Blog entries

Overcoming Objections - Part 2

Michael Rees — Sat, 28 Apr 2012 21:56:49 +0100

[video:http://www.youtube.com/watch?v=wfWSpYFHMns 570x390]

There are 5 main areas that your customer may have objections in - it is important that we as salespeople ensure that all of these 5 main ingredients in a sale are firmly intact. The most important thing we sell is ourselves. We make the difference, more often than not, as to whether customers buy from us or not. So what can we do to make ourselves so attractive to our customers that they WANT to do business with Read More...

Overcoming Objections - Part 1

Michael Rees — Fri, 30 Mar 2012 14:11:06 +0100

[video:http://www.youtube.com/watch?v=T37CbNSOUjE 570x390]

Selling would be so much easier if we didn't have any objections to overcome, wouldn't it?

Yet we must remember that selling, most times, is all about overcoming objections. So it is not surprising that I have multiple requests to cover this important topic in person.

The video of course covers how to try and avoid objections in the first place, and a recap of these points is as follows:

Follow the prRead More...

Start Measuring so you can Manage!

Michael Rees — Tue, 28 Feb 2012 22:18:21 +0100

[video:http://www.youtube.com/watch?v=SvxDqqGjmYU 570x390]

John Newburg said:

“People can be divided into 3 groups:

Those who make things happen

Those who watch things happen

Recently aRead More...

Warranty Administration

Michael Rees — Fri, 30 Dec 2011 20:03:59 +0100

Warranty Administration

[video:http://www.youtube.com/watch?v=BUGzNIqV0-s&feature=g-upl&context=G296613bAUAAAAAAAAAA 570x390]

"Happy New Year"

Execution

Meanings: Implementation, performing of something, carrying out of legal provisions.

These are just a couple of definitions of execution according to the dictionary. This is something we attempt to do everyday in our dealership and more speciRead More...

A New Year is almost here - are you ready?

Michael Rees — Wed, 30 Nov 2011 01:44:23 +0100

[video:http://www.youtube.com/watch?v=Skrddizv7m4 570x390]

It's that time of year - budget/forecasting time. Have you done yours yet? If so, what improvements are you forecasting?

If you haven't made any plans for 2012 yet, don't worry, you still have time. Why should you even do this? Simple - if you don't know where you're going, any road will do! You must believe that you can make a difference in what you do. You have to know that extra effort will produce better results.Read More...

True Greatness

Michael Rees — Mon, 31 Oct 2011 13:32:49 +0100

[video:http://www.youtube.com/watch?v=r-3TkpgpyUM 570x390]
As you will hear in the video above, I read an article about Joel Osteen this last weekend, and one of his "mantras" to leading a better life is to help someone to become great. In order to become a successful dealer, you must help your team to be successful. So what can you do, right now, today, to do that? Can you help an individual employee to become more successful? Dedicate your day to helping someone become "differeRead More...

First Impressions

Michael Rees — Fri, 30 Sep 2011 00:16:40 +0100

[video:http://www.youtube.com/watch?v=Xmg32UUW1OY 570x390]

When we work in the same place every day, quite often we don't see or notice how good or bad the first impressions we project to our customers.

There are 3 basic ways our customers contact us:

In Person

Via the Internet

On the Phone

As I task you to do in the video, take stock of how your customers are received at your dealership - check each method of contact.

Here is what you should inRead More...

Keep them coming back!!

Michael Rees — Tue, 30 Aug 2011 23:46:11 +0100

Watch all 4 of the videos in this blog - David Foco, Vice President, talks about how to keep our customers coming back.

Research has shown that customers will buy their next vehicle from the dealership they last used for service - if it was in the last 90 days, they will do this a whopping 72% of the time!!

It isn't a matter of whether you want to do the processes David talks about, this is a necessity if you want to sustain your business. Don't delay in following his advice, and Read More...

Prospecting that works!

Michael Rees — Fri, 29 Jul 2011 11:15:31 +0100

[video:http://www.youtube.com/watch?v=qsljsjLv45E 570x390]

I am sure that many have you have tried to prospect in the past, and in fact some of you may well have a great routine that you use now to continually cultivate business.

What we are talking about here is the kind of prospecting that will produce results - both short-term and long-term. It is essential to get, and keep, your name out there. The ideas talked about in these 2 videos are proven and effective. They are exampleRead More...

