NextGen Professional Automotive Sales and Service, is more than just making certain technologies available.  Having all of the technology in the world will not help you when it comes to the human touch, communicating and connecting with customers in a way that not only builds commonality but gives the customer the “I gotta guy” feeling.  The biggest buzz that I have heard in the trenches over the past several months is the underlying concern of a broken internet process.   My first question to each and every one of them is why is it broken?   It is important that you understand the underlying factors of why otherwise when you go to fix it you will come up with a Band-Aid solution that corrects it for the moment, but then reverts back to the same ineffective process that you started with.  Don’t make rash decisions without really understanding what is going on currently, what you would like to see happening and then determine what processes you can put in place to get the desired results.   Viable solutions can be clouded by internal views. It is essential that you keep Intellect over Emotion (I over E) when you are making these decisions and there are many times those of an outside consultation can help give you that unbiased opinion that can truly make the difference.

There is a plethora of opportunities at your disposable before you buy a single lead or spend your money on advertising and marketing, know where you are wasting your marketing dollars and maximize their value.  Below are specific questions that you should ask yourself when evaluating what you are doing currently, whether it be incoming phone calls, fresh internet inquiries or the ever bogged down database that houses thousands of customers that in most cases are rotting their like apples. 

1. What happens with a prospect when they first inquire? Do they receive an initial call and email only?

2. Are they then sent to the sales team if so how often are they followed up with?

3. How many save a deal cases do you have each day?

4. How many prospects do you have in your database that you have not spoken with in the past 30 days?

5.  Are you incorporating techniques such as utilization of human instincts and self conscious?

6. When you have the customer are the phone are you remaining appointment minded or are you giving TMI on the phone giving them the information that they need in order to go and buy the car from your competition down the street?

When consulting and training in the field you could not even imagine how many times when we investigate to find out the answers to these very questions the answer is “ I don’t  know”.  If you too cannot find the answers you may have just hit your number 1 problem ACCOUNTABILITY.   If this is the case with your location it is essential to find a way to track this information.

Next, what specifically are you looking to have happen and what are the results that you want to achieve with your prospects?   Are there specific actions that are missing from your process that would allow you to get the change desired?  Create an action plan to implement the changes that are needed and to create the accountability in place to make sure that the changes remain consistent and are not put in place for the moment and then dissolved as soon as it is too much. 

Detail how you will regenerate your vision into others, what I mean by this is many dealerships are still relying on a few good managers and team members instead of educating the entire organization.  People without information cannot be held responsible, but people with information cannot help but be responsible.  Provide them with a backup plan, just like a loose fitting garment that can be tailor made to fit a man or woman precisely the right way.  Remember any plan without a backup is still just a wish.  That is what skills not just scripts is all about.

As you implement the changes you will see your results increase and sales amplify.  Never forget that with each process you want to ensure that you are making sure to monitor what your customers are saying about you, your competition, our industry in a whole and share with you how so many has been able to achieve the magic of differential of trafficking ROI as well as ROR despite turn over marker conditions of the economy.   Know from the beginning what makes the customer tick, stay in regular meaningful connection with the customers. Content is king.

Track this with your own individual reputation management site.  Word of mouth is the best advertising a dealership can have. Reputation management defense is essential , not only to resolve issues when not if they crop up, but 45% of negative reviews that are posted are from former disgruntled employees that get covered up through the layers of the team trying to cover their own tail.  There is no escaping this tracking and monitoring what is being said is essential.

I look forward to explaining this more in detail at the 12 Digital Dealer Conference and Exposition. Good selling my friends.

NextGen Professional Automotive Sales and Service, is more than just making certain technologies available.  Having all of the technology in the world will not help you when it comes to the human touch, communicating and connecting with customers in a way that not only builds commonality but gives the customer the “I gotta guy” feeling.  The biggest buzz that I have heard in the trenches over the past several months is the underlying concern of a broken internet process.   My first question to each and every one of them is why is it broken?   It is important that you understand the underlying factors of why otherwise when you go to fix it you will come up with a Band-Aid solution that corrects it for the moment, but then reverts back to the same ineffective process that you started with.  Don’t make rash decisions without really understanding what is going on currently, what you would like to see happening and then determine what processes you can put in place to get the desired results.   Viable solutions can be clouded by internal views. It is essential that you keep Intellect over Emotion (I over E) when you are making these decisions and there are many times those of an outside consultation can help give you that unbiased opinion that can truly make the difference.

