Episode 123 – In this episode, Ray and John discuss an article titled, “25 Sales Hacks”.

In this episode, Ray and John discuss different management styles and techniques.

In this episode, Ray and John discuss an article  titled “Six Signs That You Are A Bad Leader”.

In this episode, Ray and John discuss the possibilities of recreating your future through metaphores such as Big Wheels and LinkedIn posts.

In this episode, Ray and John discuss hiring in the automotive industry with special guest, John Fruhmorgen, owner of StaffYourDealer.com

In this episode, Ray and John discuss a sales trainer’s recommendation to use, what he calls, the Howard Stern Close.

In this episode from April 2020, Ray and John discuss helping the customer look at all of the options available for making the best purchase.

In this episode, Ray and John discuss an article written by Joe Webb on better management practices.

In this episode (recorded in January 2020), Ray and John discuss converting service customers to sales customers.

In this episode, Ray and John discuss movies for a long while.  Then, finally turn their attention toward the car business with a 700 unit/month dealer which Ray recently visited.

In this episode, Ray and John discuss an article found on LinkedIn titled “Five Ways To Increase Sales”.

In this episode, Ray and John discuss how to create the career you deserve.

In this episode, Ray and John discuss an article from TheMuse.com regarding what to do when and employee
(or supervisor) isn’t someone you enjoy being around.

In this episode, Ray and John discuss doing the little things consistently, which leads to accompishing BIG goals.

In this episode, Ray and John introduce a previously unreleased episode from nearly a year ago (January 2020) about the use of the telephone in sales.

In this episode, Ray and John discuss the very common stall, “Let me think about it.”  Stalls and objections can be put to rest by having a genuine interest in the customer’s satisfaction with the deal.

In this episode, Ray and John discuss the various software tools used in a dealership, for example: DMS, CRM, Trade Appraisal, Parts, Manufacturer, website, and data mining.

In this episode, Ray and John discuss how and why to become the “Go-To Guy” for your customers.  Whether you’re in service, sales, or another industry, you will benefit from being the expert that your clients look to for advice and support.

In this episode, Ray and John are again joined by Ray’s lovely wife and famed CFO, Kate for a continued discussion of using data to help focus and forecast your team’s performance.

In this episode, Ray and John discuss how to avoid the trap of inaction due to fear of failure or seeking perfection.

In this episode, Ray and John welcome a special guest host, Kate West.  They discuss the importance of measuring performance through data analysis.

In this episode, Ray and John discuss creating urgency in the mind of your customer to make a deal today.

In this episode, Ray and John discuss getting to “Yes” through a series of meaningful commitments.

In this episode, Ray and John discuss ways to build trust with customers. Body language, what you say, and how you say it, all of these have an impact on whether a customer feels they can trust you or not.

In this episode, Ray and John discuss a recent podcast by Jocko and articles referencing your emotional bank account.  How can managers, salespeople, and others create an environment in the dealership which leads to happier, more successful teammates?

In this epsiode, Ray and John discuss a question posed in a facebook group about two differing approaches to lead distribution: lead ownership vs task ownership.  Which is more effective?

In this episode, Ray and John discuss how the emotional state of a prospect can influence the effectiveness of a proposal.  How do we train salespeople to detect and influence emoional states?

In this episode, Ray and John discuss how to effectively implement changes in a dealership.  Whether it’s a new sales or service process, a new or updated department such as BDC, or a new way of doing business such as Digital Retail.  What are the pitfalls to avoid?   How can we ensure adoption and excitement?

In this episode, Ray and John discuss whether or not product klnowledge is required for an effective sales process.

In this episode, Ray and John discuss selling to eliminate a negative or solve a problem versus selling to enhance someone’s life.  This topic came up while discussing the differences between selling automobiles and powersports/marine/RV’s.

In this episode, Ray and John discuss applying the psychology of heuristics to the sales process.

In this epsiode, Ray and John discuss how to set more sales appointments and why that should be incredibly important to anyone involved with Sales.

In this episode, Ray and John discuss a social media post about signs of bad management.  They also discuss how to avoid these symptoms and create good management habits.

In this episode, Ray and John discuss how salespeople can cultivate their own book of business.

In this episode, Ray and John discuss a social media post titled, “Mistakes Salespeople Make”.

In this episode, Ray and John discuss a LinkedIn post titled “Get Back To Basics”.  This includes topics such as being ethical and moral in your goals and laying out clearly defined commitments to your customer.

In this episode, Ray and John discuss a social media post regarding activity levels.  Is it something you should monitor and coach?  Can you predict future success through current/past results?

In this episode, Ray and John discuss how to build, implement, and actively manage an effective campaign.  Defining the campaign goals and filtering the existing prospect data effectively are two powerful activities which are too often overlooked.

In this episode, Ray and John discuss managing your team and your manager.  Whether it’s one-on-ones, goals, or daily activities, both the employee and the manager can be more successful by engaging in effective communication.

In this episode, Ray and John discuss setting, defining, and achieving attainable sales goals.

In this episode, Ray and John discuss when and how to train.  Do you need a dedicated time with a classroom setting or do you train in real time throughout the day?

