How To Sell More Cars Podcast Por Terry Lancaster arte de portada

How To Sell More Cars

How To Sell More Cars

De: Terry Lancaster
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Sell more cars. Make More Money. Have More Fun. Conversations with automotive sales champions, experts, and authors about how car dealers, managers and salespeople can sell more cars to make a living and still leave time to make a life.©Copyright 2022, Terry Lancaster. Elvis is the watermelon. Economía Marketing Marketing y Ventas
Episodios
  • Ridiculously Simple Car Selling

    Ridiculously Simple Car Selling
    Oct 31 2023
    It ain't rocket science. It's car sales, and it doesn't have to be hard.In his new book, Ridiculously Simple Car Selling, Steve Stauning and co-author Carson Stauning say that if you're ready to put in the work, you can sell more cars for more money without spending one single extra minute at the dealership. Share 0 Share 0 Tweet 0 steve stauningSummarySimplifying car sales with author Steve Stalling. 0:02Steve Stalling shares his new book "Ridiculously Simple Car Selling" with Terry Lancaster.Selling cars, delayed gratification, and personal growth. 1:09Speaker 2 emphasizes the importance of making the most of the time spent at the dealership, rather than just putting in hours.The difference between delayed gratification and instant gratification is highlighted, with the former leading to long-term success and happiness.Speaker 2 emphasizes the importance of control in the sales process, stating that they don't want to waste their time with tire kickers.Speaker 2 shares their strategy for avoiding tire kickers by providing all necessary information upfront and maintaining control throughout the sale.Simplifying car sales techniques and overcoming objections. 5:56Speaker 2 discusses the importance of believing that every prospect is a qualified buyer, leading to different sales outcomes based on the salesperson's mindset.Speaker 2 and Terry Lancaster discuss the concept of "assumptive selling" and how it can impact sales performance, with Speaker 2 emphasizing the importance of maintaining control and having the right mindset.Terry Lancaster is frustrated with Steve's lack of sending him a book he wanted, and Steve explains that the book is too long and has specific sections for managers and BDCs.Steve offers to send Terry a condensed version of the book, and Terry expresses gratitude for the offer.Sales techniques and relationship-building. 10:25Terry Lancaster mentions that closing a sale is not always necessary, as the process can vary greatly between stores and situations.Speaker 2 provides examples of how salespeople can avoid getting stuck in negotiations and closing techniques, and instead focus on following the road to the sale.Speaker 2 shares a story about a bartender who sold cars for 6 months before the pandemic, despite having no experience in the industry.The bartender's background in music and trustworthiness with customers made him a relatable and reliable source for selling cars.Car sales strategies and networking. 14:55Speaker 2 emphasizes the importance of leveraging personal relationships for car sales, citing that friends and family can provide valuable repeat business and referrals.Speaker 2 highlights the importance of being the single point of contact for buyers to build trust and generate repeat business.Speaker 2 wants to provide value to their relatives by helping them with their car problems, which could lead to future sales.Speaker 2 believes that focusing on Facebook for local reach and YouTube for brand building can have a greater impact on sales than random calls from people in other areas.Social media and sales strategies. 20:13Terry Lancaster emphasizes the importance of building connections on platforms like Facebook and LinkedIn, rather than just relying on virality or one-way communication.Speaker 2 highlights the value of having a strong LinkedIn presence for career growth and networking, and provides the action step of focusing on building connections rather than just selling.Speaker 2 discusses the importance of creating a positive customer experience in the automotive industry, highlighting the need for dealerships to focus on providing a seamless and efficient experience for customers.Speaker 2 also recommends the book "Ridiculously Simple Customer Experience" for car dealerships, which provides practical tips and strategies for improving the customer experience.Selling cars and books with a pragmatic approach. 25:25Terry Lancaster and a guest discuss books and Amazon reviews, with the guest expressing gratitude for Terry's help and support.Terry Lancaster and Speaker 2 discuss the importance of simplicity in communication. Ridiculously Simple Car Selling It ain't rocket science. It's car sales, and it doesn't have to be hard.In his new book, Ridiculously Simple Car Selling, Steve Stauning and co-author Carson Stauning say that if you're ready to put in the work, you can sell Read More Close More Car Sales Listen in on another How To Sell More Cars podcast conversation.We talk about how to close more car deals with special guest Chris Martinez, former Platform Director at Jackie Cooper Imports in Tulsa and author of The Closer: The Automotive Professional's Guide Read More F & I Training for Automotive Dealerships The Definitive Guide to F & IHow the choices your dealership makes in choosing, training, and rewarding your F & I department can boost your profits, improve your customer satisfaction, and skyrocket your customer ...
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    26 m
  • Close More Car Sales