There is a plethora of opportunities at your disposable before you buy a single lead or spend your money on advertising and marketing, know where you are wasting your marketing dollars and maximize their value.  Below are specific questions that you should ask yourself when evaluating what you are doing currently, whether it be incoming phone calls, fresh internet inquiries or the ever bogged down database that houses thousands of customers that in most cases are rotting their like apples. 

1. What happens with a prospect when they first inquire? Do they receive an initial call and email only?

2. Are they then sent to the sales team if so how often are they followed up with?

3. How many save a deal cases do you have each day?

4. How many prospects do you have in your database that you have not spoken with in the past 30 days?

5.  Are you incorporating techniques such as utilization of human instincts and self conscious?

6. When you have the customer are the phone are you remaining appointment minded or are you giving TMI on the phone giving them the information that they need in order to go and buy the car from your competition down the street?

When consulting and training in the field you could not even imagine how many times when we investigate to find out the answers to these very questions the answer is “ I don’t  know”.  If you too cannot find the answers you may have just hit your number 1 problem ACCOUNTABILITY.   If this is the case with your location it is essential to find a way to track this information.

Next, what specifically are you looking to have happen and what are the results that you want to achieve with your prospects?   Are there specific actions that are missing from your process that would allow you to get the change desired?  Create an action plan to implement the changes that are needed and to create the accountability in place to make sure that the changes remain consistent and are not put in place for the moment and then dissolved as soon as it is too much. 

Detail how you will regenerate your vision into others, what I mean by this is many dealerships are still relying on a few good managers and team members instead of educating the entire organization.  People without information cannot be held responsible, but people with information cannot help but be responsible.  Provide them with a backup plan, just like a loose fitting garment that can be tailor made to fit a man or woman precisely the right way.  Remember any plan without a backup is still just a wish.  That is what skills not just scripts is all about.

As you implement the changes you will see your results increase and sales amplify.  Never forget that with each process you want to ensure that you are making sure to monitor what your customers are saying about you, your competition, our industry in a whole and share with you how so many has been able to achieve the magic of differential of trafficking ROI as well as ROR despite turn over marker conditions of the economy.   Know from the beginning what makes the customer tick, stay in regular meaningful connection with the customers. Content is king.

Track this with your own individual reputation management site.  Word of mouth is the best advertising a dealership can have. Reputation management defense is essential , not only to resolve issues when not if they crop up, but 45% of negative reviews that are posted are from former disgruntled employees that get covered up through the layers of the team trying to cover their own tail.  There is no escaping this tracking and monitoring what is being said is essential.

I look forward to explaining this more in detail at the 12 Digital Dealer Conference and Exposition. Good selling my friends.

Many have requested a copy of the slides from my presentation at Digital Dealer 9 in Las Vegas on "The Evolution of Business Development - The Hybrid BDC".  This download also includes the audio files of example "what not to do" phone calls.

You can grab my presentation here >> www.NewVisionSales.com


 -- Glynn Rodean
866-532-2827

Many have requested a copy of the slides from my presentation at Digital Dealer 9 in Las Vegas on "The Evolution of Business Development - The Hybrid BDC".  This download also includes the audio files of example "what not to do" phone calls.

You can grab my presentation here >> www.NewVisionSales.com


 -- Glynn Rodean
866-532-2827

Digital Dealer 9 in Las Vegas was the best Automotive Conference yet! Thank you Mike, Cliff, Greg, Liz and the entire Dealer-Communications / Dealer Magazine Team. Thank you also for all the great meetings and people with whom Tracy, Robert Smith and I had the pleasure of meeting and sharing our experience. -- Glynn

Digital Dealer 9 in Las Vegas was the best Automotive Conference yet! Thank you Mike, Cliff, Greg, Liz and the entire Dealer-Communications / Dealer Magazine Team. Thank you also for all the great meetings and people with whom Tracy, Robert Smith and I had the pleasure of meeting and sharing our experience. -- Glynn

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Slide Share – BDC Articles by Glynn Rodean

To my fellow Dealers and managers re: Glynn Rodean at Digital Dealer 9 in Vegas this October..."

