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Dealers, GM'S, GSM's, and Sales Managers are the culprits in stopping the improvement of the current, aging methods of selling (i.e. "10-step", "Four Square", "13 Step", etc...).

 

Heck...we may as well throw in most sales trainers into that bunch, too! They're still training how to overcome objections caused by their own methods!

 

Interestingly, Salespeople (the 10,000+ I talk to) already recognize a need to offer clients something a heckuva lot better than the status quo ...they just don't know WHO to ask without getting the same 'ol - same 'ol! (Is that how you spell that?).

 

Let's take a closer look at the problem...

 

Most sales methods start with an introduction and then immediately downshift into "Qualifying", or "Fact Finding", or whatever the term of the day is.  This "Qualifying" is defined as finding out the wants and needs of the customer by asking, "What do you want?  What do you need?"

 

Sounds clever enough.  But there is a foul smelling chunk of brown stuff in the tread of this tire ...the client is wrong over 80% of the time (My stats have it at 82%) about what they think they want and need (and can afford).  So they choose something else.

 

So why do we force our salespeople to NOT ONLY ask the ridiculous "What do you want? What do you need?" questions, but then allow them to continue riding down this "client-leading" road for the next 1-2 hours. Especially when the client is wrong nearly every time! 

 

The unfortunate ending? Low grosses, low penetration levels, extended finance terms, and/or the client hauling-ass out of the showroom with one finger in the air.  There go the referrals and your on-line reputation is cooked.

 

Is there a better way?  Heck yes!  I've used it and trained it for many years.  But you see, the problem isn't "How" to do it better, the problem is that Dealers, GM's, GSM's, and Sales Managers don't ask "Why" they should alter the stale and wrinkled methods that were around in the "good 'ol days".

 

If you refuse to open your thinking, then you can continue to tell your salespeople they've got it wrong and get them to commit MORE TIME to re-learning the old methods (if you think it's their fault) until they can no longer pay their bills making $32K per year ...or You can commit to altering the old school methods to MODERN METHODS of selling that have been proven to work in today's market by PEOPLE WHO HAVE SOLD IN TODAY'S MARKET and made a GREAT CAREER DOING SO!

 

Final hint:  If your sales trainer hasn't sold cars for a living over the past 5 years, you need a new trainer!  Unfortunately, most "Guru" trainers haven't sold cars in 10, 20, or 30+ years.  Go figure.

Tags: auto, car, closing, deals, grosses, low, management, sales, techniques, tips, More…training

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What is the better way?

Hey Derek!  I have it explained in detail in a response to James Jarrett.

 

Cheers!

 

Tom

If anyone is considering contacting Tom Van, I would highly encourage you to do so... Tom was reshaping the way car dealers sell cars back in the late 90's using the Internet, he has been written about in the Wall Street Journal and other publications because of the success he and his brother Fred have experienced in running dealerships using innovative new sales process and marketing strategies.  I have seen Tom and Fred Vann in action at their dealerships and to this day I use many concepts that I learned from them back in 1998.  For example, the concept of matching inbound leads to the best possible sales resource INSTEAD of using "Round Robin" or some other asinine random selection process is one that has made my work in online auto sales very successful, is still valid to this day and one of many I learned so long ago from Tom Vann.

Thanks Ralph! 

 

For the good of the discussion, I've also explained the 4 Phases of VSM (which I call it) in pretty decent detail in a response to James Jarrett.

 

Cheers!

 

Tom

The only way I know to get to what the client really wants and needs is to ask a lot of open-ended questions. Who's the car for? How will the car be used? What do you like best/worst about your current vehicle? How have your needs changed?

 

If somebody has a better answer, I'd sure like to hear it.

Greetings, Bill!

 

I just explained it in detail in response to James Jarrett.  By the way, Bill...I've been selling for well over 20 years and I've used and tested a BUNCH of sales and marketing methods.  The penetration ratios with this method increase 8% to 15% above any other method I've used (and used by a ton of people who found it on some of my free videos), and grosses are leaps and bounds above those other methods, too!  (I'd use percentages here but they might look fluffy...and they change per manufacturer line, used/new ratio, and different geographies throughout the world).

