Recently I had the privilege of sitting in on an awesome discussion with the incredible Rebecca Chernek and Patrick Antrim of Careersinauto.com about Rebecca's awesome Finance Training and mastering menu sales. Rebecca is training todays leaders to become tomorrows legends and she is someone I follow closely and admire greatly! Whether you are working in the F&I Office or not its a great watch for all Car Pros!
I have been thinking a lot lately about how many way I find myself using the phrase 'Go Slow To Go Fast' around the dealership and was thinking it could be the subject of a discussion.
A few ways I use it:
In hiring new staff, by slowing down the training process to be more fully comprehensive and not simply focused on showing a new salesperson how to write up a customer we can go father toward fully maximizing their potential career in sales, ie value to themselves and the dealer.
When training new staff, skipping steps to try and 'get right to the sale' can actually make the process take longer and focus the customers attention on the wrong area.... the price. By going to fast the value may not be shown fully and the only way to make a deal is then by discounting...
When fact finding and investigating with a new customer, asking more questions than speaking can allows the customer to tell you, sometimes you even vaguely(!), how to sell them a car. By letting the customer speak it can help the closing process go faster and more smooth even though it may seem to take longer to get there...
In Contracts it can be frustrating to get all the to the end, when the customer has signed countless times and realize that the customers address doesnt show their apt #! Sure some of the forms you can hand write it on but not any of the DMV forms, now you look unprofessional by hand writing on a document AND its more time consuming to re-print forms!
There are many aspects to the phrase and it is one I find my self repeating numerous times daily!
With over 25 years in the retail auto biz, the last 15 being in senior level management, I consider myself somewhat of a knowledgeable person about this industry. As a Sales Manager one of my favorite parts of the job is training, I love sharing what I know to work with others and also love watching them take that knowledge and truly reach new levels of peak performance. Lately I have been thinking that my sights may have been a bit too narrow for quite a while, I mean why limit sharing what I know with only the few that I have working directly with me? I know as much about success in the car business as most of the big speakers and more than some; why not share my opinions, tips and techniques with as many as I can? The one thing I know about car sales for sure is that there is enough business for us all because not all of those in this business are improving themselves and are simply getting but so the room for true pros is unlimited. Rather than focus solely on my own staff I have wanted to be able to share with car pros all over the things I feel I have to offer, I have joined many forums and tried to participate in many threads in them and on Facebook etc however its impossible to stay on top of so many conversations while working full time for a dealership! Recently the awesome folks at Careers In Auto asked me if I would like to write a weekly column for their online magazine geared toward dealerships managers and I was honored and STOKED! Now I can offer some of my words of wisdom to folks on a reoccurring basis in one central place and not get finger cramps from logging into a gazillion forums and websites! We shall see where this goes, who knows if my weekly blog could turn into something bigger or not but for now I will keep sharing what I've seen work, the ideas I have for whats next and even a funny bit or two! Check out the site HERE, its a really great reference for dealerships managers at every level, even dealer principals can find cool stuff there. Let me know what you think about my newest venture too, I'm looking forward to some feedback! :)
Over the past 25+ years of working in the retail auto business one thing my friends both in person and online have grown to know about me is that I have an incredible passion for this business. I love what I do and I know this to be an awesome career when approached from the right place, a place of service and a genuine desire to help folks. Over the years I have met and had the privilege of working with many amazing people both in the business directly and working with the business from outside and the one thing I try to share with everyone I meet is that I know this business can be a better place than we have allowed it to be over the years and I am committed to helping make it so. Recently my efforts in creating my brand got the attention of the folks at Careers in Auto and they asked me to sit for an interview about utilizing Social Media is car sales and I was honored to do so, it was a blast and the video has received some interesting attention since being posted. This past week the folks from Careers in Auto contacted me again and asked me to be a keynote speaker at their job fair! They would like me to speak about the car business as a legitimate career path and not just a 'job'! In my presentation they also would like me to speak to folks new in the industry or considering entering and explain how to leverage social media to create a revenue stream that is not dependent on their dealerships marketing and advertising. I thought it was pretty cool that they consider me an 'authority' in the auto industry and I am really stoked about this opportunity! Stay tuned because you KNOW I will be posting the video right here friends!
Hey there, I'm Mike theCarGuy and here are some of my thoughts about cars, the car business and sales! Take a look around, maybe you will learn something or at the very least find your self smiling, and if you do... leave me a comment so I know I at least did something right! Thanks for stoppin by...
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22421 Barton Rd Suite 523
Grand Terrace, CA 92313
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