activities that youcan take anti-crime during the day to help you preserve up to a towel and a half of your day some will also work by edges outlined afew things and music and it just kind of mentally dead in his own putting some either schedule a business plan foryourself for two thousand thirteen

known how do you think that points thati am outlining here but the most important things to takeaway today is that you going take action with your career and put it on paper and one work by it you know has spread sheet in front ofyou every month table look at the track all your salesnot only justice temperature appointments

it's a very i think the positive activity or professional as a matter of fact iwould all leaders in sales know exactly where they stand everyday every hour without their weeds they know exactly how many believe theyhave internet incoming calls

work for us uh... you know that there would be asales ratios are you know exactly what their appointment ratios are there'd bethat ratio all of these should be on the spreadsheet and something that you everyday see whenyou are consent to go walking trail at everywhere eight-thirtyi'm sure you've heard this before batino most people don't do this

you'll have to know them until you haveto know what you can sell today usually try to do three more deals this year and started this month and every month for two thousand thirteen you've got another june twentieth isnapping more rediculous then trying to sell and not even know the argument for it knowing what you have

every morning knowing how many he hassome honda how many students are on the ground have a significant again and so that's one out last night the on top of your day bonaparte third twentieth year izzy got make atleast fifty phone calls a day weapon sales people every single day if you don't like at the pump up everyday you can't do twenty clients in a very difficult to move forward

fifty phone call sounds like a lot butyou know it's really not because you'll be lucky to get by it about fifty phone calls that means we're actually talking tosomebody so if you look at it you know you've got to get five of the seven people on the phone meanwhile you'll be able to factory tofour point

and if you step three to four point leadyou to get to the committee shall and if you get to the committee shallhave a meeting at the back maybe one wanted one-and-a-half two-and-a-half that's what it can take the kind of members that you're lookingfor for this next year and my son to a simple life saying itput it on paper stare at look at it academic fifty phone call to get by theseven people on the phone toget one-and-a-half to two and a halfto show up at like that

that make it the phone clones calls aday if you think that spreadsheet me trackappointments now and they're going to be able to see where you might be an what you might need to focus on selectexample if your second point like crazy u_s_s_ that those fifty phone calls you five people on the phone he set three appointments and thennobody showed up where do you think we're dropping thebomb

something between right numbers of antennas for evidence side of focus on throughout the weekthroughout the year you wanted that your car skit we owe it to yourself look at your numbers can look at themeveryday follow-up phone call dot i can't tell you how many times i walk in dealerships andsales people me take incoming calls and there'snothing in front of them adjusted at the

farm because it's raining you obviously understanding your successhe would be on this call today do you have a hong kong got in front ofyou oftentimes it's easy to follow up track it's often k it's easy to let the conversations is kind of goastray easy to build report from times of people me forget that we need to senda point if you have a phone call guide infront will help you see on points and havingoutgoing and incoming call if you are

going to be treated and came back aprofessional i mean the efforts to share with you you've got a act like it you at the polls right now yet from combat unfriendly you can take this seriously everything all the time that phone ringssomebody paid for that connected by a macbeth i was going to going to do it ifi can sell anti carving my place to just take incoming calls becausethose are the bread-and-butter

in anatomy caprice salad to equal alongthat close an incoming call i'd better be preparedi'd know this i'm taking incoming calls and now that can convert to remind you of the month i'd justhaving a better game plan at those for those calls that i mean okay service advisors parts cameramen awesomepeople bbm fastweb and the dealership i mean really they deal with people that are

making an investment in their vehicle maybe oftentimes up for investment thatmaybe they need to get out of she can get into a new car if a p make friends of these guys earnings ofpeople that can from your review one he wouldn't drop your own business herewe go out sitting here right here use of the people you've got to be really good friend moonhelp each other out go back there make friends

see what you can do to help them will next thing you know that anyone intokyo he got the upper towards this not tellyou if people don't show up to be dealershipbefore it even opens and hang out in this area after your three deals are that's way out i can assure you that you will convert some in the service traffic deaths byhanging out in their area they'll have no other choice but to be

calling you up because of the militantsalespeople to talk to you service people are here they will help you out as long as theyknow who you are referencia another key area hysteria i have to stay day i think it's like but i called thepersonal assistant because personal assistant

uh... again tell me what you know it'sbecoming one of them a good job going to tell you what i think you know accidenttell me when i have an appointment preference and and timeline aligning ontrial leslie just years four i want to give you some key points herefor two thousand thirty on how to use it for an effectively now again and really i really wish thatwhen i got into c_r_ and that somebody had showed me

multiple times 'cause they showed me onetime but i think that the first time and you can be shattered mo sanity oranything like me you interview you may not be using sierra effectively a couple of things to keep in mind suzanne more than a few uh... sales people in my time true

