Investing in Your PeopleOne Day at a Time!
Unlike other industries, the automotive industry often picks one of their best salespeople to be their next manager...
Making and receiving phone calls are one of the essential tools needed in getting and retaining customers...
The new trend in sales has turned to the internet for shopping as well as research. Statistics show...
Today's world is very different than it was 10 years ago. Almost all your potential clients use or are influenced by some...
Training is one of the fundamentals dealerships need most. It is the secret ingredient which reduces...
Unlike other industries, the automotive industry often picks one of their best salespeople to be their next manager. This doesn't take into account that the required set-skill to be a manager in the auto business is totally different from those of a good sales person. This and other related problems are addressed at the My365AST's website. Both the sales managers and the salespeople will both learn the skills necessary to drive more traffic to the dealership through efficient management of their sales processes. Proven techniques will produce results and instantly increase gross profits. By simply implementing practical business strategies they will learn to convert most incoming calls and turn potential prospects into profitable customers, today.
Making and receiving phone calls are one of the essential tools needed in getting and retaining customers. The phone is a valuable opportunity that too many sales associates lack the understanding to fully utilize. If you are a general manager or a sales manager, you understand the loss you will be undergoing if a call is made to your dealership and someone fails to pick it up or they says the wrong things to the prospect on the other end. Customers use the phone to interview prospective dealerships, and their decision to choose or pass on your dealership happens at Light speed. Our highly interactive coaching and delivery system is present (24/7 - 365 days) all year round. We have made sure all of our materials are as easy as 123, engaging as well as easy to implement.
The new trend in sales has turned to the internet for shopping as well as research. Statistics show that most customers will shop in less than two dealerships before making a purchase. This is a deceptive number as studies also show that customers will make contact via the internet with as many as 8 before they make their decision to go shopping. The My365AST.com website provides successfully tried and tested internet techniques designed to increase conversion rates and make your dealership the final destination of today's savvy internet shopper.
Today's world is very different than it was 10 years ago. Almost all your potential clients use or are influenced by some form of social media. They are reading Google reviews or searching Facebook seeking validation from their peers about a good local dealership to visit. YouTube accounts for product differentiations, Instagram for product physical appearance, Word Press for the functionality of the product and its features, Twitter on news of the availability of the current products as well as asking for recommendations. Social media platforms are very powerful tools for any dealership or salesperson in creating a unique brand. Most dealerships fail to properly execute these platforms, and in return are often disappointed with them. The good news is - all that can change, the minute you learn how to harness these channels to your advantage. Through the principles of this program, you will have the power to design as well as build an attractive social presence as well as have an experience that will benefit your dealerships visibility on the internet. Sales are quick with social marketing! Information is power, so learn to be more powerful.
Training is one of the fundamentals dealerships need most. It is the secret ingredient which reduces the need for constant recruitment of new staff as well as aiding in the retention of existing salespeople. Consistent training should be at the heart of your dealerships culture. People who have never sold a car should, first be explained thoroughly how a dealership operates, as well as be introduced to the fundamental principles of automotive sales. They must be taught a basic sales skill-set and gain hands-on experience before they begin talking to any customer. Today's consumers want a 'best in class' sales experience, and this can only be given by professional, well trained sales personnel.
Mastering the art of negotiations in sales
Solutions on Sales Measurement and Process Sustainment
Measurement as well as email services provision
s it possible to get salespeople that can stick with the sales process
Leadership & Management Training
How many of them do you really get?
Positively and efficiently over the phone
All things often go hand-in-hand
Module emphasizes sales coaching
Sales Boot Camp
Product Knowledge Training
Team Building Activities
This module is meant for salesmen that are well experienced in their profession. They include several programs which are adopted from and are operating as sales training guides all around the United States. Below are some of the details concerning the training of the advanced programs.
Salesmen that are experienced at their job often question the need of having to review advanced materials in sales, especially when their track record is nothing short of success. The analogy of studying for advanced classes lends itself well to field of sports. Just like in sports, one’s success is measured by the number of “wins” or “points” that are on the score board. The numbers make the battleground more competitive thus the environment become more difficult.From this, it’s good to note that sports people who are the most successful in their profession go through an intensive training schedule which is accompanied with coaching and development on a regular basis in order to improve their skills and overall performance.Take an example of a soccer player who never does any training, the player might play well, but the question is; is he playing at his full potential?
Every sales presentation is made up of; the opening, studying the needs, putting solutions into consideration, presentation of capacity and attaining commitment. Each of the processes has an existing set of rules and tampering with themcan have negative results if it is not done in the right way.
