how to sell 30+ carsper month & make over $125,000 per year - automotive sales
DESCRIPTION
http://www.dealersynergy.com 856-546-2440 How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales This is the presentation I delivered today for Jim Ziegler's Internet Battle Plan as well as a Ton of Dealer Associations like the GNYADA, DADA, MSADA, Internet Sales 20 Group etc… Enjoy :) If you have any questions, please feel free to call me. If you like this information. You are going to LOVE www.automotivedigitaltraining.comTRANSCRIPT
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How to Sell 30+ Cars (And Make $125,000 a Year!)
How to Sell 30+ Cars(And Make Over $125,000 a Year!)
Presented to GNAYDA By Sean V. BradleyNovember 20th, 2013
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How to Sell 30+ Cars (And Make $125,000 a Year!)
2Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY
Based on the recent article in On The Move:The Evolution & NaturalSelection ofAutomotive Sales
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 3
Evolution of theAutomotive Industry
Video(Embed)
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How to Sell 30+ Cars (And Make $125,000 a Year!)
4Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY
Sean V. BradleyFounder and CEO of Dealer Synergy
College drop out
Started 15 years ago as a sales consultant
Verified 30 car guy
Now runs a multi-million dollar company
Let me teach you what I’ve learned!
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How to Sell 30+ Cars (And Make $125,000 a Year!)
5Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY
Sean V. Bradley
Spoken at over 90 NADA & NCM 20 Groups
Certified Franklin-
Covey Trainer & Facilitator
Member of The National
Speakers Association(N
SA)
Creator of the
Internet Sales 20 Group
Founder and CEO of Dealer Synergy
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How to Sell 30+ Cars (And Make $125,000 a Year!)
6
Success Stories
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 7
What You Will LearnHow to sell 30+ cars
How to make money
What it means to be an evolved sales consultant
How to engage in Proactive Prospecting
How to create a realistic plan and stick to it!
Powerful & Important Statistics
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 8
All of You – every person right here in this room –
personifies the evolved sales professional.
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 9
Maturity Continuum
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 10
The most successful sales people are those who
practice interdependence.
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 11
You can’t just rely on the “Road to the Sale”
Being an automotive professional is like owning your own
business.
Sales teams need new strategies & tactics.
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 12
By changing how you operate.
So how do you evolve?
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 13
We live in a digital world and you have to change your strategy to reflect
that.
Incorporate social media, videos, optimize your
website, put yourself out where your prospects are!
Traditional Methods Are No Longer Effective.
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 14
What Makes a Modern Sales Consultant?
Modern consultants are immersed in Internet Sales, BDC and Digital Marketing
Modern consultants are buying and generating leads proactively, instead of reactively
Modern consultants seek to find prospects where they are – online!
Modern sales consultants just all 8 ways to sell cars
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 15
Proactive Prospecting
Capture prospects at the
Point of Interest
Instead of at their
Point ofSale
If you can reach your prospects before they enter the Sales Pipeline, you’ll have the ability to influence them more directly.
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 16
ZMOT: Zero Moment of Truth
GoogleZMOT Video
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 17
92-99%of Americans go online before setting foot inside a dealership
11 hours
Is the average time people spend searching for a vehicle online
5-8 stores & modelsIs the average number a car buyer researches before making a decision
45-90 daysIs the average buying cycle – much longer than the 72 hours of 15 years ago
$200/caris what internet advertising costs (less than $640/car for traditional advertising, according to NADA
Powerful & Important Internet Statistics
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 18
Dominating !
With 80 percent of transactions starting with an online search, it’s imperative to not only be represented on Google, but to dominate the market
90 percent of all media interactions are screen based
Only 20 percent of people click “pay-per-click” ads
Organic optimization is the most powerful strategy
80 percent of buyers research your dealership before deciding to visit your dealership
20 percent change their mind and buy from a competitor upon seeing a negative review
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 19
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 20
Modern Sales Consultants can’t just “think” about car sales as “owning your own business”
You need to actually start acting that way.
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 21
Sales Professionals of the Future Are Here Now!
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 22
How Can You Position Yourself for Modern Times?
1. Create Your Own Website
2. Post Videos (testimonials, walk-arounds, how-tos)
3. Be Active on Social Media Networks
4. Manage Your Online Reputation
5. Engage in Cross Promotional Marketing
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 23
1. Create Your Own Website
• Geotargetted domain• Your VPP• Videos• Tips & Advice• Inventory• Social Media Links• Reviews• Etc.
Your website should include:
Example: Joe Argento
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 24
1. Create Your Own Website
• Do it yourself• Hire a professional
How to build your personal website
Recommendation – hire someone – it’s cheaper than you think!
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 25
1. Create Your Own Website
• Funding it out-of-pocket• Asking your dealer
How to Finance Your Site
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 26
2. Post Videos!
The average buyer spends 11 hours researching – three hours of it watching videos and two hours using search engines
More than three billion Google searches are completed daily
Videos show up in 50 percent of Google searches
Video is 53 times more likely to be clicked over a static-text link
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 27
Why Videos?