eighty would love nothing more than ifthis year and spend a night they don't want it to go in and update everything into allthat staff so we should probably have a wedding on powell house yes people canlearn to love this year and i don't think you realize how much really friendc_r_ and critiques totally agree in a those here andprograms all the different companies they carried climb company the companyproduct the product there are they all come down challenges even a perfectsolution but they work

and their mentioned anything helped youfeel organized queue up you'll maintain those relationships ofprospects and customers if you become a pro at it better thanany trainer out there and picture you if you could pick up a few more deals it it's it you can get really really goodat that reach out to your sierra company in askthem to give you a personal demo on lightened if it becomes salespersonprospective talk to some in your

organization has sold a car so they can walk you through a from from prospect to the customer that's agood idea okay exciting yet right at the end he felt dets the daily catholic its nicknamedifferently in every serin and whether daily cap indonesian daily tax less

you get daily catholic advices appointquick strategy poignant pointing and clicking throughout all theleaving turning what you're going to do next yeah sure decades furniture ignorant inexplicably that the federal actioncell if you make a phone call to a customerthat right and you don't get a marathon and you know you got a call on thatlater today then you've got to schedule the next action you've got to tellyourself to make that phone call later

today if you think and i don't remember ain't gonna happen and that's what happens is that peoplefall through the cracks because mixing i saw one o'clock in the next three fivefive hours when and echoing empty is add notes for yourstudio well you schedule the next action okaythat's sure to get basically rate uh... tell yourself what you're going tobe doing that we don't have to go through willthe whole profile all of the history this process todetermine what happened in the past

well yourself like to get like forexample shipping to me today and i call them and i think it among the bond andschedule in another act and schedule another phone call the call later todayand then invite myself a little note i might to do that says second attached first dailies that way i know exactly what this phone call isfull i'm making a second phone call my status is

nation are on your recent always be n newly or first response visited mostpopular one thinks the regular if you can change ur status as a p_c_r_and company allows you to title your own status says i suggest that you triedeleven based on your follow-up guidelines because you want to look at your me lessand know exactly where you stand with all of your prospects user status is initiated after all thislooks like you're in a second discipline and a better perspective anddon't forget

copy and paste comments their commentsfrom the customer whether it's on it's sad or if they do now leaving they say what the condition of the city of causesa one-time owner do you have service record and as youcall what the tire tread wear whatever customer types out we can generally say that this is going to bean a selling point at this is a hot button that issomething that bet really is important to them

so i would suggest is a copy and pastethe comment out of the lead and put any in-and-out so that way in year history of disbelief you can see what was always important to this prospect point click do not rely on an auto sales process don't just send prompted in our complex that come upfrom your auto sales process

and don't skip follow-up he's a big things here this is exactly where you can pick up acouple deals every single month you've just gotta make sure that you areaware of what these things congenial when you send out too many automaticemails out there and you can unsubscribesemi-public unsubscribe resume their cellmark bangkok they discovered thegraph what has been out there

done quite a bit relying on how to write auto salesprocess but i mean by that is if your dealership is set up a sales process foryou based on status is and you're being prompted for nextactions often times if you just rely on whatthey tell you that you could be hurting yourself and you can lose deals econ atcustomer could be easily sting marion chellam flyer and they're still getting email saying we haven't heard from youknow

because it's all based on a sadistic status that changed uh... properly then you know this schedule folks keepgoing out or you're not paying attention you keep sending them out and often times when you send email templates and set up as part ofyour auto sales process sometimes the meta tags are even they're not working properly so there might be

uh... here make and model codes set upin the email template but at the customer didn't put in and year or make our motto is gonna come outblank you're gonna blow your cover and you're gonna look like just anothersalesperson sending out another stand now be careful uh... not sticker file at the end this is what i hear so i'm going to beelections and look at the process here

and i'll start with the process to make sure that you get your processtogether you got your daily task list again comein and artech atmosphere and and starting tosee what i got scheduled for today amita contacting prospects new prospectsare responding back to emails in any event and then you looking tocopy and paste the comments i'm putting those n onion notes so that when they come up in history and all of these he

aspect here then running through are soimportant to being a professional regular citizenssaving u_n_ hour and a half your time he just using the sierra affect them efficiently make sure that your loving the phonecall from sending you email me login notes from a phone call your lab notes from into situationswhere maybe they responded back to you know and updating the sats coursesscheduling the next if you follow this process

you'll be using utilizing this year anda lot more effectively the most important thing that you seehere is that you work on the daily catholicsstart mintak here daily task with is going to help youpick up a few more deals everything birth is the point and click strategy making sure that you have a goodinformation in this year and to help would be more confession throughout theday even the copy-pasting comments we'll see a lot of time in the long run

logging the phone calls not just lovingupon partisan note you know what track the performance effectively down the road you gonnawanna g_m_ good information and system let me show you what i'm looking at howmany is that it was one thing i am member i said when your schedule your tedious and wereplanning for two thousand thirteen display appointees ke areas out herebecause these are the areas that i think the most popular areas where where uh... it's there's a breakdown