    Close More Car Sales
    Sep 5 2023
    Listen in on another How To Sell More Cars podcast conversation.We talk about how to close more car deals with special guest Chris Martinez, former Platform Director at Jackie Cooper Imports in Tulsa and author of The Closer: The Automotive Professional's Guide to Closing The Deal. We chat about overcoming objections, building trust and rapport, and the exact language to use to close more car sales at your dealership today. Share 0 Share 0 Tweet 0 HOW TO SELL MORE CARS PODCASTfor more free car sales training subscribe at youtube, amazon, apple, iheart, or linkedIn recorded live Sept 6, 2023 in the How To Sell More Calls Town HallSummaryHow to sell more cars. 0:14Welcome to the how to sell more cars podcast. Chris Martinez is today's guest.Today's topic is closing more deals, and Chris's new book : The CloserWhat do you want to be when you grow up? 1:56One of his favorite books is a book about how the kids realize they want to take care of customers and treat people right and make things happen.His kids have taken the book to their show and tell and it's been a lot of fun.The role of closing in today's market and why it's important, and how it's changed.The two distinctions of closing a deal, the to, where the salesperson is trying to help the customer push them further into the sales process, and the c, when the customer is on the right deal.How to know when to bring in the big guns? 6:37How to know when it's time to bring in the big guns to make that commitment.The three kinds of salespeople, the opener, the person bringing them in off the street, the cooler and the closer. The cooler is the guy or girl that can talk really well to the customer.Making friends is good for business, but it has to be done with some intentionality.Some people get stuck in some areas and don't graduate to the next level.The art of persuasion is the art of making things easy. 10:54The art of persuasion is the art of making things easy, not difficult, and closing is about making things easier.One of the best things to do to help push a customer to that next step is to ask the right question.The other manager came in thinking the deal was done, and Brad was the only sales manager there.A salesperson couldn't close the deal. Brad gave it to the greenest green pea on the floor, and they did the deal, so it's just little things like that.The car is the deal. 16:0480% of the people who walk into the dealership know exactly what they want with a deal when they walk in, but they walk out with something completely different.It's not just the car, it's the deal. The car is the deal, how to land on the right thing.The rule of seven states that someone has to see something at least seven times to be influenced to make a decision.The best known product is better than the best product and that they don't know you. The best product is the best one.Holding the conversation well. 21:36As long as you are holding the conversation well, you are just having conversation with the new friend, that's all you're doing and it should go and flow pretty smoothly.There's a little trick chris picked up from some folks a while back that he's going to share.The last third of the book is about word tracks, the difference between training an hour a day and training anhour a week.How he learned the word tracks.One piece of advice for salespeople. 25:24The final piece of advice Chris would give to a salesperson trying to make a career and anongoing business to close more deals.The greatest single thing an author can do for an author is to read the words that they need to put on paper.Full Transcript Continued Below Ridiculously Simple Car Selling It ain't rocket science. It's car sales, and it doesn't have to be hard.In his new book, Ridiculously Simple Car Selling, Steve Stauning and co-author Carson Stauning say that if you're ready to put in the work, you can sell Read More Close More Car Sales Listen in on another How To Sell More Cars podcast conversation.We talk about how to close more car deals with special guest Chris Martinez, former Platform Director at Jackie Cooper Imports in Tulsa and author of The Closer: The Automotive Professional's Guide Read More F & I Training for Automotive Dealerships The Definitive Guide to F & IHow the choices your dealership makes in choosing, training, and rewarding your F & I department can boost your profits, improve your customer satisfaction, and skyrocket your customer retention.Five-time best-selling author and former general manager Max Read More How To Sell More Cars at a Dealership Today Strategies we can put into action to sell more cars at a dealership right now - not how it was back in the good ol' days, not how it's gonna be in a few years unless we do this, that Read More Anarchy in Automotive Marketing Listen In on the HOW TO SELL MORE CARS podcast as Kathi Kruse and Mike TheCarGuy Correra talk about how in today's automotive marketing world, the ...
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    28 m
  • F & I Training for Automotive Dealerships

