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Comment by Ken Beam on April 29, 2014 at 3:55pm

Brian - Ha! Ha! Boy............. now now........ don`t get your panties in a bunch pal! Take it easy now.................. ha! ha!  

Comment by Ken Beam on April 29, 2014 at 7:19am

@ Brian - I appreciate everyone`s opinion. Even your remarks, regardless if I or anyone on ADM for that matter, perceives it as having any constructive value. Whereas you did briefly mention some basic fundamental rules of selling.......... You just seem very set in your ways in regards to sales in general and that`s a shame..........

I`m not a younger man by any means......... but at 51 y/o I always have felt that I've evolved & adapted to utilizing the newer digital methods of selling.   

Oscar Wilde once said, “The optimist sees the donut, the pessimist sees the hole.” ................... I have a feeling you do indeed see a lot of "holes".

THE END.

Comment by Ken Beam on April 29, 2014 at 4:38am

Hey Ralph - Please replace the Saab video with this version as you can now hear what I said at the end(we`re having internet connection issues at work so I redid it at home)

Comment by Ken Beam on April 28, 2014 at 11:01am

@ Bryan Mull - Hey thanks a lot for saying this! There is a lot involved in "cutting clips" and trying to make then effective & efficient! You are so right............ it`s a lot of work. However........ I don`t make videos for all potential clients............. you have to sort of weed through it & decide. We have customers request a video occasionally which is the case here.

Thanks a lot for your input.

Ken- 

Comment by Ken Beam on April 28, 2014 at 10:57am

Ken`s first response to Brian Bennington;

Ha! Ha! @ Brian Bennington - Well....... thank you for your opinion in regards to this little custom clip that made for a client. Not really sure what your business is actually...... however when I start reading such things as "car guy" adjectives and "used car peddling" the first thing that does indeed come to mind, has this "Authority"(of some sort) ever sold vehicles?? Possibly...... but I wouldn't bet the ranch on it Pilgrim(ohhhhhh...... that`s a John Wayne Adjective......forgive me.)  
 
A nice walk around, with good explanations of the features albeit heavy on the "car guy" adjectives. (Really Ken, do you think anything about this Volvo is "gorgeous"?). *Now let`s briefly talk about this...... Let`s see we are looking at a 2006 car with only 50,000 miles and one that is also accident-free......... Now Brian........ you may not be very passionate about a Saab, but I gotta tell ya...... after doing this for 26 years, yep......... I still get pretty darn excited when an older vehicle with low miles(for the year at 15k per year "normal" mileage would be 120k) that`s in this kind of condition.
 
By the way, not that it hurt the presentation, why did the audio disappear for the last 30 seconds? *Yeah......... I did late Friday afternoon & did not catch it as they were rushing to get out of here........... wish I did catch this. Because it did in fact hurt the presentation Brian.
 
  No big deal, though, as your “spot” was genuinely good enough to show on TV.>>> *TV???????????? I`m not trying to re-make "Gone with the Wind" Brian........ha! ha! 
 
  Here in LA, Ralph Williams and Cal Worthington became famous for this type of used car peddling. >>> *Old-school gentlemen but they certainly did do some effective marketing. 
 
But, for one customer?  It seems like “overkill.”  I suppose if you did the entire production in 15 minutes or so, it might be worth it, maybe…. >>> *May seem like "Overkill" in your eyes however you Brian are not the customer that is trying to purchase a vehicle. This particular customer actually requested a video. I didn't just arbitrarily just go out and make a custom video. 

Comment by Ken Beam on April 28, 2014 at 10:56am

Ken`s second response to Brian Bennington;

Even if they love it, they still have to be closed, and you really won’t know what you’ve got until you're “eyeball to eyeball. >>> *You`re insight does indeed seem a tad old-school Brian........... see more & more customers today appreciate & want to be visually stimulated i.e. pictures and video. Yes you are correct........ the potential customer does indeed still have to be closed, however by communicating through video the customer becomes much more comfortable about coming to Douglas and is much less apprehensive when they arrive. You can critique things a million different ways Brian, however these are purely proven facts. 
 