in the dealerships was salespeople so easy-going notes here and the titlefollow-up yesterday's email call back she opened the email follow-up emailfrom eighteen follow up on call set appointment time two phone calls email so far follow-up user just little notes to give yourselfclues as to what to do next right now i'm working for me to do sixty less uh... for this tel fax next thing that you can see

i hear isd we talked about walking the phone callblocking the not so this is a customer record in the sierra this is the history thatyou see down here and you're starting to see what was what was changed uh... of what was sent if there was a status changed

there wasn't enough time phone call lots wasn't outgoing phonecall you know from abhorrent what your you're seeing in email broadcast thesethings that going between your mouth can often be detrimental to you and blowyour cover your personalized cover c_p_r_ decide to the customer wewouldn't want to keep sending out last emails of particularlyin this case about prices pedophile uh... right

so what you can see i think a lot ofgood notes here uh... every time you spoke to thecustomer or didn't left a voice now uh... we just spoke about it when youknow that that's where email that was sent might affect phone call all ofthese little areas here make a big differencein your outcome remember we talked about sending toomany automated mouth look how many and how close ranging dates here in time created unsubscribe

thanks a lot that kind of embarrassing and that howling i really good twitter represented dealerships brandname in vain lexus one two three five five and nine days i don't know cus i have a don thatregistered normal to send sixteen else out lasts

in ninety four in the problem is that that is thatyou're gonna get a lot of and subscribers right in the question these are people that are buying carsbecause i want to be span to death is a unique unsubscribing then thesalesperson don't follow up anymore which is understandable that's why theyhad on society going to contact again cementing background if you take all these on a maybe notoften you just file your own aggressive follow-up structure where you're usingpersonalized emails

i want that plight of the customer then you're gonna get a lot more than aresponse back grasping it with some appointments attachment delightful so palatable eight days time any time in a mess statistics and oblique well everyday life threatening and iwould say that everybody difference about that i would say that the less

sixteen thousand i gave special events i don't recommend it okay exciting hello excessive can't fit definitely probably send thewrong the rundown method you know when i talked about loggingdetailed notes in this area again and i hope he gets you betterresults for two thousand thirteen but i i really wanna make sure that

on you're using the serum effectivelybecause this is where the deals are city you may not know what right now you might be thinking you're using ittotally effectively even just like a lil three things that you see here like forexample i think a look at the snow it's an appointment at least that withinthe conversation that went down successfully made went between salesperson prospect fell right away appointment in capitalletters month a black women at each you can read through here

we would like you mentioned packagehere's karen let me just point out when you speak to a customer on thephone and providing me with a detailed notes here you would include things like older carsfor uh... you would include things like nothaving to writing now you would want include maja combatantsyou would include the deal breakers even when it concludes uh... even pappas make folklore it they've ever been to your dealershipit's important to have questions ready

to act because you wanna have lobbed very very detailed notes here so you know like i mentioned here i i ialways right that kind of questions downtime alwaysprepared to test extract extract extract from the customer i want to build arelationship that i want some of that car when it comes down here in atlantaexactly how in some of the car i wanna know what is on attendee

involved in selling him this car like he likes that black women that it's incapital letters that will be that black women at avenue all over the fact that markets black nanette alan j right now haha now that and the family and feeling likeentertainment package so knowing that apopka hotpot mike i know that's when heshows up with a plan that kind of a delay

look at this claudia attache adinfinitum package works he attended an elaborate has gone on a trip and i shareabout simon spend that or or k_ honest option but i that i want to show utilityvehicle at that promised now i'm just going through my notes right now right i mean it you don't have strongnoting here incorporated your demo antonio in the negotiations might know abit more uh... difficult

people love you to find out what do youknow they think you're paying attention you regurgitate information you acquiredon the phone during demo you are professional but i'm trying to govern thirteen out a little bit more detail to our presentations a little bit moredetailed made at the scene around here he bought a rap or apples dealershiplast month her sister i mean so if we ask even if you wouldsupport that's how i got that information

uh... you know what are you driving outwith germany sunquest ely trade mad and yeah i'm gonna meet ready if you needright now to his appointment no looks like he's going to bring it back so all of this is documented in very good information here which isgreat for managers to see as well who the card for for a family uh... and look at that the reason why hewants a new car continues affects a couple of thingsleft to get out of it because it's going to start meaningless service where

this is a great this is not very goodinformation here to download let me certainly was the aramark factory again its garbage in garbage out you'regoing to be able to really really perform a lot more effectively uh... but none of us fast as i said wehave a happy change those facets dot t_ o_ b_ and status at representsthe act the actuals present situation with the customer nowlook at this point i'm looking at all these leads here use of the page fourweeks

