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How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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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.com
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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. Bradley November 20th, 2013
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Page 1: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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

Page 2: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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

Page 3: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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)

Page 4: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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!

Page 5: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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

Page 7: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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

Page 8: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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.

Page 9: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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

Page 10: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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.

Page 11: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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.

Page 12: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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?

Page 13: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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.

Page 14: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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

Page 15: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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.

Page 16: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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

Page 17: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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

Page 18: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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

Page 19: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

How to Sell 30+ Cars (And Make $125,000 a Year!)

Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 19

Page 20: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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.

Page 21: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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!

Page 22: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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

Page 23: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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

Page 24: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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!

Page 25: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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

Page 26: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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

Page 27: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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

Page 28: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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.

Page 29: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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!

Page 30: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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

Page 31: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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

Page 32: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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

Page 33: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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

Page 34: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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

Page 35: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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

Page 36: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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

Page 37: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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

Page 38: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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

Page 39: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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

Page 40: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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

Page 41: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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

Page 42: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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

Page 43: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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!

Page 44: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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:

Page 45: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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!

Page 46: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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

Page 47: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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.

Page 48: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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

Page 49: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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

Facebook

YouTube

Flickr

Twitter

Google+

LinkedIn

Review Blog

Pinterest

Instagram

Tumblr

MustHaves:

Suggested:

Page 50: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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

Page 51: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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

Page 52: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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

Page 53: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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

Page 54: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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!

Page 55: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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

Page 56: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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?

Page 57: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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

Page 59: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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

Page 60: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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

Page 61: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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

Page 62: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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%)

Page 63: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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

Page 64: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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%)

Page 65: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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%)

Page 66: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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

Page 67: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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

Page 68: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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

Page 69: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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%)

Page 70: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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%)

Page 71: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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%)

Page 72: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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%)

Page 73: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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%)

Page 74: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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

Page 75: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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

Page 76: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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

Page 77: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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.

Page 78: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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!

Page 79: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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

Page 80: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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

Page 81: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

How to Sell 30+ Cars (And Make $125,000 a Year!)

Presented by Sean V. Bradley www.DealerSynergy.com / 888-3-SYNERGY 81

Page 82: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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

Page 83: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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!

Page 84: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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.

Page 85: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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.

Page 86: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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

Page 87: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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!

Page 88: How To Sell 30+ CarsPer Month & Make OVER $125,000 Per Year - Automotive Sales

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


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