I was looking around at a couple christian related financial and career ministry sites when I ran across this personality test at Crown.org.
I’d be very interested to see your results also. After they show you the results, they will give you a link to copy and paste on a website.
Take this test and post your results in this thread. If you have problems posting the results contact me here.
I have this idea for our dealer “megasite”. Well actually it is just my idea. If I wanted to use something or someone famous on my site (and make them say what I wanted pertaining to buying a car from myself), can I do that or will have I have get their permission, or give them royalties (as if I get any to give), or buy some images or video, or music of any kind, of this famous person or thing.
Okay let’s say, I want to use that little Transformer, by Pontiac….ohhh what’s his name?
I may have him be a “tour guide”, to visitors at my dealer website, for maybeeeeee….Pontiac clientelle. So the Transformer could guide him/her (visitors) around the site keeping in mind that the visitors want to see Pontiac vehicles, while being sure they see the new and used cars that are similar to what they are looking at in the first place (this would work really well for dealers who have multiple manufacturer brands under one roof or on one lot. You could easily allow your visitor to see all their choices (that you offer) giving the feeling that they have shopped at multiple dealers and thus being more ready to buy). ###Did that make sense?###
Anyway, I would love to know the limits I have on this idea. I will be looking for this information for myself. But, I thought it would be a great topic here, so we can all learn from this.
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| In special finance one of the most important steps of the sales process is appointment setting. Effective appointment setting can increase closing percentages by leaps and bounds. Considering the fact that in most cases a prospect must physically visit the dealership before a deal can be closed, appointment setting can oftentimes make or break a deal.
One of the toughest appointment calls to make is a blind call. By this I mean that the lead originated from some type of blind advertising source, or the lead was purchased from a third-party Internet lead provider . Although I do strongly believe in blind advertising and the use of third-party Internet lead providers, one of the pitfalls to each of these marketing strategies is the difficulty in actually setting an appointment with the initial call to do so. Here are a few reasons why setting this appointment is so challenging: 1. The person you are calling is not expecting a phone call from your organization. Therefore, when making this call you must explain who you are and why you are calling immediately, otherwise this person has no idea who you are. If you are forced to leave a message, the message must be “catchy,” otherwise the chances of this person returning your call are slim. 2. Oftentimes, this person is expecting a call from someone other than a dealership. Due to the fact that most blind advertising appears to be coming directly from a bank, this person is expecting a call from a bank, not a dealership. Therefore, when setting the appointment it is crucial to inform this person that you have access to all types of inventory and they are not limited to purchasing certain types of vehicles. 3. When dealing with individuals who have applied over the Internet, many people believe that the best way to communicate is through e-mail. I strongly disagree, and can tell you that following up through e-mail alone will cost you business. Regardless of how this person applied, he/she needs to receive a telephone call as soon as the lead is received. A telephone call allows you the opportunity to set the stage for the selling process to begin. People are notorious for hiding behind an e-mail address to make inquiries with no serious intentions of making a purchase. However, if a phone call has been made and the person has agreed to set an appointment, this person has taken the first step toward a commitment. Now that we have discussed the challenges behind setting an appointment when the lead originated from blind advertising, here are a few tips for making an effective call: 1. The call should be well thought out and even scripted to some degree; in other words say basically the same thing each time you make a call. 2. Keep in mind your goal is to make an appointment that will show up! 3. Start all calls on a positive note; let the customers know you can help them achieve their goals; all they need to do is come see you! Make sure you are personable and sound excited. 4. When making the appointment use terms like, “I have an appointment at 9 and 11. Would you like me to set yours at 2 or 4? This lets the customer know you are working with others and that the appointment is important. 5. Never discuss vehicles, finance rates, terms or trade-in value. Learn to carefully listen when customers talk about the type of vehicle they want, trade in or finance terms. Even though you do not discuss these points, the information will help once the customer arrives. 6. Ask the customer to write down items he/she will need to bring; again keep in mind you want to convince the customer that by seeing you, they can buy. 7. Give clear directions to your location and repeat the assigned appointment time. 8. Close the call with a positive “bring your paperwork and insurance information because we want to send you home in a new car”! Regardless of the size of your department, effective appointment setting will increase your show up ratios along with your closing percentages. Good selling. Michael Snider is national sales manager with Voisys, Complete Lead Generation Experts, offering the automobile industry marketing programs specifically geared toward the special finance industry. This article is from the September issue of World of Special Finance Magazine www.wosfmagazine.com . |
I just tried to log onto my iMagicLabs account because my cell phone just beeped to alert me that I just received 2 AutoTrader.com leads, and go this message in my browser:
Security and Speed Issues
Everyone we’ve had a number of tickets lately on speed issues, security and broadcast emails. Please note the following:
Our new security uses more bandwidth on your side than the old system did. We have seen some stores slow down due to this demand but keeping your data safe can have no price. Please look at your internet connection and make sure you have enough bandwidth going forward.