Text accounts for only seven percent of communication
Video accounts for 55 percent of communication
Studies have found that people prefer watching videos to reading
Video is the easiest type of content to optimize
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 28
Internet & Video
Nearly 90% of internet users prefer video
content to any other internet
content.
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 29
Internet & Video 71% of the population visits sites like YouTube
in a year.
28 percent of the population visits those
sites every day!
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 30
Examples:
Service TestimonialCherry Hill Porsche
Purchase Testimonial2014 Honda Odyssey
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 31
How to Film Testimonial Videos
• Film customers in the dealership showroom• Use cell phone camera• Post to YouTube• Optimize by geotargetting, including make, model,
specific features, etc.
Option 1: Low-Tech
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 32
How to Film Testimonial Videos
• Invest in hardware• Select a camera• Purchase (or find free) video editing software• Find simple lighting kit and green screen
Option 2: Video Production
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 33
How to Film Testimonial Videos
• iStabilizer• Monopod/Tripod• Microphone/Lavalier• Telescopic lens attachment• Additional accessories
Hardware Suggestions
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 34
How to Film Testimonial Videos
• Cell phone camera• iPad camera• Webcam• DSLR/Digital camera• Camcorder
Camera Suggestions
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How to Sell 30+ Cars (And Make $125,000 a Year!)
35Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY
How to Film Testimonial Videos
• Final Cut• Windows Movie Maker• iMovie
Editing Software Suggestions
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 36
How to Film Testimonial Videos
• Studio lighting kit• Basic green-screen• Make your own
Lighting Kit Suggestions
DIY Lighting Kit
Blog: Top 10 Lights
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 37
How to Get Testimonial Videos
• Don’t be afraid of the camera• Don’t be afraid to ask• Play chess, not checkers
Video Reluctance
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 38
How to Get Testimonial Videos
1. Select Testimonial Topic2. Ask For Permission3. Prepare the customer
Steps to get a video testimonial
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 39
1. Identify Testimonial Topic
• To find the best price• More vehicle availability• Convenience of the internet• Looking for a new way to buy• Just researching
5 Reasons People Go Online to Buy a Car
Choose 1
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 40
When should I ask for a testimonial?
How should I ask for a testimonial?
2. Ask for Permission
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 41
What if they say no?
2. Ask for Permission
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 42
• “ Before I turn on the camera, I wanted to confirm that you were most satisfied with (one of the 5 criteria). Can you talk about your experience with that specifically?”
Basic Script Example:
• Dealership name• Your name• Their home town• The vehicle they purchased• Another vehicle or store they didn’t choose
Also have them include:
3. Prepare the Customer
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 43
I have a video! Now what?
• YouTube pages are just like website pages and can be used for SEO the same way!
Optimize it!
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 44
I have a video! Now what?
•Speech recognition•Facial recognition•Image recognition
Advanced Technology:
•Compelling•Relevant•VSEO content needs to match the video
Each video must be:
•Subject/header•Description/anchor text•Meta tags•Category tags•Keywords•Links (names)
Video-SEO Terms Must Include:
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 45
• How to ask• Using the camera• Uploading to YouTube• Optimizing on YouTube• Deploying the video
Testimonial Demo:
Sean’s Going Live!
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 46
Other Examples:
Robert WiesmanVSEO/Product Review
Elise KephartVideo Responses
Joe ArgentoSalesman Video/Branding
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 47
3. Be Active on Social Media
Engage your customers and prospects and encourage them to engage with you. The more back and forth you have between your customers the more relevancy and
credibility you have online.
Sales Consultants:Don’t expect your dealership to take on this role alone! Be proactive by posting comments and feedback to your social media pages and share some of the dealership’s
news and events with fans.
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 48
Powerful & Important Social Media Statistics
84% of US Vehicle Shoppers use Facebook
41% said they saw a post that caused them to add or remove a brand from their list of choices
38% said they saw a post that caused them to add or remove a dealership from their list of choices
45% of users asked their friends/family for recommendations
25% of users said that social media significantly influenced their purchase decision
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 49
Social Media Must Haves
YouTube
Flickr
Google+
Review Blog
Tumblr
MustHaves:
Suggested:
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 50
Facebook Examples
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 51
4. Manage Your Online Reputation
• Rate Experience – 1-5• What did you like best, why?• Would you recommend us?• Would you allow us to use
your review in the future?
At Delivery Survey
• Send them this survey• Ask for feedback periodically• Encourage your customers to leave
feedback on review sites
Email Your
Contacts
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 52
4. Manage Your Online Reputation
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 53
5. Cross Promotional Marketing
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 54
Create Your Own Membership Buying Program!
• Membership buying programs have the highest closing ratio
• Typical Closing Ratio: 27%
Why?
• AAA• Costco• BJ’s• Sam’s Club
Examples:
Costo’s closing ratio: 35%!
Micro Selling Vs. Macro Selling
Micro Selling = selling one car at a timeMacro Selling = targeting a large group
so you can sell multiple units
Plant the Seed for Macro Selling with A Membership Buying Program!