These advanced courses are meant to make experienced salesmen perform better, therefore, maximizing their business performance. Knowing a client’s needs in and out is necessary if you plan to offer solutions without much customer resistance. Sales people must understand the needs and then provide them with solutions to those needs. These methods are not mostly concerned with learning about sales but are more about solving issues. The classes do not depend on greed, deception or fear, but on time tested processes that guide customers to a satisfactory conclusion.
Today’s buyers have a variety of choices as well as limited time. When your sales people are with their, they should be memorable and provide their customers with something unique that sets them apart from others. Your sales associates should be able to outsmart your competition. Customers are looking for solutions and are interested in something of quality. This module offers everything including a well-informed sales curriculum which provides you with the help required in making decisions that are suitable for the customer. This will provide the best results, which is what you always want.
The Leadership and Management programs will help you to build the skills; presence and confidence that you need to lead your sales team to success.
The process that makes a customer accept a sale or deny it is what is referred as a close. Closing comprises of a stream of ideas that lead to a decision and closing methods are comprised of many different approaches. The close is the process of helping your buyers makes decisions. You start closing your sale as soon as you meet the buyer. From there, you are working through a process to reach an end. All you’re thinking, actions, and talking should be headed to closing. Do not forget that the ABC’s of selling is important to your overall sales success.
They are all very important. It’s easy to fill up an entire day with a bunch of firsts, but without a follow-up plan; your efforts will be lost. This is because the most valuable deals, as well as treasured relationships, are not initiated with the first attempt, the second or even the third. If your day is filled with nothing but firsts, your likely to not be making much of a living.
If you want to earn a sale, you should start by being a priority to your buyer. This means setting aside your half-heartedness andmaking your customers a long term priority. You must get over the fears of rejection and the mindset of making an instant kill. You will be equipped with a thorough understanding of all the strategies pertaining to email metrics, go to market plans as well as best practices. In this, you will grasp the different parts of email marketing:
If you want your information sent quickly email is the best alternative. However, speed can cause several unexpected issues if your employees are not educated on proper email procedures. With E-Mail & Follow-Up training, the unpredicted and unexpected is well addressed and will enable your employees to be well informed on what mannerism to avoid.
It’s sad that following up is one of the most neglected tasks when it plays such a very important role in sales. There are several reasons to why your business is losing sales or not making your monthly sales goals. One of the biggest reasons is due to lack of effective follow-up. Ask yourself how many potential clients have you lost due to the lack of or ineffective follow-up every week and you will be surprised. The number is bigger than the sales made in the same week. A sales follow-up plan incorporatingphone, email and social media will improve your salesperson/customer relationships which will consequently result in more sales.
The magic formula of Internet sales is really not magic at all. Sales follows the idea of “do to others what you would wish to be done on you.” The above is also similar to providing your clients with the type of shopping experiences you would wish to receive as a client.
This doctrine is rarely practiced due to the following hindrances:
Most of this module will be spent with the objective of trying to answer the above questions in detail. This module contains important information that can uplift your business. No one goes to buy a vehicle without doing an internet search, these days.
Your abilities as a communicator are evaluated in many ways, and those evaluations are often made public through social media. This modules objective is in training as well as equipping your salesman with knowledge of how to navigate the massive world of social media. Your sales people will go home equipped with the most recent and advanced methods; they will be coached on how to attract more traffic to the company websites, protection of your online reputation, branding and its protection. The course cuts across on E-commerce and its implications as well as how social media has reshaped businesses in terms of relations, marketing and communication.
If you carry out a Google search on "leadership training," you'll get over 100 million results that include white papers, academic programs, resources, leadership "gurus," articles and management training series and many more. If you're among those in the leadership space, you’ll be inundated with several approaches to understanding leadership, training and teaching leaders today.
What is the critical thing that ensures one becomes a successful leader, rather than a mediocre one? Using the best practices and research, as well as applying stories from everyday people and great leaders, you will practice accountability, humility, empowerment and humility, which are the leadership traits that are linked to successful and inclusive teams. Throughout our course, you will hear people who are similar to you, who want to be the best leaders in their industry by applying inclusive leadership in the day-to-day lives. Most importantly, you will use your leadership skills through carrying out interesting real-life exercises.
Managers and supervisors are often promoted based on their technical and job skills rather than their leadership potential. In most cases, they don’t receive ongoing and formal training on how to be an excellent manager and lead others. Management training enhances the strengths of the employee, which ensures that they can contribute to the company.
Webster's dictionary describes an objection as an expression of disapproval or opposition.