Firewalls at your store should be adjusted not to throttle bandwidth. I know some of you have very locked up systems, get your IT folks to give you some additional room.
IE6 will not be supported after the end of October. Make sure you have upgraded t IE7 before then or the system will be non-functional.Broadcast emails do not send immediately and remember not to SPAM folks. It can take up to 48 hours to send broadcast emails completely depending on the size of your list. Be sure to plan ahead so that you are not sending mail after the weekend is over.
Also we’ve had to terminate 5 accounts this month for SPAM. Remember if your emailing a monthly newsletter to all your customers without them asking for it, it’s SPAM. I know there are more than a few consultants out there saying to broadcast weekly to everyone but you will get blocked by the ISP’s if you do.
On the whole our system is operating far more efficiently than ever before and if you are having issues please look at your browser, ISP and firewall as the main problem.
We are seeing faster server response rates than ever before but the security requires you to upgrade to the latest browser technology. We know it’s a pain, but your information is safer in this system that in any other CRM tool in the Country.
Good Selling,
Keith
Now here is my question? Who at your dealership understands this Warning! And can tell you if you are in good shape with any of these issues?
What are some of the consequences to your dealership if, someone can’t fix these if you happen to be involved with any of these problems?
Written by Scott Tyner - 9/9/2007
Okay, I know there is really no magic bullet. But I do know about a principle that will definitely help you sell more cars. In fact, I believe it will help you in all of life. This principle is discussed in a place you would probably never suspect (okay, a few of you will).
Believe it or not, I found a few places in my Bible, which have helped me over the years to sell more cars (I didn’t even realize it - that’s the beauty of it). Wouldn’t you love to just have something on the inside of you that helped you succeed without any extra effort on your part? By that last statement, I am not suggesting there is no effort. All I am suggesting is that when you get a principle engrained inside you, you just end up doing things that way.
Disclaimer: For those of you who do not believe in Christianity; there is no offence intended. Disbelief does not necessarily make something untrue. Look at “Love”. I know we all believe in that, but we can’t see it at all. We only see the effects of it. Am I right? Also, I am not claiming to be “Holier than Thou”, because this message is for me as well as anyone else. Besides, if you are at a point where you are thinking you have tried everything in your department with only mediocre (or worse) results, then why not at least read this article? It can’t hurt.
Before I get into this principle, I would like to prove a point (the point being, that scripture does have information we can take away and use in everyday life) by showing you a scripture verse.
Proverbs chapter 20 verse 14 (King James 1611 Version) says;
“It is naught, it is naught, saith the buyer: but when he is gone his way, then he boasteth.”
The word, “naught” simply means, “of little value”. And we all know what “boast” means. So basically, we are being told something that at one point or other should be known by instinct by most people. I believe the Bible mentions it just so we know it is a normal thing (kind of like saying, “hang in there man, everyone has this problem, and they learn to handle it too”).
This verse is telling us that people, by nature, when spending their money, will make the “salesperson” think they do not think as highly of their product as they really do. This gives them confidence of not being overcharged.
So what is the “take away”, from this verse? You guessed it! We’ve all heard it a hundred times. “People will buy from you, the minute that their perceived value is higher than the price you are asking”.
Another “take away”, you may not have heard, is the fact that your customer will always (most of the time), conceal their true level of “perceived value” until they are “closed”. Wouldn’t you?
Remember this! Their perceived value is always higher than you may think, especially the majority of internet customer’s, because by the time they get to you, they have built most of their own value into your product, by researching first. They are just trying to make sure they get a good deal. (I do not intend for this to mean that you can go around “fooling” people because you know this.)
Luke chapter 6 verse 38 (King James 1611 Version) says;
“Give and it shall be given unto you; good measure, pressed down, and shaken together, and running over, shall men give unto your bosom. For with the same measure ye mete withal it shall be measured to you again.”
“Give and it shall be given unto you…” This is where my immediate competitors keep losing deals to me (I know I do not get them all, I am speaking only of the ones I DO get). My customer’s tell me all the time that they can’t get any information from these bigger dealers. All they get is a “pushy” salesperson telling them (by phone and email) that if they will just “come on in”, they promise to give them the best deal. You see, there is a law, if you will (like the law of gravity), found here in this verse. You can’t get out of order. You must first, give, in order to receive.
**Hang in there with me and keep reading and I promise you will get very excited as I expound the end of this verse**
Well, some of you may want to know what it is that I am “giving” these customers. Other’s of you are just assuming what you’ve all read and been taught, is what I am giving them. You know, the generic pricing on a couple different vehicles that match their criteria, the information from NADA proving that a Chevrolet Silverado will hold it’s value better than a Ford F150 (sorry Ford ISM’s), Consumer Report’s information on what they think you should buy and so on.