Watching it, I’m questioning your sales tactics. >>> *Let`s discuss your comment here........ ummmmmmmmmm............. The guy in the video is not trying to sell you directly. He in fact is trying to give you an experience unlike any other dealership that he or she may have visited by being transparent in his presentation. Think about this, I have created personal videos for customers all around the world & have successfully completed these transactions. I have had a couple from Germany travel to New Jersey twice in order to purchase two different FX35`s. 
 
Any one of those features you “poured your heart out about” could have considerably more value in a closing situation. *Again as you stated, the sound cut out unfortunately. So you are making assumptions without knowing what was said........... yes.......... that makes a lot of sense. 
 
It’s kind of like “emptying your gun” while your target is still out of range.  You very well could have "talked them in" >>> *** Now this statement is really showing your age Brian! ha! ha! Nowadays customers will travel across the country if you have a product that they are interested in. The dealer that goes above & beyond will more than likely be afforded the opportunity to earn the right to their business. "Talking them in" alone doesn't cut it anymore....A dealer must communicate utilizing many different touch-points nowadays......... I suggest you get up on the times a tad their my friend. 
 
and had much better transaction control, but that type of selling is becoming a lost art. >>>*Definitely do not agree with this statement. Solid Sales Professionals are still selling the "Why Buy From Us" and the unique story philosophy of their company. The difference which you fail to realize is that this is utilize/expressed when the customer is in front of them. Come on Brian it`s 2014 and just about every customer knows about the company they`re considering doing business with BEFORE they even contact that particular company. All through reviews. 
Comment by Ken Beam on April 28, 2014 at 10:55am

Ken`s third response to Brian Bennington;

Early on, I was taught to look at selling as mind control, and would rather “paint the picture” with words and let the customer do the visualizing.  I learned that when the customer saw themselves in the “picture,” they had mentally “bought.”  As an example, look no further then the evangelists on TV.  They get their “customers” to ante up, often bigtime, yet they never show a video, or even a picture of heaven.  Think what you will about them, but remember the only thing they sell is “The Promise,” which totally eliminates the “cost of goods.”  >>>**The difference nowadays is how that picture is painted Brian.......... I was taught the same philosophical ideas very similar to what you mentioned............ however.............. I evolved with the internet and how the potential prospect wants & expects to be addressed nowadays. I certainly have a wealth of tools/ways to communicate with customers that I did not obviously have back in 1988. Now let`s briefly(and I mean very briefly) discuss those "evangelists on TV".........................Ohhhhhhhhhhhhhhhhhh............................ wait....................... what are they on again??????? Television!!! Ahhhhhhhhh........ yes another way of visually communicating/"PEDDLING" their or product!! Ha! Ha! Now talk about "Overkill"....... ha! Ha!      
 
Finally, in regards to the sunglasses, please know I'm not "messin' around with Ken."  You obviously aren't responsible for it, but car salespeople wearing them usually (Or is that indeed Brian`s stereotype of a used car salesman????)  portrays a negative image.  If you have some type of disorder that requires them, I understand. **If you have seen my videos in the past , I`m almost always wearing glasses as I have a condition with my eyes. Even on cloudy days I may have them on. Perhaps you should ask before you assume Brian. 
 
But thanks very much for your opinion.................. I certainly appreciate it.
 
Ken-
 
Comment by Bryan Mull on April 28, 2014 at 8:30am

Creating a 4 minute video for even half of the internet inquiries that come into a dealership would take way too much time. Someone has to edit this and mix it down. Granted, it looks great but it would take too much time to produce. Videos like this can't be done on just an iphone. Personalized used car videos are great, but it's tough finding that balance of length, video production quality, and the ability to get this done with the million of other things that have to be done by dealership employees. 

Comment by Ken Beam on April 26, 2014 at 11:22am

@ John - "Lose the glasses" huh????? ................... nah........... You know how the song goes man....... "You wouldn`t pull the mask off the ol` Lone Ranger and ya don`t mess around with Ken!" ----- ha! ha! ....................... uhhhhhhhhh.............ain`t happenin`! but thanks(?) for checkin` it out. 

Comment by Ken Beam on April 26, 2014 at 11:20am

@ Ralph - Hey thanks a lot........... So what a new thing for me to try in this one was just to use a salesperson holding the camera for my intro & ending........... the rest I did myself. Ken`s first Selfie-Video!~ ha! ha! 

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