all in fur store shots just about we've got two appointments and metacrawford but look at that first asides really have a alan firstresponse because then idon't think that done they should be this is actually going a couple pages into all of theseleads uh... and actually

a month because you can see that lead wascreated a eight sixteen on the top in the last action was nine twenty so thisis a man told me that still in first response role i don't think so we should be a mic uh... thirty-day phone call email status or are we should be in a fourteen daythat was fine status or a seven-week nullified status oractively working

status that you spoke to them create better fastest so that we can ata glance look at this page and say i know what we want to know what's hot right now the status is in this examplenot being used effectively and next thing that we talked about uh... is looking at some key aspect that you can incorporatethis next year to hold yourself accountable usa always really look at yourself hisyour own boss around manager and it's

important to expect ansari inspected to expect if you can start to listens recordedphone calls this would be a good step this next yearhimself double checking that you are totally effective now there's nothing more miserable thanlistening to your phone calls home tonight i can use them i think myself however

asst set if you are going to be the up in aprofessional and you're trying to increased your number and know thatneedle you have to listen to your alan bungalowlessons yourself to see where the opportunity of death but who proved out it's a scary activity don't worry you penny

if you think you should just listen aunt sports it's like a couple every what i want to get if you've got a chord of calling and software endured the election and you know that it's possible that thecall that you just got off uted incoming call it's possible it's been reported i wouldgo into the system and i look back all

right away and lisa my vacation time so that we could come back to the systemthat you can do it just now i would immediately at my first available go back andcertainly i think my contact and listen to it even maybe in the quietness andquiet time in the day you know maybe a late lunch that if you have your phone callprocessing from india then you have something to cross check inside andeffective unexpected

and effectiveness area i could do betterin this area you get a phone call guide in front ofyou you gonna do that are you going to mark that down hangin out how do you know if you'reback fact if you don't have numbers being tracked uh... and more importantly they're not listening to that call igotta tell you day for the game changer for mepersonally i wasn't always a great salespersonaround but i think pretty damn good now

and one of the ways that i got to thispoint personally is and i listened to my class and it was and i'd papa cases sound likea really high pitch bird i hope that you don't think i sound like that now docile i worked on that anna and it didn't takeme long because i thought you had never call that bird back you're listening to yourself i've usedsoftware like uh... audacity identity dot com is freesoftware down but it's my laptop i

brought my laptop in elected that theydidn't have recorded calls uh... i disappointed myself on the phonealthough i couldn't hear the other caller it was something that i can use as a tool to help my performance and a wid continued to do this throughout mycareer as a matter of fact i still do it because they don't always think thatthere isn't room for improvement one of the batter listen to yourself and regis acting i mean really i gottatell you sometimes as medicare do not

work often times are subject lines aremissing many cases grammar and spelling are opic chain offhand not personal i hear you you know hit the ground butreality as it would and knowing and its not professional you have to read

and something that and you might be how they feel atrialbut i think that you requested spot check if they are and this is all of youbetter keep two points by clicking here and has been a reallyhelp you i think ok i got to me leave i don't have enoughleaves among i'm on the bottom need to pick upthe slack you need me to come in and day out or making it work from home unita putting up a couple extra hours toget out of the red

and the red would mean overdue tasks after the stock ticker c_n_n_ sometimein time you'll see anything that two-week checkpoint painting thirty-daytechnically how you came to send a check point aliceprospector non responders this is that poor people that tend to fall through the cracks and really do fall through the cracks ina warm up the heat up again ready to buy the seminar only about two we didn'thave resurrected your dealership in your

colleague in union south great effect on the market to buy a carbut if he does state in there in the past two weeks of this kind ofreligiously piling up with a good start go ahead he might even come right back to youabout that and i will need that i mean if there is something else it yet big huge best if you just talked aboutbekasi every week i am sending out emails to my databaselet people know that these great weather artistically to

a lot of responders and i'm surprised that there are a largemajority of audit responders from dealerships look very very different from some otherones that i get from other retailers c so i h this is a little bit you might want tocheck on your honor responders and just make sure it there that hot most helpful things that they couldbe instead of just one flat line saying

i'll be in the office again tomorrowmorning at nine a_m_ but i have a prettier has more information on their mediayourself a number are uh... you know nice logo aresomething like that i'm sick will you know the point is i think whatyou're saying it's you know making something different and everybody elseand i'm talking about yes he did mystery shopping your yourcompetitors all helped you and understand where you stand amongst thepoor

out auto responders first favors email responses if you think that going back to start taking you see aradically new year to your checking here to see if your appointment to file aprocess of checking to make sure you got peter both scheduled a new orleans so if you would ideal as i go in and i go fourteen days and i look at the fourteen-day albeit ijust pull up a couple and i look to see

if there's feature file attached i'd love to see what the follow-uphistory was at one point or at that bob the cracks and they havethat's okay he put in my back in cuba scheduling next action i want to make sure that the status isthere applica ble and i also want to see if we die you know a combination of emails andphone calls going up so stop taking yourself

