Category Archives for Sales Tips

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!

    Sales Process for Secondary Buyers

      Landing secondary buyers on the right car up front requires the right information up front.

      The Sales Process you study on the Excellence Roadmap works for secondary, credit-challenged buyers.

      Just add getting credit information to Sale One, Sell Yourself.

      During Sale One, Sell Yourself, you establish relationship and rapport. It is usually during this part of the Sales Process that you discover your buyer is a secondary customer and might have problems with financing.

      It is critically important to get their preapproval before you land them on a car. To do this, you can either ask buyers for their credit info upfront or ask them about financing on previous cars.

      After you get your buyer’s credit information, go to the desk and get coaching on the next step. Often your manager will get their credit score and use this to develop a game plan. Your secondary finance manager might T.O. at this point or instruct you on what additional information is needed to move the deal forward.

      Good Selling!

      ASC Word Tracks

        Word tracks are a great way to develop confidence in your Sales Process

        And remember, confidence is contagious!

        How should you use the word tracks in your Career Builder Binder?

        Should you memorize them? Repeat them verbatim?


        You want to transform the word tracks. By transforming the word tracks you learn to think better. You understand what you are doing, why you are doing it, and you are learning how to do it well.

        The best way to start is by memorizing the word tracks.
        Then start transforming them by using your own words.

        Develop your own personal style.

        Practice the word tracks. Use them to role play with your managers and other sales consultants. Develop your skill and mastery of the word tracks until you start speaking using your own style and words.

        Good Selling!

        Four Questions of the Counter Offer

          Some customers you just can’t seem to close. Often, it is because they want things you cannot give them. When a buyer wants something that seems impossible, focus on what you can do for your buyer.

          Ask yourself these four questions:

          1. What does the buyer say they want?
          2. Can I give it to them?
          3. What can I give them?
          4. How can I make it work for them?

          During Step One of the Sales Process, you focus on building relationship and trust with your buyer. Use this relationship and trust to figure out what you can do to help buyers and meet their needs. Be creative with your solutions.

          Present your solutions as a win for your buyer. Let them know how and why the
          different vehicle, payment options, lease option, etc. benefits them personally.
          (Remember: you learned your buyer’s what, why, and who they are during the
          Understand Goals step.)

          Think about some of your past, unclosed deals. Ask yourself the four questions.
          How would have these questions helped you close the deal?

          Good Selling!

          The Depth of Your Convictions

            Why is your belief system important?

            Why does it matter what you think?

            It matters because what is in your mind will be in your buyer’s mind. So, what you
            believe your buyer will believe.

            Your Excellence Roadmap sales training teaches you three facets for each step of the Sales Process:

            1. What To Do – What to do to win more often.
            2. Why To Do It – The thinking behind doing it that way.
            3. How To Do It Well – Your success model.

            As you go through the training, it’s not just the what and the how. The why is just as important.

            When you fully understand why you begin to transform your thinking. When your thinking transforms, so will your buyer’s thinking.

            Good Selling!

            Your Daily Routine

              Why is your daily routine important?

              Carefully designing your daily routine helps you be more productive, in control, and be the best person you can possibly be. Your daily habits, repeated over time, become your daily routine.

              If you develop these four habits and make them a part of your daily routine, it will pay big dividends for you at work.

              1. Be Early – Being early is one of the most important habits you can develop. It is the key to other habits. Always leave on time to get to work early.
              2. Drive the Inventory Every Day – Take 5-10 minutes to drive the lot. Do this every day before work. Knowing your inventory is one of the critical sales skills that separates master salespeople from clerks. It allows you to better serve your buyers.
              3. Prepare Your Day – Take time each morning to go through your day. Prepare your daily game plan. Know your appointments, deliveries, calls, and follow-ups for the day. If you start your day without preparation, you will spend your day scurrying around playing catch up. This creates stress and kills productivity. By visualizing your day, you will automatically become more productive.
              4. Watch Training Videos – All subscribers to the Excellence Roadmap receive daily training videos delivered to your inbox Monday – Friday. If you want training on a different topic, log in to the Excellence Roadmap and watch videos about the topics you want to learn more about. Did you struggle with something yesterday (Trial Close, Exploration, Presenting Numbers, Win-Win Closing, etc.)? Watch videos on the topic.