So, what do I give these customers, already?!?! Let me tell you something first and it will explain things better. The most important thing to note at this moment is that you MUST “give” first. The principle (or law - like the law of gravity), is not in effect if you do not give first.
I learned something at the first Dealer Synergy Internet Boot camp. Or should I say that this is where I learned to put this in words. You see, I was instinctively already doing allot of this. The most important thing I learned was the “Five Reason’s People Shop Online for a Car”. They are these, (not in any certain order), #1. Availability #2. Research #3. Convenience #4. Price and #5. They hate car salespeople, and want to buy a car differently.
Most Internet Manager Training Seminars, articles and trainers, teach some good techniques for handling, #1. Availability and #4. Price. A few touch on #3. Convenience. Don’t get me wrong, these training companies will touch on all these in their own way. And I think they (at least the 2 that I have been involved with - Dealer Synergy being the most impressive to me), do a good job.
However, when you leave the seminar, or come to a forum or blog, you always see a few certain questions from ISM’s across the country. No offence, but a tremendous amount of these questions are simply “self centered” with no regard to the customer at all. You’ve all heard them…”How do I prevent skating?”, “How do I get my manager to buy in to this Internet thing?”, “What should my pay be?”, “Can you give me a copy of your email templates?”, “Do you give pricing up front?” etc.
By now you may have figured out what it is that I “give” first, to my customers. Absolutely, without a doubt, #5. They hate car salespeople, and want to buy a car differently. I give them a salesman that is not concerned about commission until the deal is done (trusting this, “Give, and it shall be given unto you…” principle).
I try to give them a salesman who will be with them throughout their entire ownership of the vehicle. I definitely give them direct, straight forward answers to their question’s (I am a professional salesman, so I still use discretion and tact, with honesty). In fact one of my main sayings is this; “You may not like everything I have to tell you, but you can be sure it is all the truth”.
I have to be honest. I am not the most organized, best appointment setter, best process follower, etc. In fact I am very weak in many areas. I often end my day without doing SOMETHING I needed to or should have done. I am a little lazy. I could go on and on with weaknesses I have.
With all those weaknesses, I managed to win “Salesman of the Month” for the month of August. I am at a 30 car a month store (we did close to 50 in August), with three salespeople. I do our website, including photos of inventory for Autotrader etc. I also do Finance (we are working on getting to a 100% Warranty Menu process), which means I have several hats. I tied in units at 13 with the dealers’ top salesperson. I won due to gross.
I am not trying to brag (although I am proud of last month). I just want you to know what I accomplished with this principle and an attitude that some day I will be known all over this country as truly one of the best at what I do. And I am talking more about being known by car buyers as one of the best, not dealers and such. Dealer’s and other ISM’s etc. will naturally know this if I concentrate on customer’s.
So, in a nutshell, what is this “Magic Bullet”? I believe if you have a servant attitude toward your customer’s, and focus on #5. They hate car salespeople, and want to buy a car differently, then you may well just stumble onto doing most things that you are not that good at, in a way that win’s the customer.
Having a “Give and it shall be given unto you…” attitude toward your dealership management, will also help you keep the car deals fair to the dealer as well as the customer, hence a better gross for me in August. I hate it when salespeople talk about “tearing their head off”, or whatever they say where you are from to let you know they made a big gross.
Now for the Bonus!!!! The end of the verse.
“…good measure, pressed down, and shaken together, and running over, shall men give unto your bosom. For with the same measure ye mete withal it shall be measured to you again”.
Imagine a time where you put your laundry in the basket. What did you do to get more into the basket? You pressed down and wiggled them around and pressed down again to get more into the basket, right? Well it worked didn’t it? You got more in there. Now imagine that you kept putting laundry in there until you saw them running over and touching the floor.
Just so you’ll know (those who don’t already), the “running over” part is so that you can give again. See, you give. Then you get back more than you need. The reason for this is so you can continue giving. When you don’t give, it is like a water pipe that is clogged.
The very last sentence of this verse, “For with the same measure ye mete withal it shall be measured to you again”, simply means that you will get out of this, exactly what you put into this, or anything else in life.
I have sold cars for the last 8 years. Three of those years were working with internet customers in one way or another. Ever since I got into this business, I wanted to make a change to the industry as a whole, because I always thought that it was not very customer friendly.
We, as Internet Sales Managers have a perfect opportunity to prove to people that there are really and truly “car people” out there who do care about them and want them to get a fair deal. If we continue to be selfish, thinking of only what we can get in return for our efforts, then we will end up staying “Old School”, and doing it online as well.
While I’m at it I may as well throw a plug in for vendors as well. This principle will work for sincere people in any area of life. The reason I mentioned this is because I have had two vendors approach me for sponsorship on this site. Their only concern was what they can get from sponsoring us. I am very tempted to mention their names. But they know who they are.
Written by Scott Tyner
Internet Sales & Finance Manager
Woody Butts Chevrolet
Owner of
DealerISM