he's just in time you know it's making sure that you aren't stopping what you expect now yourself ended in a totallyswitching gears right again uh... fifty point that i wanted to coverwith you today and liking yourself right now i tell mygosh this is a lot of information summer that i know some of it and doing needed to get better at this area icould do a lot better in that area

that something totally new that ihaven't tried all of these key keep things are greatproducts year thoughts to you identify a weakness or an opportunity but if that is something that all right your reputation here is on the line it equates to your success

and it's not just about doing you know that goal setting utilizing the c_r_ am seminar emailshave the final process being prepared on the phone call allthose things are all important elements that your image online silicon also help you became morebusiness you just gotta take a few anything totake it one step at a time is social identity

will become and very important aspect in your future it's already becoming very important aspect to a dealership as a matter of fact i always tell peopleif you're not on base but you don't exist okay a couple of people they wouldn'ttwo-digit somebody up by something someone to fight it

so i know it's becoming more and moreprevalent for people friday you know higher realization or or dobusiness with up email a car sales person you even google you speak to yourturbine i mean idea information is right there in front ofme and i can now go i'm talking to somebody calls me i don't know they areand already let meknow online i deleted from a dealership and i'm doing researchon them

and i'm looking to see her each personhas maybe i can go look at their face that i will go and look and see iftestimonials a look and feel we know what kind of dealership ets uh... yeah because information out therewhy would you customers are going to do i'm not dating but a long time ago when i was i mean it i think a lot of paul background checks i had a girlfriend hired hand

service second people well right my once you because you knowthese things are important people informations excess funds why don't youknow i a reality today okay so let's move into this year uky dot all of these things now toreally press your career right can you really paying attention to detail yourlife on the bala all your emails that yousend out customizing your personal i_d_ each and every one of them you are blocking all of your phone call

taking detailed notes i mean you wouldjust like really upping your game you're like right i'd i guess in thenext level this is the next level some till august if you doubt that youdon't have one through four points already implemented this is your this is down to the next level i'm superx you're looking at all these differentweb sites near lake right how to access it myself what allof these in a very positive way

uh... weekend of the great startingpoint uh... unless he sent from my q_-twentydealerships that probably would be the right to offer you know but if you're new to the industry uh... you have a solid reputation you have a good background doesn't make it look like a fine man lincoln might be something that when he isn't your benefit

linkedin i think that that's great it totally right frankly if you sound brands like contact we hada uh... de beers d all of those customersare on linkedin uh... most likely eleven you know i aprofessional people uh... date look at me at linkedin as any reputablewebsites so

knowing that your customer might that might be your connection it'simportant to build your identity here now lincoln is just one of many you to that is a great way to showcase your talents expertise know what you have a good at matter factaddthis yukio uh... to exclaimed services like for example on

if you have light blue chip uh...engineer in your vehicles or you have navigation your vehicles are you have i think that a very difficult for someconsumers two years i live in florida probably double called for a lot of theclarity and found here to use lucia if u mill florida and you know i'm talking about match but now there's a lot of grandma andgrandpa down here and i will say that

you could spend over our delivering yourvehicle explaining the blue chips two other people so if it's a great way toshowcase your expertise on it puts you in a light said abnexpert and not just may be showing them how to use bleacher but some people even system aspect of the vehicle that would be beneficial to somebody knowing we're doing walk around or

i'm even using you to induce yourselfwhat would you bring to the table i'd come out getting cries ready forcustomer being prepared in advance i'd like to make sure that customers ontaking for granted so when you have a one under one minutevideo telling people exactly what to do it bring the table not something thatyou can send out here appointments or even tax them i mean i'd miami videos all the time forcustomers on my found easy it's right there and i can just texted and most people haven't quite found

again it's just another aspect to get tothe next level in cities one expert you are still using using channels like twitter and facebook they're great of course you need to separate your business from yourpersonal life uh... actually yes have different uh... uh... what he called it

divine accounts just so i have you knowi worked one and i have a personal and so i have to get my lines and are notbeing merged together because it's so important that on your customers don't necessarily knoweverything about you know that your customers can see everything that makes you a professional so i would highly encourage that you'llget in that get in the game here but more importantly that you're postingpictures with your customers who sell the akom and that your tagging thatcustomer in those pictures

so that we make an intimate posting onthere american newsfeed and that there friends can see how often you aren't and that they can forward these pictureson and that stores in saves on theiraccounts to know i would be twittering you're lettingpeople know who came into my car today andy setting up friends about your customersat are also in case the pink sweater

that took place at information that'sjust about you know the cars or or who bought a car today personal information that againshowcases you as an expert maybe text on uh... on different vehicles aredifferent uh... features that were added to it women throughout the year on things that people are interested inknowing about like how to use the bully to or