Come on Tom.  Stop using this to advertise your method.  This is a board to share ideas not just shill for your services.  Bad post with no solution

 

The solution is broken down into 4 main phases:  Discovery, Presentation, The Works, and The Finish. 

 

This structure is based on Implicit Conversational Management (ICM) as opposed the the aging and stale Explicit Conversational Management (ECM) methods ("Push" methods).

 

Discovery focuses on two primary client problems; (1) The Problem with their current mode of transportation (emotionally and pragmatically), and (2) The Problem with their Current Shopping Experience (Wants and Needs of the client are merely footnotes...and are of only minor importance.  We must discover these two problems in order to begin establishing the TRUST factor).

 

Presentation is the presentation we make of our Package of Extraordinary Benefits (PEB).  This has NOTHING to do with the presentation of a vehicle.  However, it delivers the client's first commitment to our service.

 

The Works is now the dissemination of decison-making information from the client (Their current process for vehcile decison-making, the "Trade", the preferred method of payment, and finally the financials ~ which means we are easily given the client's budgetary requirements PRIOR to ever selecting a vehicle ~, and then their credit situation and a final RECAP which results in a hard commitment by the client).  Again...there has be NO vehicle solution offered at all by this moment of the ICM, yet all forward momentum is delivered by the client.

 

The Finish is the final phase.  This includes (1) Management Introduction, (2) Vehicle Solutions to match the client's hard commitment (This is how we maximize gross adn penetration ratios), (3) Vehicle Presentation ($1,000,000 walk-a-round), (4) Raod Test, (5) Rate the Vehicle, (6) Deliver the Numbers based upon hard Commitment Criteria, (7) Referral Collection, (8) Sign-up, (9) Vehicle delivery, (10) Long Term Follow-up.

 

Objection overcome has now been eliminated. 

 

Good enough James?  I have a Free Video Series explaining the phases if you want to see it.

 

Cheers!

 

Tom 

 

 

I agree with James. Tom Van may be awesome, but he gives us nothing of value here. This is a commercial.

No problem, Marty.  I just explained it in a response to James Jarrett.

 

Cheers!

 

Tom

Copy of Reply by Tom Vann 

The solution is broken down into 4 main phases:  Discovery, Presentation, The Works, and The Finish. 

 

This structure is based on Implicit Conversational Management (ICM) as opposed the the aging and stale Explicit Conversational Management (ECM) methods ("Push" methods).

 

Discovery focuses on two primary client problems; (1) The Problem with their current mode of transportation (emotionally and pragmatically), and (2) The Problem with their Current Shopping Experience (Wants and Needs of the client are merely footnotes...and are of only minor importance.  We must discover these two problems in order to begin establishing the TRUST factor).

 

Presentation is the presentation we make of our Package of Extraordinary Benefits (PEB).  This has NOTHING to do with the presentation of a vehicle.  However, it delivers the client's first commitment to our service.

 

The Works is now the dissemination of decison-making information from the client (Their current process for vehcile decison-making, the "Trade", the preferred method of payment, and finally the financials ~ which means we are easily given the client's budgetary requirements PRIOR to ever selecting a vehicle ~, and then their credit situation and a final RECAP which results in a hard commitment by the client).  Again...there has be NO vehicle solution offered at all by this moment of the ICM, yet all forward momentum is delivered by the client.

 

The Finish is the final phase.  This includes (1) Management Introduction, (2) Vehicle Solutions to match the client's hard commitment (This is how we maximize gross adn penetration ratios), (3) Vehicle Presentation ($1,000,000 walk-a-round), (4) Raod Test, (5) Rate the Vehicle, (6) Deliver the Numbers based upon hard Commitment Criteria, (7) Referral Collection, (8) Sign-up, (9) Vehicle delivery, (10) Long Term Follow-up.

 

Objection overcome has now been eliminated. 

The methods that Tom Vann and company use will help you increase your contact,appointment and therefore your sold penetration. Plus his training is simple to impliment I can't say enough good things about Tom and his methods.

 

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