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 55
How Can I do that?
• Teachers Unions• Military bases• Police Departments• Fire Departments
Visit organizations such as
• Connect with local businesses
Use Linked In
1• Create a VPP• Create Collateral &
Advertise!• Fliers, brochures,
business
Pitch Your Program2Engage Organizations
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 56
How Do I Get Started?
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 57
Evolved Sales Techniques
for theModern Automotive
Sales Consultant
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 58
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 59
Start with a Plan:
Methodical Road Map• Create a Business Plan with a
clear end goal in mind• Plan and prepare accordingly to
make sure you meet those goals
1
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 60
Start with a Plan:
Create your Plan:• How much money do you want to
make?• What is your average commission
per unit?• How many units would you need to
sell to hit that goal?• Know your pay plan and any
incentives/bonuses to keep in mind.
END GOAL
UNITS30
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 61
Start with a Plan:
Diversify how you sell cars• There are 8 ways to meet prospects• Make sure you do not rely on only one area• Create a plan that reaches out to prospects
in all 8 of these categories• Be aware of closing ratios when calculating
your goals
2
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 62
Start with a Plan:
8 Ways to Meet Prospects
Be-Backs (50%) Walk-Ins (20%) Phone-Ups (50%)
Internet-ups (50%)
Service Customers (10%)
Previous Customers (65%)
Referrals (50%) Prospecting (50%)
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 63
8 Ways to Meet Prospects
Be-Backs (50%)1
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 64
8 Ways to Meet Prospects
2 Walk-Ins (20%)
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 65
8 Ways to Meet Prospects
3 Phone-Ups (50%)
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 66
How to Handle a Phone-Up
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 67
How to Handle a Phone-Up
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 68
The Science of Communication
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 69
8 Ways to Meet Prospects
4 Internet-ups (50%)
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 70
8 Ways to Meet Prospects
5 Service Customers (10%)
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 71
8 Ways to Meet Prospects
6 Previous Customers (65%)
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 72
8 Ways to Meet Prospects
7 Referrals (50%)
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 73
8 Ways to Meet Prospects
8 Prospecting (50%)
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 74
Start with a Plan:
3
Videos Index higher than static websites
Use Geo-targeting to make your info relevant
Update your information regularly to
keep it current
Encourage customers to
add their own content to your social media pages
Internet Is Key• In order to maximize the other areas, you need to focus
more online• With positive, relevant and content filled pages, you will
attract more prospects from online sources
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 75
Start with a Plan:
4 Emulate Successful Strategies• Dealerships should emulate the OEM strategies with
regards to social media and online activities• Sales Consultants should emulate the dealership strategies
with regards to social media and online activities
SEO/SEM VSEO/Video Production Social Media Retargeting
Online Reputation
Website Development
Focus Sites/Micro Sites
Blogs
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 76
Start with a Plan:
5 Practice a Proactive Mindset• You can not afford to wait for magic to happen• Be creative about where you find your prospects• The way you view the sales process will
determine your behavior which will determine your results
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 77
Start with a Plan:
6 Methodical Follow Up• Become an expert in inbound and outbound phone
process (including voicemails)• Become an expert on inbound and outbound email
process• Become an expert in Social Media Communication and
Reputation Management• Become an expert in Video Messaging – utilizing Skype,
Face Time, Go To Meeting, etc.
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 78
Start with a Plan:
7 Time Management Skills• Determine how you’re going to look for prospects• How many of them are in dealership?• How many of them do you need to call?• How many of them do you need to email?
Tip:Be careful of distractions disguised as opportunities!
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 79
Start with a Plan:
8 Accountability• Identify appropriate benchmarks
and standards• Create reasonable projections and
goals
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 80
Start with a Plan:
8 Accountability• Track and test your
progress throughout the month
• The right number of conversations will result in the right number of dealership visits which will result in the right number of units sold.
60 Calls a day
X .14
8.3Connections
Daily
14%Connection
Ratio
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 81
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 82
Start with a Plan:
9 Master Your Craft• Master the “Road to the Sale”• Master your Product Knowledge• Master the art of passionately explaining the features and
benefits of your brand over your competitors• Master your articulation of why your dealership’s VPP is better
than any other• Become a master at qualifying a prospect and determining
their wants, needs and expectations• Master an arsenal of 5-7 rebuttals for each one of the top 10
objections
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 83
The Sales Professional of the
Future Is Here Now!
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 84
Conclusion
If you want to not only succeed, but thrive, you need to evolve or natural selection will take over.
If you want things that the average sales consultant doesn’t have, you have to do things the average sales consultant isn’t willing to do.
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 85
Conclusion
Be Proactive
Have a Plan.
Keep Evolving.
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 86
Resources
www.automotiveinternetsales.com www.autosuccessonline.com
www.automotivedigitaltraining.com
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 87
Take Home -
30 Day Free Test Drive!
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How to Sell 30+ Cars (And Make $125,000 a Year!)
Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 88
Thank you!
Sean V. [email protected]
856-546-2440267-319-6776