and habit use navigation of the rearbackup camera informative that really showcase your identity quite valid on google reveals all of these sites aredealer radar very important for making sure that your customers leadingfeedback about you know you have to have a process to get people to leave feedback about me uh... putting

making sure that you know how axial post information and sent to post recommendations is very important that you might have towalk me through that knowing that you have all of the chanceyou've got newt uh... this can showcase and introduction yield of products andservices that you are correct using linkedin anzio even invite your prospects and connectwith you know this will also help you can't build you a thorough based on theroad

uh... you've got red herrings he spoke base but they don't have to only be toopersonal but you can get tips in facts not your expertise texan facts about your brand consumer reviews the accordion style ofpictures people like that can still sell you know think about putting nattatira yourself customers armored vehicles if you happen to get something meal andthat is just dropping you know it's a greattime to build some momentum on base

uh... and questia twenty years for thesame things i like to use like fun facts inventorinteresting for people to come back to you and read when you can do somethingdifferent but destroyed it get involved remember your social reputation anidentity is oftentimes the truth for people don't know you know that this is the first impression

so make sure it's really strong and make sure that those people areleaving reviews about u in google so that way you are popping up in thosegoogle searches oftentimes weaponry doesn't determinewho the ask for recall a dealership if you wanna start in on a blog where you're writing articles aboutproducts that you something about others different features step on your products about them

testimonials our coupons or maybe putabout the service and get them to give you a special coupon or maybe you'redoing giftcards whatever the case as having some kind ofa newsletter you're sending out here so customers keeps your name front-and-center you getting people to support you and your business and people will as long as you know

show them a reason why they should let me know so another winter a lot of things heretoday you probably have some questions for me so lets you this time for you it's youknow absence requested i think i'm i think about those to put up a few different sites here ireally want you to break down and if you're not a part of thesewebsites he should definitely get

involved that i love these website that come upand all the time because i was sales professional on that started off by tina nearlytwenty years ago and never had anything like this and never has selects a community uh... other people trying to compressthe same thing that i was trying accomplice selling cars being number one if i don't have it

this community other sales professionals i could havebounced ideas off of that i could have collected their ideas that could havecreated all these uh... different ways to do thingsinstead of just one way that one person told me howto do it and them anyway i wanna share with you todaythings that i picked up along the way idea still at a very successful salespeople out there

i will say that their uh... a lot of people that ourhappy being despina doing their ten twelve cars every mile and when i i said you today sincestrategies on top performers and that just to recap up quick he got to get organized for two thousandthirty spreadsheets outdated goals on make sure he got his timeframe forcompletion next year goals michigan map out your sales processes he should havesales practices for

prospects people that quoted people that five people locked appointments that fact ones that didn'tsell you've got a hold yourself accountable and the only way than ever to do thatedcio make sure you know your processor and then tracks check to make sure thatyour spelling etc map out your fear and processes make sure that you have uh... guidelines intact that you'refollowing

you know the copy and paste the comment add new notesthat governments action work on the delete athletic make sure that you are using yet enough time quinceanera grammatically correct you have subject lines in putting themap and that you're focusing on inputtingyour on those those hot buttons deal-breaker to the court for

but it may contain use in a car or what have you done your break now and as a town of different things thatyou're going to want including remember your always always always inspect whatto expect from yourself with food cost etc enough optic c_o_n_ remember focusing on your social and kennedy andyour reputation is next is the next level

democratic questions you have st has here is the only thing i know youhave a hard hard time out there so it's uh... but i will saycould see a report that safety auto industry is going to be on a huge us make eighty thousand thirteen someall the things the tennessee keeps just access now are going to be critical to making surethat you get your piece that high is coming next year salo i wanna set up fordiscussion found

he voted when talking about automatingemails aren't your socks on sending outdealership monthly newsletters now question tessick after newsletters greatidea so once a month great-great great idea on everyone think notsalespeople can take it to the next level into their own for their owncustomer oh tonight tuesday let's just say your saying newsletter from sheets salesperson br

that's cruel i've never really thoughtabout that and you can use blogger dot com to dothat that's a good idea includes like selectivity assets likethat yes definitely people a video breaking intoa panic actually because i remember up i had just gotten a new car and i got itin the winter it's not new anymore but athletic like but when i got i got it inthe venture and

guide who sold it to me like elite after i took the car home uh... at short videos i like forty fiveseconds it's out so it's not enough that i wanted to see what the heck she sentme but it was a video on how to time on my car for for daylight savings crises i might have about you know whento rise in my heart very very buff i doubt that he sent usbecause i didn't even think to ask those questions

when i first on the car they've read and what about car folks you know admit yet another great websitethat uh... k shipment online not that actually right in thinking these three thank you get jesse really true

