Holding Cars

Should you hold a car for a customer?

The short answer is no.

Holding a car is giving your customer the chance to shop around. Holding a car is not gaining a commitment from your customer to buy the car. Taking a check is the same thing. That check is actually meaningless.

What should you do instead?

Use your Today Trial Close to get a commitment to buy from your customer.

Take deposits when your customer cannot be there to pick up the car. Do not take holds thinking it is giving you some kind of commitment.

A hold is not a commitment at all.

Good Selling!

*Make sure you know your dealership’s policy on holds and deposits.*

7 Keys to Professional Excellence

What does it mean to seek excellence professionally?

You know that to be excellent in any area of your life you have to focus on the

5 Areas of Personal Responsibility:

  1. Attitude – Have a professional and winning attitude.
  2. Knowledge – Know what to do, why to do it, and how to do it well.
  3. Skill – Practice over & over until your actions and reactions become instinct.
  4. Action – Make sure your actions match the high values and expectations
    you set for yourself.
  5. Results – Give everything you have, every day, to obtain excellent results.

How can you seek excellence in your professional life?

Watch today’s video and learn the 7 Keys to Professional Success.

ASC’s 7 Keys to Sales Excellence

  1. Develop and maintain the right thinking and habits.
  2. Master the sales principles and the Sales Process.
  3. Master the key selling skills:
    – Active Listening
    – Overcoming Objections
    – Building Relationship & Rapport
    – Closing & Negotiating
  4. Be a dealership ambassador.
  5. Be a product expert.
  6. Follow up daily to create Excited, Loyal, Lifetime Customers.
  7. Take personal responsibility for your continued education, development, wherewithal, and excellence.

Define what excellence looks like for your job.

In any job you do, do it with excellence.

Good Selling!

Don’t Give Advice, Give Options

Why should you always give customers options but never give them advice?

Sometimes salespeople feel compelled to give their customers advice.
Guess what?
Giving advice can cost you deals and money.


When you give advice, you eliminate options.
If your customer is not sold on the advice, you make it impossible
for them to say “yes” to the thing you told them not to do.

Don’t give your customers advice, give them options.

Good Selling!

Knowledge v. Wisdom

What is the difference between knowledge and wisdom?

How does knowing this difference impact your sales and commission?

Knowledge is knowing what to do, how to do it, and maybe even being able to do it.

Wisdom is actually doing it.

Wisdom is knowledge applied.

You can have all of the knowledge in the world but not apply it. If you do not use the knowledge you have, you are shortcutting yourself and your career.

Sometimes this is harder to do than to say. But if you know how to do something and you know it is going to be a benefit (to you or to others), why not commit to doing it every day?

So, apply your knowledge today. Be wise.

Good Selling!

Selling to Friends & Family

Do you treat your friends and family different than you treat your other buyers?

Do you ever wonder why your family and friends go someplace else to buy their cars?

It’s because you do treat your friends and family different than you do other customers.

It’s easy to do. You already have relationship and trust. It’s easy to go from “Hello” to presenting numbers when a close friend or relative walks onto the lot.

Don’t shortchange them. Your friends, your family deserve more.

Walk them through the same Sales Process you go through with every buyer. They have the same three fears all buyers have. They need to feel comfortable saying “yes” to the car.

Treat your friends and family with the level of respect they deserve
and follow your Sales Process.

Good Selling!

All Businesses Are Based On Relationships

All businesses are built on relationships – especially sales and service.

You have to build relationship and trust with your customers. Their perception of you, your dealership, your service team comes from the strength of your relationship.

Even if you make the sale, if you do not build relationship, you are missing a huge opportunity.

Your goal is to sell more cars and to make a fair profit. But you also want to build a bank of Excited, Loyal, Lifetime Customers. To do that requires a relationship. A foundation for building relationships is active listening.

When you show interest in people, when you listen to them, they will automatically like you more. This is how you create the strong relationships that are essential to building your business.

Find out about your buyer’s motives. Find out their why (their motivation for buying the car).

Do this and you will establish a natural relationship that turns your buyers
into lifelong customers.

Good Selling!

Build Value With Options Packages

The options packages may make the car you are selling the best buy out there.

Every time you go out to sell a new car, you need to sell the value of the packaging and standard equipment. It shows the true value of the car.

Use your Value Story at the beginning of the Explore Step. It only takes a few minutes.
Use it every time to build value in the vehicle.

It helps your customers feel comfortable saying…
“Yes, this is the right car, the right buy, the right price. I’ll take it.”

Good Selling!

Personal Strength

How do you respond to your circumstances?

When things are bad, how you respond matters.

When things are good, how you respond matters.

“The ultimate measure of a
man is not where he stands in
moments of comfort and convenience, but where he
stands at times of challenge
and controversy.”

– Martin Luther King

Don’t let your circumstances, good or bad, determine who you are and where you are going. Often unplanned events cause a negative reaction.
Times of prosperity can cause an attitude of complacency and entitlement.

How you respond to your circumstances is critically important. Your daily habits determine how you respond.

Get up each and every day and decide who you are going to be that day.
Make these decisions daily. Take the right actions, day after day, regardless
if you are on top or if you are on the bottom. These are your habits.

Your response to both prosperity and scarcity are habits.
Your daily habits will sustain you during both.

Good Selling!

When Managers Don’t Ask Desk Questions

What do you do when your managers don’t ask desk questions?

Don’t be reactive.

Don’t wait.

Instead, be proactive.
Answer the 5 desk questions before your manager has a chance to ask.

Present to your managers the answers to the desk questions they should be asking.

Answering bad desk questions just benchmarks you and could cost you the deal and/or gross.

Good Selling!

Turn Your Talent Into Art

What is the difference between talent and art?

Talent you have naturally.

Art, or skill, is only developed by hours and hours of beating on your craft.

This is also called preparation and practice.

Developing your skill maximizes your talent.

“The separation of talent

and skill is one of the

greatest misunderstood

concepts for people trying

to excel.”

– Will Smith

What is Will Smith saying?

So many people rely on talent only. To be excellent in any area of your life, you need to develop your skill (which we call art). Developing your skill takes personal responsibility and practice.

I see this every day in my job as a sales trainer, a sales coach. I see it all the time, I see naturally gifted people – great work ethic, good with people, naturally gifted people selling a lot of cars and doing really well, and they lack the skill and the art that they should have. Why? they’re making money, they’re selling cars, they must be good.

Well, they’re talented, yes. But are they reaching their full potential?
You know what, it’s not good enough to make money and outsell and outperform others.
You have to focus on becoming your best self.

We say it this way on the Excellence Roadmap…

First, you have to learn the craft. You have to develop craft, and you have to practice that craft over and over until action and reactions become instinct. That becomes art.

Don’t waste your talent with a lack of preparation and practice.
Take personal responsibility for developing your talent into skill and art.

There is no shortcut to excellence.

Good Selling!

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