Benchmarking and Tracking - both variable and fixed operations

Michael Rees — Mon, 27 Jun 2011 11:53:51 +0100

[video:http://www.youtube.com/watch?v=_hs3ko_kIXc 540x390]

This month David Foco talks about the power of benchmarking and tracking - on a daily basis. I know many of you have measurements in place and use them to help maximize your departments' potential.

I also know that many of you look at these numbers a little too seldom - maybe just once or twice a month. If you were able to see critical measurements each day, it would allow you to make necessary adjustments quickly, giving Read More...

The 5 Ingredients in a Sale - Ingredients 2 - 5

Michael Rees — Sun, 29 May 2011 12:24:18 +0100

Watch the first video below on steps 2 and 3 - Who You Represent & Product

[video:http://www.youtube.com/watch?v=ZFtG35eZ14k 540x390]

The 5 Ingredients to a Sale (Part 2)

The first part of this article covered the first ingredient in detail, so this part will cover the remaining 4 - who you represent, your product, the price, and time.

Who You Represent

This ingredient is quite often missed, as we quite often assume (wronglyRead More...

The 5 Ingredients In A Sale - Overview and Ingredient #1

Michael Rees — Thu, 28 Apr 2011 00:36:22 +0100

The 5 Ingredients In A Sale

[video:http://www.youtube.com/watch?v=PG_74tbsQ1c 540x390]

Most salespeople have been trained on certain steps to a sale. It may have been a 10-step selling system, maybe a 12 or 13 step selling system - they are all pretty much the same, as selling really hasn't changed since the beginning of human life - when Eve was sold on taking the apple from the serpent.

The main steps to a sale are as follows:

Meet Read More...

F & I - Start the process with a proper introduction

Michael Rees — Mon, 28 Mar 2011 23:28:05 +0100

[video:http://www.youtube.com/watch?v=y0cXDU8qZdc 540x390]

In today’s constantly changing Industry, we need to be able to accept the changes that come to us from every different direction. This means that we as Business Managers should have the forethought to know that change is a good thing. This includes changing ourselves and our approach to the finance delivery.

Our consumers have been trained Read More...

Customer Retention - The "Active Delivery"

Michael Rees — Sun, 27 Feb 2011 20:10:31 +0100

[video:http://www.youtube.com/watch?v=O3j_-1Ppy_I 594x390]

First video - click above

The information in the two videos from David Foco gives you a sure fire, guaranteed way to increase business in any service department.

In this ever-increasingly competitive world that we live and work in, we all must provide more and more customer service if we want to stay ahead of the curve.

[video:http://www.youtube.com/watch?v=eSbcg11peu8 654x390]

One on One's Anybody??

With the upcoming NCAA basketball tournament just around the corner, I could not help myself with a little basketball jargon, A little One on One anybody?

Of course 10 years ago I would have been talking about taking someone on in a game of b-ball, just ask my kids. Nowadays the knees just can&rsquRead More...

Video E Mail Follow Up

Michael Rees — Fri, 31 Dec 2010 14:16:56 +0100

[video:http://www.youtube.com/watch?v=GtoIQuQcuNg 654x390]

Video E-Mail

I cannot think of a single process or piece of training that has had such a positive impact on all our dealers as the introduction of video e-mail.

Allow me to explain why.

It still amazes me that over 90% of customRead More...

Make 2011 "Differently Better"

Michael Rees — Fri, 31 Dec 2010 13:44:06 +0100

[video:http://www.youtube.com/watch?v=Z41YHIDCNhM 654x390]

Make 2011 “Differently Better”

John Newberg said that:

“People can be divided into 3 groups:

Those who make things happen

Get Ready - 2011 is nearly here!

Michael Rees — Tue, 30 Nov 2010 22:48:22 +0100

[video:http://www.youtube.com/watch?v=osQJT_txZIk 654x390]

Whether 2010 has been good to you or not, if you want to make the most our of 2011, you need to be prepared.

Easier said than done, I know, but then if it was easier done than said, it probably wouldn't be worth doing!

In my video, I talk about budgets and forecasts, as well as goals. I will leave goals alone, as I have already covered them in a prior blog, titled "A New Month". There isn't a difference betweeRead More...