automotive networking sites affect if u arerecruited empty stephanie's events and concert really really fantastic thatcheck good luck on the newsletter may thanksso much for manning s dot gay people ever our folks and and uh... next esp since its release she says what does your recommended is we have several makes she had a state

is the page for each manufac or just one all-inclusive x ruled that the good work hard-pressed to say that also status uh... and if you will think i'm not aexpect that adventure only give you my opinion andanne i enough rambling fifty fifty in myopinion on this one uh... agee

might bring that is this a to do one foreveryone because and unlike someone exact wall that you're promoting aproduct if i was a manufacturer and a new yorkgrouped together i'll be thinking well while you promoting nissan when i'mh_i_v_ star you know on annexing sexo i think that is this a you know it'sbecoming factor back always cannot enact when i dare you allied telesis silicon c_e_o_ every sales person should have reallynice he agrees one hundred percent fitness and admin

agree with that we're not twenty-first century do you want to try it out today i know it can be a little days away byact at a face pic experts disconnect cumingive us a webinar on none other than valentine's day since februaryfourteenth met when a mark that on your calendar i have alexi fan mary herself sitcom and topless allabout face looking how to get more face the love forget elec

the glove so if you want put down a calendar and i hope to seeyou on february fourteenth talks more aboutface that you that's a great press alexi tix so to ever and of course you get afollow-up question secret xd insight allison he said that she says if a prospect is lookingfor a certain car in a certain color out would you recommend we handle that

tends to catch twenty two now yes i've had some pretty bad at car shopping experiences and it'slike a scene and in the car but um... did college dealership after had carte collar i knew what i like that night in acertain time money and white and they said yes absolutely we have it

and i went there holding from indiana you know i justtotally days not believe that says the interest rates it did not goover well with me and i did not line up buying a car cell how house sits empty and all that okay today but that does definitely alot of school of the time and that scenario uh... and i will put alot of everyday life in sync analysts differently

uh... my suggestion aguardo train tolight a customer not what i do have a trained staff people too ask better questions now you're gonna have a couple scenarioshere whether the concerts steadfast on back uh... they want and if you have any don't have it neededto give me information accurately are falsely uh... back

let me let me just back up here and say oftentimes people come in and they'rethinking anyone very specific features nearly eighty percent of the time theywalk out with something different soon no one back it's very important that you establishthe relationship with this person very beget not only having a good social identitywill help you backed that up but having the right questions in ending being prepared to take this was nothaving the recordings were your guiding

the conversation is gonna allowed themto get a chance to know you and to see your personality and to see that yourtrustworthy so that they got stuck behind white might only that they might saythat that opened other different vehicles on that note we'll continue options uh... other vehicles and colors if theydon't trust him makeup on mountain dew on the phone so iwould say uh... aspect of questions uh... sell yourself

build rapport focus on what you bring to the tablebefore you start reviewing in confirming a vehicle toys uh... it's very important on that asked the right questions at the verybeginning this call so like for example instead of guiding them in seo uh... as specific car back asking themyour collar caught choices are equipment features before you ever get antsy confirming thecar color quit making choices

and packages and things i would highlysuggest that you ask them other questions likeany of the carbon in it for you know when you're driving now never given upon the before it hits a honda on you know and and and suspended getting a chance to bill to requireuh... also realize that once again events in the state to stateagain a lot of people change their minds thatthey can change their mind when they feel comfortable with the so when you have mapped out i'd see twentyquestions and that will help you engage

this customer that helps you findconnections and oprah poor may get a chance to know that you are not justanother car salesperson you prepare in advance for all your client visits andthings like that you know then get into the car that if you start confirming the crimeapartment conferences might have the gate typically they're gonna say on one one color choice one very specific car allison i want to know

acted fire named another i different illicit you know as ten said i fell in love with you he was very out front of me and he said that car don't have an excellentcombination who won so come on and has tried this car make sure you likethe car i will get you whatever color

combination that with whatever featuresyou want you let me know and we'll work that idea again test of the car the very next day she had the carcompanies i wanted and i did buy a car for mac and so it's a really good example how about you thought about thatsalesperson uh... anytime has a follow-up questionbefore we get our next guest but i have

found so what would you suggest it does work foron the first email response so on your first email response rememberthat it will have to come to the trucking fleets but we still need to build value in ourthoughts com salinas heavily-armed how short short happening like i'd say now acts eight sentences

would be very careful and the and it canbe very cautious about your wording and your presentation and building require birthday emaildisney it you have to have somehting dates tobuild the plan right that you can at least initiate i'd getting an opportunity to speak with this personor communicate back with this person so building a part of personnel isn't going to

president clinton avenue would achievethat straight away he needed he meets a man in a secondparty you get it left to bill valuing yourself but thiswas the knowledge that clearly like what you are incorporate something that youacquired from that lead to like me to the city that they were located in unevenly provided a day used where you can become the authorizedrepresentative for that carrier on you looking to change the way this personfeels about you so that they have guard