    F & I Training for Automotive Dealerships
    Aug 1 2023
    The Definitive Guide to F & IHow the choices your dealership makes in choosing, training, and rewarding your F & I department can boost your profits, improve your customer satisfaction, and skyrocket your customer retention.Five-time best-selling author and former general manager Max Zanan is our guest on this episode of the How To Sell More Cars Podcast talking about his latest work, The Definitive Guide To F & I. Share 0 Share 0 Tweet 0 HOW TO SELL MORE CARS PODCASTrecorded live 8.2.23 for more free car sales training subscribe at youtube, amazon, apple, iheart, or linkedIn The Definitive Guide To F & IEpisode SummaryIntroduction of the episode. How to sell more cars podcast with max zanon, best selling author and author of five books, the definitive guide to f and i.How to increase customer retention.Finance is the glue that connects the sales department and the service department. Without doing the right thing, it will be very difficult for the sales and front-end to achieve maximum profitability and to achieve a real customer retention.The book was to bring some awareness to how complex f andi is.How to attract and retain the right people? One of the first things in the book is setting up the department to have top performers and great performers.The number one reason why people leave automotive retail is spousal pressure.Quality of life is the secret sauce to attracting quality employees. A normal environment with a normal schedule leads to employees producing more.Creating a culture where people want to stay.In order to build generational wealth, you need generation of customers. The sales and service teams need to be comfortable dealing with multiple generations of people.A lot of times, dealers make a mistake and overload the existing finance manager instead of hiring an additional finance manager.Summary Continued Below Ridiculously Simple Car Selling It ain't rocket science. It's car sales, and it doesn't have to be hard.In his new book, Ridiculously Simple Car Selling, Steve Stauning and co-author Carson Stauning say that if you're ready to put in the work, you can sell Read More Close More Car Sales Listen in on another How To Sell More Cars podcast conversation.We talk about how to close more car deals with special guest Chris Martinez, former Platform Director at Jackie Cooper Imports in Tulsa and author of The Closer: The Automotive Professional's Guide Read More F & I Training for Automotive Dealerships The Definitive Guide to F & IHow the choices your dealership makes in choosing, training, and rewarding your F & I department can boost your profits, improve your customer satisfaction, and skyrocket your customer retention.Five-time best-selling author and former general manager Max Read More How To Sell More Cars at a Dealership Today Strategies we can put into action to sell more cars at a dealership right now - not how it was back in the good ol' days, not how it's gonna be in a few years unless we do this, that Read More Anarchy in Automotive Marketing Listen In on the HOW TO SELL MORE CARS podcast as Kathi Kruse and Mike TheCarGuy Correra talk about how in today's automotive marketing world, the only constant is change itself.Automotive Marketing Anarchy & Guilty PleasuresSubscribe to the How To Read More Used Car Dealer Marketing Used car dealer marketing that breaks through the noise, makes things happen, gets remembered and gets talked about. #HowToSellMoreCarsUsed Car Dealer Marketing Ideas on the How To Sell More Cars Podcastrecorded live 4.5.23 in the How To Sell More Cars Read More
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    36 m
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