Bear in mind that one disheartening event is undergoing a sales objection. Through this course, your team members will learn how to push through a sale by elimination the objection. Even the best products or services can be turned down, which means that learning how to overcome these disapprovals can be a great benefit to your dealership.
A critical skill is overcoming a sales objection. The reason is it enables you to open up new opportunities. It will ensure that you develop ongoing relationships with new customers and produce new sales. No matter the product being presented on sold, objections will always arise.
When these objections occur, the way you respond will is often crucial to the client just as what you’ll say to address any concerns. Listening to the client and showing a sense of curiosity and care will go a long way in helping you develop long-term business relationships.
In most instances, when customers object, whatever their reasons are, they will be white lies. The key to having a successful sales process is for your team member to know that’s the case, which means that they will use their skills to overcome the white lie. It’s important that they handle the real objection, which will assist them to move towards making the sale.
When making the sales call, one common obstacle that your sales person must overcome is determining the reasons the customer is objecting. If it’s done through a telephone call, the team member must offer solutions to the many objections that may arise as he or she speaks. However, in most instances, the customer may say "alright, I understand" yet still not be okay with the solution. It might be the case, but the client may not be able to explain this to the team member, since the matter may have been already discussed.
Assuming that the representative has succeeded in coming up with the foundation of the sales presentation, he or she must know what should be asked, which will ensure that the objection is addressed. The process of doing this is referred to as isolating the opposition.
Salespeople use extraordinary methods to avoid making cold sales calls. For instance, they send direct mail, e-mail, or even go to mixers and tradeshows. But even with internet connectivity, there are few tools that are as necessary and effective when it comes to making the best sales and appointments as the telephone. You won’t think about farming out the cold calling to somebody who doesn’t sell your service or product, which probably leaves that task to you.
Our telephone skills training will outline techniques and strategies to ensure your sales people sound smart and polished on the phone, which in turn will make sure you get more clients.
Having the best telephone manner skills will ensure that you grow your business and train your team members how to use this device.
The most efficient and effective business tool is the telephone, that’s considering there are various technology tools available today. The reason is that your phone is convenient, which means that your sales team, customer service group or billing department can access it any given time. However, remember that if it’s not correctly used, it can end up damaging your business, the same way it’s beneficial.
You can ask, what’s the big deal about telephones? The answer is that phone calls can instill fear. This fear may be as a result of the fact that one time, you may have been less gentle on someone who interrupted your dinner or family discussion to ask," would you like to save money on your cable bill.
If you still have the old classic clock you must be familiar with the “tick, tock, tick tock” this in most cases implies a countdown. Since the onset of sales, the only concept that has never changed is the concept of time. A thousand years back a day still had 24 hours and this is not expected to ever change.
As we’ve all experienced, sales essentially boils down to two things:
And those two things often go hand-in-hand.
For instance, you are on your toes to reach your sales quota, complete it on time and make a profit on every deal. Easy.Right? Again, you need to maintain the numbers within the allotted time.
The car industry has changed significantly over the past 5 years and there is a concentration on the “customer focused” salesman. Sales representatives are developing their own sale techniques, process and hacks all with an aim of gaining more influence.Since customers rarely go to car lots to look for the first time, salespeople are becoming dependent on the quantity and quality of the leads they are receiving. The question is, are they waiting for them or are they generating them on their own? This is a challenge that is not expected to go away anytime soon.It does not stop there; we should be looking for alternative methods to supplement the number of leads being received.However, marketing automation, as well as inbound marketing, has helped in bringing about quality leads for dealerships. The sales team are highly recommended to combine supplement the already existing with traditional forms of prospecting as well as embracing self-generation of lead concurrently.Time is money!
Remember the best athletes are the ones that undergo much more exercise compared to the average ones. The field of sales is changing all the time, you might think you know it this year but believe me next year it will be different. As the old saying puts it ‘a mind that stops reading stops growing’.
Car sales are all about relationships and the art of persuasion.It’s imperative to understand the sales techniques before talking to dealership customer. Newly hired salespeople will get quality exposure to materials that you might not realize – they don’t know.
The module emphasizes sales coaching;which is designed to give your associates:
The training also instruct new sales people on how to manage their time effectively, how to plan and organize their work, how to handle sales calls and difference between telling and selling. It also demonstrates what to do while with customers as well as those things not to do.
Main Points of Discussion:
Influencing people is an essential factor that all the salesmen share in common, this is regardless of what there are selling, what social status they serve or part of the world they are from, influence is what defines them as salesmen. With the power of influence, you are able to sell services, sell ideas and sell products. Your ability to get potential customers to accept whatever you are selling is imperative.
