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Jared Hamilton
From: Jared Hamilton
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Brady Irvine

Brady Irvine Marketing Guy

Exclusive Blog Posts

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Marketers and business owners have no other option but to follow the customers in their digital migrations and endeavors. Car businesses are no exception t…

Video: What Are Your Best Tips For Car Shoppers

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They range from the practical (make sure you test drive the car) to the silly (make sure you like the car) to the urban legend (make sure you buy the c…

Texting for Business Landlines - Wait, you can text landlines?

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I understand that there are many texting platforms but not all texting is created equal. Often dealerships have found trouble with providing one number to …

Tech-Pocalypse Now!

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There’s a shortage of technicians most dealerships are experiencing, and the drought has no end in sight. Unwittingly, well-trained technicians n…

Making the Sale by Communicating with Your Customers

Making the Sale by Communicating with Your Customers

You may see and talk to dozens of customers on any given day and while most of them are at your dealership to purchase a car (some may just be browsing), o…

Would You Hire This Sales Trainer?

Pretend I just walked into your office.  We had an appointment to sit down and discuss your training needs, and the possibility of you hiring me to teach your sales staff how to close more sales and make more money.  If we had a conversation like the one that follows would you hire me? (I’ll skip the beginning and cut right to the fun part)

You: There are lots of trainers out there, what makes you the right choice?  What’s different about your system?

Me: Great question, I’m glad you asked.  There are 3 keys to my sales system that make it super powerful…


You: Um, what are they?

Me: Whoa, slow down.  First you have to pay me.  Let’s say $20,000/month to start.

You: That seems a little steep, what am I getting for that?

Me: Alright, the first key to my system is to have your salespeople open the conversation the correct way.  If the first words out of their mouth when they greet a customer are anything but a price, they should be fired on the spot.

You: What?  You’re kidding right?  Obviously we want them to start with a warm and friendly greeting that makes the customer feel comfortable and makes a good first impression.

Me: NO!  It’s all about the price.  That’s the only thing that people care about.  We will just give them a number and tell them it’s the lowest the price has ever been.

You: But won’t people catch on to that?  It seems pretty silly to keep telling people we have the lowest prices ever…

Me: Trust me.

You: Well I guess if it doesn’t work we can quit paying you, it is guaranteed right?

Me: You know, it’s probably better if you don’t even really pay attention to the results.  Just keep paying…

You: That makes absolutely no sense, I think you should leave…

Me: Tell you what I’ll do, I will wear clothing with your logo on it every day.  That will get your name out there.  That way when someone is looking for a vehicle they will think of you because they saw your logo.  I’ll be building your brand.

You: So let me get this straight…  I’m going to pay you $20,000 a month to teach my salespeople to yell prices at customers and get our name out there by showing our logo to everyone who will pay attention to you?

Me: Yes

You: And you don’t want me to measure the results and hold you accountable?

Me: It would be better if you didn’t.  You can’t really measure the value of a good brand.


*End Scene*

Well, go ahead and fill in the blank in the comments section below.  What would you say?

Obviously I’m goofing around a bit, but isn’t this how lots of dealers look at their advertising?  I know that most of the active participants here on Drivingsales are far beyond this stuff.  Most of you track your results and are focusing on pulling rather than pushing your customers, but most car ads you see and hear are still the loud yelling, price focused crap that our industry is known for.  It baffles me that people who can be so good at showing value and selling vehicles can turn completely retarded when it comes to advertising.  These dealers would cut a salespersons head off for ignoring a customers’ wants and jumping straight to the price conversation all of the time, why would they advertise that way?

Jeremy Alicandri
$20,000/month is cheap for a dedicated trainer.
Brady Irvine
So I'm hired?
Jim Bell
Great scenario that you laid out here. I think I will pass on the $20k a month with you though. Definately something to think on.
Chris Costner
Great point Brady. I will say it does happen unfortunately. Pricing is always important but with the many discussions I have weekly, I need to substantiated evidence that has produced results elsewhere. BUT, I also like to know what the lay of the land was prior to the "sign on" and have a good understanding if that organizations processes. If possible. Only then could I see where "Brady" could fit and help me out. Great scenario my friend. Thanks for sharing.

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