In this episode, Ray and John discuss submitting a deal to the bank.  Who knows how to get a deal bought?

In this episode, Ray and John discuss ways to maintain a high level of excitement about the sales process and the product being offered.

In this episode, Ray and John discuss the circle of shame – where sales careers go to die.  Don’t get involved in the negatvie discussions about the project, the product, or the staff.   Keep a positive attitude and find the opportunity in the obstacle.

In this epiode, Ray and John discuss the power of a second voice. Sometimes, even hearing the same information twice can be the catalyst for making a decision.

In this episode, John is in the studio, but Ray is on the road visiting a client in Atlanta, GA.  The topic is hiring and onboarding.  What training do “green peas” need in order to be successful from day one?

In this episode, Ray and John discuss the various ways to use the phrase “Great News” whether it’s in the close, on a phone up, when leaving a message, etc.

In this episode, Ray and John discuss the Save-A-Deal Phone Call.  That is, calling a customer who has just left the showroom to see what can be done to save the deal right away.

In this episode, Ray and John discuss having a default aggressive mindset.

In this episode, Ray and John discuss what it means to build a team.

In this episode, Ray and John discuss what it means to lead people.

In this episode, Ray and John discuss the root of all sales techniques. Are you solving a problem or enhancing your customer’s life?  If you’re doing neither, then you’re simply taking their order and that isn’t selling.

In this episode, Ray and John discuss how and why to find agreement between you and your co-workers, staff, significant other, family, employees, and anyone else with whom you interact.  Overcome objections, tear down communication and sales walls.  Build a more joyful, more successful life for yourself by finding agreement with others.

In this episode, Ray and John discuss how to make more sales by setting expectations with the client.  By laying out key elements of the road to the sale, we can improve results by getting agreement to following the sales process.

In this episode, Ray and John discuss the differences between a stall and an objection.  How to handle both in a way that moves forward in the sales process.

In this episode, Ray and John discuss how to create value for your customers through accentuating your differences.  Which is better, Ford or GM?  A small dealership or a large one? A rookie salesperson or a veteran?

In this episode, Ray and John discuss how to organize your tasks, whether that through a CRM, phone app, or a pad of paper.

In this episode, Ray and John discuss the balance between logic and art in the sales process.  What is the internal dialog a salesman has?  What are the benefits of building value in the opportunity of buying this product?

In this episode, Ray and John discuss how to avoid the meeting monster which steals people’s time and bores them to death.

In thsi episode, Ray and John reflect on the mindfulness of selling.  How can you become one with the sale?  Does meditation, diet, exercise, or motivational material really help?

In this epsiode, Ray and John discuss how internal thoughts impact your interactions with others and influence your personal success.

In this episode, Ray and John discuss sales manager awareness and how information flow affects the effectiveness of the sales manager position.

In this episode, Ray and John take a listener request and discuss Accountability.

In this episode, Ray and John conclude the Road To The Sale series with step 8: Owner Follow Up.  It’s important to understand that maintaining the relationship after the sale is a great way to build referrals and future business. Good luck!

In this episode, Ray and John near the end of the Road To The Sale series with Step 7: Delivery.

In this episode, Ray and John discuss Step 7 of the Road To The Sale series, F & I.

In this episode, we continue our Road To the Sale series with Step 5: The Write-Up.

In this episode, Ray and John discuss the changing role of the car salesman.

In this episode, Ray and John continue the Road To The Sales series with Step 4: Test Drive.

In Episode 53, Ray and John continue the Road To The Sale series with Step 3: Vehicle Presentation.

In this episode, Ray and John discuss the Needs Assessment, which is part 2 of 8 in the Road To The Sale series.

In epsiode 51 Ray and John begin the 8-part series on the Road To The Sale with Sep 1: Meet And Greet.

In this episode, Ray and john celebrate their 50th episode by taking a look back at the first 49.  They play excerpts from previous episodes and share their thoughts.

In episode 49, Ray and John discuss a “Salmagundi” of car topics from linkedin posts by Brian Pasch, Jonathan Dawson, and Michael Cirillo to NCAA football to a 90-day growth plan.

In episode 48, Ray and John discuss setting a “brand promise” to your customers and individual expectations being set by dealership employees.

In this episode, Ray and John discuss the ways in which sales managers and salepeople can communicate to create more deals and increase gross profit per deal.

In this epsiode, Ray and John discuss the great comeback of May 2020 in the car business.  Now what’s next?  How can you have a great June, as well?

In this episode, Ray and John continue the discussion of how to handle customer questions about trade value.

In this episode, Ray and John come to terms with their lack of communication while discussing trade value discussions, the used car market, and current events.  In the following episode, they discuss trade value discussions with customers.

In this episode, Ray and John discuss being the best you that you can be, whatever that means to you!   Listen as John has a hard time handling his pre-workout supplement.

In this episode, ray and John discuss a grab bag of topics taken straight from today’s LinkedIn feed.