There are lots of sales people in the automobile market. However, all of them have a one thing in common, which is the ability to influence people. If you influence others you can sell your products, sell your ideas, and sell your services. Your ability to get people to say ‘yes’ is important.
When hiring salespeople, make sure that you hire more than one. That’s because, in the early years of your company, you will not have the data or information to help you determine the new sale employee progress. However, by hiring more than two sales team members, you can be able to figure out who is performing, create competition amongst them and ensure that your business is protected in the case that someone resigns or needs to be released.
Hiring salespeople will also be beneficial to your new hires. The reason is being the only salesperson in a new company can be hard, since there are no precedents in place or examples of previous success. It means you must ensure you hire a group of sale persons who can experience their new job together.
The attention to detail and organization will become entrenched in your team, which will result in a culture of excellence. Remember that if you lead by example and ensure you follow the correct steps, you recently hired sales team will follow your actions, which means that they will come onboard themselves.
Our Sales Bootcamp carries out training, placing and mentoring of sales representatives. It’s a thorough training that ensures students get three months of the best sales experience. Most organizations that deal with car sales struggle to find entry-level candidates with some level of knowledge and sales experience of the CRM tools. On the other hand, those looking for jobs are frustrated that they aren’t qualified for entry-level positions. At our Sales Bootcamp, we bridge this gap by training students on the right skills and steps that they require to be prospectors as well as providing a program when they sell and come up with meetings.
Training on product knowledge is useful if it results in your sales team being able to communicate with customers and prospects efficiently. If they fail to converse well, it may result in them failing to ask the right questions to know their prospects concerns, problems and needs. If they fail to understand these issues, the likely result will be lost sales and missed opportunities.
In most instances, when we think about sales training, what comes to mind is training on product knowledge- that is about educating the sales team and other professional about the company’s services or products. While an essential part of sales training is selling skills, it’s crucial that the customer service and sales reps know the services and products about which they are speaking with clients.
Product knowledge makes sure that sales team members communicate enthusiastically and efficiently with customers, which enables them to build confidence and trust in client relationships. The result is being able to answer questions on the spot, which ensures they overcome common client objections.
To ensure your product knowledge training is adequate, you should make sure that you approach the information from several angles. Below are the five critical areas of practical training on product knowledge to use while coming up with your next training.
Link the product or service features with benefits- when training your team, make sure that you link the benefits to the features of your product or service. It will avoid instances of your team members only talking about features when speaking with customers or prospects.
Know your competition-help your team members to understand your competition's products. It will assist them to compare their pricing, industry reputation and pricing to yours. It will result in your sales representatives performing better when placed in competitive situations.
Provide solutions to customer challenges- the moment your sale team presents your services or products as solutions to the client problems is when the will accelerate the sales process, which ensures they increase sales.
Come up with a short pitch or (elevator speech) - your training on product knowledge should aim to provide your salespeople with a clear understanding, which will enable them to give a 10-second pitch to a customer or prospect. Make them practice this pitch, which will make sure they can explain your service or product. The added ability to quickly describe your product or service will enable them to close additional sales.
Share with others-It enables you to reinforce your recently learned knowledge. After your team members have acquired this information, have them present it using PowerPoint presentation, Word document or any format that will enable them to share it with others internally, for example, new hires. It will ensure they reinforce what they have learned, in the process remembering product knowledge. The result is that they will be fluent when speaking with customers and prospects.
The truth is that work can make even the best team members get bored. However, it doesn’t have to be that way. That’s because there are lots of team building activities which are fun and productive. They ensure you and team members stay engaged and acquaint with each other. The result is that they become more productive while having fun. It’s crucial to team build more often, while it’s even more important that everybody participates. The best lines of communication, strong team working skills and ensuring that you know your team is what you should expect by putting the expected amount of effort. If you're planning to combine work and fun, you should look no further!
If musicians didn’t play in sync, an orchestra would be out of tune. Another thing to keep in mind is that if a few players fail to perform well, the whole team will lose. Things go well when people team up and work together. One of life's best skills is teamwork, which means that in particular, the best salespeople should possess this ability. When you choose to teach your team members on how to work together, what you, in fact, show them is how to succeed. According to recent research, one important skill that people should have if they want to succeed in the workplace or classroom is teamwork.
Team building is about providing the resources, skills and training that your team members need, which will ensure they work in harmony. However, for it to be a success, you need to make sure it’s a continuous process, entrenched in your organization or team's culture.
There are places that you can hold entire team building exercises for your whole company. The best way to go about is to ensure you have a clear purpose, such as improving particular skills. They should also be well structured to avoid conflict.