              Remember: You are responsible for your training, for your knowledge and skill, for your daily habits and routine. Be proactive. Take charge of your day.

              Good Selling!

              I’ve Got A Better Price

                “I’ve got a better price.”
                “I’ve got your price beat.”

                If you’ve heard it once, you’ve heard it a thousand times from your customers. It often seems like everyone who walks on to your lot has found a better price somewhere else.

                What do you do?Where does this magical (often mythical) better price come from?

                At this point in the sale, you do not know if your buyer is lying to you. You don’t know how other dealerships present their numbers.

                So, what do you do? How do you handle the situation?

                How you respond is everything.

                It determines if you move the sale forward or if you kill the deal.

                This is why your training is so important…use your training…use the Re-Sell/Re-Ask step in our Five Steps of Negotiation. It will refocus your buyer’s attention on the car they want to buy. From you. Today.

                Watch today’s video for more tips on how to handle a customer telling you they have a better price from somewhere else.

                Good Selling!

                Working Numbers On Two Cars

                  What usually happens when you work numbers on two
                  different cars with the same buyer?

                  Your buyer usually “has to think about it“.

                  Why is that?

                  It is usually because your buyer is not committed to either car.
                  It is because you did not secure a today commitment
                  during your 4 step Trial Close.

                  During Sale Two, Sell the Car, compare both cars. Comparing
                  the cars side-by-side gets your buyer to make a choice and a commitment.

                  You need to do this before presenting numbers during Sale Three, Sell the Deal.

                  Avoiding Winter Slowdown

                    How do you, and your sales totals, survive and even thrive this time of year?

                    I’ll tell you how. Action. Action causes action.

                    Be careful what you say and think to yourself.
                    It will drive your actions and, ultimately, your results.

                    I’m sure you’ve heard it before…

                    You cannot sell cars during the holidays.
                    November, December, and January will be your slowest months.

                    Guess what, that is absolutely not true.

                    Your sales are up to you.
                    Your sales totals, your monthly income is determined by your actions.
                    Do not just sit around and wait for things to happen.

                    Salespeople: If customers are not walking on to your lot, take action to make sales happen. Grab the list of your last 90 days of ups and opportunities. Grab your list of expiring leases. Make calls. Schedule appointments. Look for repeats and referrals.

                    Managers: Your store totals are the accumulation of all of your salespeople. If every salesperson is concerned about doing the right things to make a living every month, your store will have a great month. Coach, lead, and inspire your team to take action.

                    No matter what the market conditions, you are the master of your results. Watch the video below and avoid the thinking that sales are slow during the holiday season.

                    Make the winter months your best months.

                    Good Selling!

                    Sell 5-12 More Cars A Month

                      All you need is this one simple shift.

                      And the simple shift is in your thinking.

                      “How many calls (or texts or emails) should I make every day?”

                      I get this question all of the time. But this is not the best question to ask.

                      Here’s the key:
                      Don’t think about how many calls you need to make.
                      Think about why you are making the calls.

                      What are the results you want to achieve? If your goal is to schedule one future appointment each day (and this should be your minimum goal), then the answer to the question of “how many calls should I make” is however many it takes.

                      If you schedule one future appointment a day, you
                      will sell 5 – 12 more cars
                      every month.

                      Think about what that
                      will do for your paycheck.

                      This shift in your thinking is the difference in being task-oriented or results-oriented.

                      The task is the call. The result is why you are making the call. So, why are you making the call?
                      Are you making the call to check off an item on your to-do list? Because someone, somewhere told you to make X number of calls a day? If you remain focused on the task, you will never achieve the result.

                      If your goal is focused on the result, if your goal is to set one future appointment a day, you will schedule 22 appointments a month. This will result in selling 5-12 more cars each month.

                      So, don’t think about how many calls you need to make.
                      Think about why you are making the calls.

                      Every day seek to hit your desired result.

                      Do whatever it takes to get it done.