is enough so that they don't think thatyou just another car salesman right be careful about what you put in thatemail and he represent himself you don't be just another salespersoncomplementarity mellon permanent another dealership you want to be uh... more of a customer servicerepresentative uh... to me that specializes in takingcare of this customer and that you wanna make sure that they have a greatcustomer experience naturist possibility so you'll be contacting him again iwould initiate

holly might probably the best in the best the better with the approach that says how can we get this person often on the phone see you can build arelationship accelerated makes great success tends sir thank you so much for that great questions on it when it gets toughquestions

scary incidents right in your appeal hasten sky was no what do you recommend forsoul follow calls and so on so uh... just to clarify you're happyand what it what would be i think that the process for me uh... when you've sold the customer i'm pretty sure that's what he hasexcess keep reading yes and cell i would think that instead

and some of the car right now by duane and by the customer they got acomment back in my office over and opening up myfear and anita allotment prospector employmentthat perfect record entire myvi everything hoping that i learned anacquired during this visit amin freakin whether you can see the color of hissocks now that would be weird event no you can pick up in a very short

you know like doubt that his mother lives in the same that un she makes a veneer which is topunish i and you know whatever i would expect that becky suggesting and i mean you get surprised what youpick up in a very short very social conversation exactly okay sit back and documenting and to answer your question the first thing they're doing out ofthis and i think you thank you for

behind email and the president is notfrom me cooperating three of those components that you just document it for the first thing in the elizabeth andi think you email and the schedule in half action for phone call upon complexmara when i come in and then and to make that car markedthat done complete that and i'm going to schedule my my nextactivity it dot t_ o_ uh... but i would take two weeks fromnow just because i'm trying to secure my uh... an effective this is a new carintensive care my

you know excellent customer servicesurvey coming back salmon caught up in a couple weeks ithink they have a done deal of your car do you have any questions about madwhatever whatever and then from an outdated ballot everysixty days and i would be i would come up with yourprofits in sixty days and the senate e-mailconsider that a sixty-day that phone call another exceeded attacked another

fifty-day that they proclaim theirmorality at least sentiment they submitted to tolerate friends and at that moment that that uh... everything uh... ads mastek ok well you-know-what over our time lead over here and scott rudin thank youthat's great thanks ten i want to thank you thank you so

matched for all of the fantastic advisehe spent hitler right here tee time well spent excellent jobs andseth thank you so much content if you could forward it to the nextslide where we see era much satay all your contact information its you want to get a hold of chatting youwould like to get some more information her insights on on processes or nails or or tiny

listening kasi is an expert on so many things taking onthe site number write-down hurting our chats stephanie smith mason you why to uh... hackett extended he technet and it's one of the best out there whenit comes to helping sales people really it's circles

thank you so much that was a fantasticpresentation i hope you'll consider coming on board and doing another onearrest in two thousand thirty needed extraeffusive without that would laugh at it like that eight questions that were cancer duringthe time allotted burgundy catching them bites email latex day one reminder audience that atleast staphylococci

states that in our party is gonna beemail to you later today for your reference kenya few hours igotta you know slicing dicing stick it up online but please when you get thatlast night share with your friends and colleaguesnow email i'm also can be sending you allelite password to check out one others a dealer solutions awesome trainingmodules and it's gonna be associated with this topic so

good you're definitely wanna down atthat as well it's called dale trial preparation eat the lake and v kidnaps junket at gmail cat acting ron dot com i'll be sure to sendit to you directly a second time irate so this chainmarshall's rb old he definitely check that out antsyseven are solid also convey post online a few hours excuse the dealer on dot comslash webinars and eighteen fewer upcoming webinarsscheduling access any of our past that

nasty and also at the conclusion of thesweat and i just a couple minutes gonna receive a short survey he's still in doubt always looking for agreat feedback trident and you know it's maintenance and google prizes by fillingthat out invitations are going to go out tomorrowfor next week's webinar mobile search and mobile wes what do you needs now and this is goingto be with bill lead he's the c_e_o_ of active steve results dot com v online marking authority

serving time hands such as holsters and hewlett-packard this guy i came to be got distractedsafety subject expert an author bill week he's gonna walk you through their mobile is today and where it's predicted to go over thenext couple of years and what chris you need it to you capitalize on mobile web marketing

out so if you wanna hear from one oftoday's most prolific expertise industry on the subject of marble you gotta be here for this that you knowas the genetic and this presentation but your friends at dealer on and don'tforget delaski keep an eye for health everythursday at twelve noon eastern nine a_m_ pacific and we have some crazy subjects planned for this year given questions comments or suggestionsregarding use that max and our topics please contact me directly either

everywhere all over that we need to findeverywhere or you could email me directly ali-hanat dealer on dot com they just a very much for sending this time it is today and it looks you on a future laminar inour continuing education series at least fell sick at lunch

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