WEBCAST: 2018 March

Question 1

• Being Present means being able to
  
  • Listen when they speak
  • Solve issue at hand
  • All your attention
  • Top 60-car/mo salesman in Dallas said: “I listen with my whole body.”
  • They should feel like they are the only person in the world, regardless of distraction
  • It’s not a word track, it’s a body thing
  • It’s about patience
  • It’s about slowing down time
  • Someone walking by doesn’t break your attention
  • Not listening to respond, but listening for the next question and clarity of the picture they are trying to get
  • Pay attention to their words, body language, what’s important and not important to them, they get your full attention
  • The customer deserves your full attention
  • If your phone rings when you’re with someone, flip it over
  • You’re biggest opportunity is the person in front of you
  • When they speak, don’t speak over them. Listen to them. If they are about to say something, stop. It changes what you are about to say
  • What they say is more important than what you say
  • Especially with female, it allows them to get clarity by allowing them to express. You have to shut up.
  • Salespeople are concerned about the next question and sometimes we forget to absorb important things like their name.
  • Stop worrying about the next step and worry about the person in front of you.
  • Being present is not easy. Urgency + slowing down or matching the customer
  • You need to go at their pace, tempo, and volume
  • You’re hello should not be confrontational, aggressive
  • Body Language:
    
    • If you want to learn body language:
      
      • First, be aware of yours
      • Pay attention to what you are thinking and feeling and what your body is saying
        
        • Sitting and leaning back seems to say you’re a passive listener
      • Coffee isn’t for closes in this group, it’s for connectors
        
        • “Yeah, that’s cool”. It’s about being interested in them
      • Don’t try to guess where they are coming from
  • Everyone in this group is unique.
    
    • You are uniquely you
    • The box of steps and the transactional world of dealers is wrong

Slow down time

• Get ahold of the conversation early
• Let them run rampant, answer their questions at the beginning so they don’t drag you around the parking lot for an hour. Get the big picture early. Saves you time talking about the wrong vehicle so you’re not wasting time for no reason
• Get big picture early
• Take as much control of it as you can
• Do this everywhere
  
  • Dealership Damian knows, they go to this club and disrespect the staff. The staff says they will never buy a car from them.
• Being Present means being present everywhere
• If you go to the restaurant, eat, and leave, you’re not being present.
  
  • Introducing yourself to everyone, the owner, the staff.
  • People start approaching you
  • They find out who you are
  • When you go to local restaurant, introduce yourself to everyone
    
    • “Who are you, I love your business, food is great, service is great.” Time after time it makes a present
    • It’s like CHEERS TV Show. Not “Hi I sell cars.”
    • It’s a different group when you leave
  • People are so hungry for someone to say “Hi nice to see you.”
  • How are you? “Yeah I’m okay” doesn’t serve connecting. Damian “I am happy> :-)”
  • To be attraactive in the marketplace you just have to be attractive
  • You have your favorite places
    
    • Smile at everyone
    • Find out what everyone does
  • “You’re in the car business?” We don’t think like car salesman, we think like human beings. Be the same person at all places. You shouldn’t come to work and sound different.
  • When you meet them at a grocery store, it’s a conversation about nothing. At the dealership, it should be the same. They shouldn’t feel like a salesman is just talking to them..

APPLE TREE - CHAPTER 6

• Tree with all these people you know
  
  • This section is about repeats and referrals. These people should be treated like the people you went to school with.
  • The connection you have with other people IS your humanity
• Presence in advertising at local community center
  
  • May not call you based on that only
  • But if you’re present at that place
  • Being PRESENT at the place you advertise changes the game of advertising. Advertise where you frequent. They need to see the real person behind billboard. Shake your hand. They shouldn’t feel worried when they come see you. You’re a real person when they meet you. “He’s real just like me.” Sometimes people are intimidated to come see you.
  • Game changing marketing: Being present where your advertise

“Of course you’re present where you advertise, you’re famous”

• 7 years ago, wasn’t
• If you are popular on Facebook, it doesn’t mean you are making sales. It’s not helping your business at hand. Not what selling cars is locally.
• Community, relationships, that’s where you focus. Not advertising on Facebook. If all you are is a marketer on Facebook, all you are is another TRANSACTIONAL person. Make it not about the car anymore, it’s about their kids went to this school, their grandad has this place you went as a kid. You make it meaningful and personal. It’s an EMOTIONAL connection. It’s hard for them to shop you, they feel guilt. They don’t want to break the bond and trust. They feel they earned it from you and you from them.
• We are advisors now. Not old, stereotypes. They are asking us for advice, work together. If you don’t give them the right advice and don’t put them in the right situation, doesn’t benefit them. They might like it the first month, but not the second, third, and fourth month. Advise based on their needs, not our wants. Bring the compassion back. If they can only afford a certain car, shame on me on putting them on something they can’t afford. They can feel that human element.
• Lady came in was down on her luck, had a big desiel truck, couldn’t afford it, poured her heart out. Help her out for her life. We get to play that role, feel that compassion. Sensitive to her needs and wants. IF you don’t feel that, you’re doing something wrong and need to change something.
• Advising people to go long terms like 72 months is trapping people. 36-48 months is idea. It’s critical to having more success. They are trapped and it’s your fault. It’s not benefitting you or your customer. If they are adament about 60-72, explain to them why 36-48 is important when they come back next. What’s beneficial now and in the future. Telling them is doing your job. Don’t be afraid of asking for a down payment. “How much do I have to put down?” People already assume. “This is what I suggest you put down, otherwise maybe look at a different vehicle.” Don’t push them onto something they don’t want or need.

LYING

• Old days, they would say “You need $3,500 down.” We need to find better ways to get the same outcome.
  
  • “You aren’t wanting to put 6-7000 down are you? haha no. What are you thinking?” Gets their thinking up without having to lie. You’re not telling them what they have to do. You’re the advisor.
  • When you don’t feel good about something, you find a way. Don’t mislead, omit, not be certain. Words need to be from the heart. You have to be aware of this.
  • This club is about you, not about your dealer and what the management is telling you

PRESENCE AT HOME

• You need a life outside the dealership
• Excited to go home and go to work
• When with children, be present with them
• When with spouse, be present with them
• Life and work has to balance out well
  
  • “Leave it on the court” Fight argue and are competitive on the court, but leave hugging
  • Leave work problems at work

PRESENCE WITH YOU

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