Here is the article menitoned in the podcast referencing VW and their EV initiative:

All VW retailers agree to ‘agency’ approach to selling electric cars

In episode 41, Ray and John discuss what every trainer, consultant, and company in the world is trying to sell you today – the changing dealership culture.  We break down the truths and fallacies in many messages on social media today.

In episode 40, Ray and John discuss a listener request: What information is needed for a sales manager to pencil a deal?

In episode 39, Ray and John get into a passionate discussion about how to responsibly address training and onboarding.  Who does it?  When do you know whether someone is just not cut out for the role they were hired to fill?

In this episode, Ray and John discuss the importance of a defined process for sales and service.

In this episode, Ray and John discuss how to help the customer accomplish their goals by leading the conversation down a path whcih provides answers, actions, and results.

In this episode, Ray and John discuss how to have a short, effective daily manager meeting to review previous leads, determine the next action, and review sales processes.

In this episode, Ray and John discuss 3 question everyone should be asking about every engagement with a potential client.  What’s the difference between a piano and a fish?  You can tuen a piano, but you can’t tuna fish.

In this epsiode, John gets very passionate about using the phrase “Great Availability” while Ray drinks Red Bull.

In this episode, Ray and John discuss reasons to set an appointment.

In this espisode, ray and John continue their 5 part series on Reasons to Buy with Reasons to Buy Here.

In this episode, Ray and John discuss 10 reasons to buy today.

In this episode, Ray and John discuss examples of reasons to buy a specific product.  These reasons don’t necessarily need to be ways your product is better than the competition, just different!

In this episode, Ray and John discuss the value of industry influencers.  Is it worth your time?  What do they bring to the table?

In this episode, Ray and John visit some dealer websites and discuss their reactions.  Do you have a “Schedule a Test Drive” button?

In this episode, Ray and John continue their discussion of motivating salespeople.

In this episode, Ray and John discuss how to communicate effectively using email, text, and chat.  And, how to transition from digital to phone to face-to-face.

In this episode, Ray and John discuss activities salespeople can do to improve their own branding and increase sold units.

During Episode 23, Ray and John discuss the used vehicle market, including digital tools for vehicle valuations.  This episode was sparked by a LinkedIn post titled “An Open Letter To Dealers From EVP Dale Pollak”.

Link to Cox Automotive website to read the article mentioned:

https://www.coxenterprises.com/news/an-open-letter-to-dealers-from-cox-automotive?feed=CoxEnterprises

Episode 48 is all about telling a story to motivate customers.

In Episode 46, Ray and John discuss motivation!  Whether you are motivated by action, reading books, listening to podcasts, or any other activities, it is critical to personal success and the success of those you lead.

On Episode 14, Ray and John discuss the value of negotiating with inventory instead of price.  Do your salespeople know how to hold gross and still recieve high CSI scores?  By increasing the value of the product instead of lowering price, we maintain credibility and retain profit.

In episode 44, Ray and John discuss Digital Retail.  What does it mean? Is it something dealers should embrace?  Will it sell more cars?

In episode 37, Ray and John discuss best practices for the Service Dept, including Service BDC, Advisors, Managers, and Directors.

On Episode 43, Ray and John discuss their approach to consulting, as well as what dealers/GM’s should look for in a consulting vendor.  From new process implementation (such as Digital Retail) to streamlining existing ways of doing business, every dealer should ensure a consultant answers the following questions: (1) What’s the goal? (2) What are the roles? (3) Who’s responsible for managing each KPI?

In this episode, John and Ray discuss over coming objections.  The most common objections, the best rebuttals, and how you can go “off script” to confidently address customer concerns.

* Since Phenylketonuria comes up in today’s discussion, here is more info from MayoClinic.org:

“Federal regulations require that any beverage or food that contains aspartame bear this warning: “Phenylketonurics: Contains phenylalanine.” This warning helps people with PKU avoid products that are a source of phenylalanine.

If you don’t have PKU, you probably don’t need to worry about harmful health effects of phenylalanine — with certain important exceptions. Aspartame in large doses can cause a rapid increase in brain levels of phenylalanine. Because of this, use products with aspartame cautiously if you:

• Take certain medications, such as monoamine oxidase inhibitors, neuroleptics or medications that contain levodopa (Sinemet, Rytary, others)
• Have the muscle movement disorder tardive dyskinesia
• Have a sleep disorder, anxiety disorder or other mental health condition; phenylalanine may worsen feelings of anxiety and jitteriness

If you aren’t sure if phenylalanine or aspartame is a concern for you, talk to your doctor. A blood test to determine if you have PKU is available and is now routinely done as part of newborn screening.”

Branding, Training, Youtube, Instagram, Tik Tok!  These are all ways to use this time productively to prepare your business for success.

Establishing effective processes is key to organizing action among your teams.

In this episode, Ray and John discuss the value of a T/O, both on the phone and on the showroom floor.

On this episode, Ray and John discuss the effect of the Corona virus on the automotive world.

On this episode, Ray and John discuss how technology is changing the way that buyers prefer to do business and how a dealership can adapt to serve these customers.

In this episode, Ray and John drill into the benefits and the mechanics of an effective voicemail.

This episode is about inbound sales calls.

Why did Ray and John start a podcast?