Non-buyer follow up, service retention follow up, service decantation follow up, verifying all customer info and gathering all data(email, numbers, etc.) is a must in a car dealership! I can assure you Glynn will blow you away with his process, enthusiasm, and ability to execute the above mentioned. He out does himself in every category!

Louie Herron

Louie Herron Toyota

Milledgeville, Ga

Glynn,

Your organization is top notch. As a general manager you help my dealership achieve a 2800 percent increase in one year. We went to President's Club in that year and that reflects on the processes you helped me implement once I arrived in Columbia. Now in Florida I always come to you for advice and help and watch as the organization I am with now struggle because of not having your vision and drive . My hope is to work with you again once the people I work with realize they don't have to go through these growing pains. I would recommend Glynn to any dealer wishing to drive more traffic, account for their traffic, and have verifiable appointments in front of their sales people and managers.

Good Luck,

Jim Carroll

Firkins Mitsubishi

“Glynn has brought our Live Chat application into the Hybrid BDC and internet sales process to increase the conversion of lead appointments into showroom traffic, sales and higher ROI”, said John Hanger, CEO of Contact At Once. “And nobody is more highly-qualified or better at monetizing new leads than the New Vision Sales professionals. His presentation in Las Vegas will provide helpful insights to attendees.”

John Hanger - President and CEO - Contact At Once!

FOR IMMEDIATE RELEASE

First Round “Draft Pick”: Glynn Rodean, Founder of New Vision Sales Inc., will be presenting at the 9^th Digital Dealer Conference and Exposition in Las Vegas.

The Evolution of Business Development – The Hybrid BDC – October 12-14, 2010

DATE: 08/10/10

CONTACT: Eve Paletta-Weaver, 803-802-2124, Eve@NewVisionSales.com

Fort Mill, SC: From its corporate headquarters in Fort Mill, South Carolina, New Vision Sales Inc. – the automotive call center skills-based BDC leader, announced that Dealer Communications – publisher of Dealer Magazine, the most circulated and read publication in the automotive retail industry – selected Glynn Rodean among the first round of applicants to speak at the 9^th Digital Dealer Conference and Exposition in Las Vegas, October 10-12, 2010.

Glynn’s industry experience and topic, “The Evolution of Business Development – The Hybrid BDC” was selected as a “not-to-miss” strategic first choice to the DD9 Conference lineup. Glynn joins an elite team of dealers and managers who are having great success in their markets, the industry’s top trainers and consultants, as well as the top thought-leaders in the automotive business. Glynn’s presentation will enhance the dealer “PlayBook”, clearly outline the improved sales process and provide advanced tools and techniques for maximum results.

“Glynn has brought our Live Chat application into the Hybrid BDC and internet sales process to increase the conversion of lead appointments into showroom traffic, sales and higher ROI”, said John Hanger, CEO of Contact At Once. “And nobody is more highly-qualified or better at monetizing new leads than the New Vision Sales professionals. His presentation in Las Vegas will provide helpful insights to attendees.” – John Hanger, President and CEO – Contact At Once!

Glynn explains, “I will be sharing a message about what has proven to be the best systems and set ups for Dealerships to integrate the BDC and Internet Sales Department into the Sales Team, hence my topic: The Evolution of Business Development; The Hybrid BDC.”

For interview requests with New Vision Sales president and founder Glynn Rodean, please contact Eve Paletta-Weaver at 803.802.2124 or Eve@NewVisionSales.com.

About Dealer Communications: Dealer Communications’, Dealer Magazine, is read by over 56,000 dealers, internet sales managers, fixed operations managers and service managers and is the best read monthly publication for franchised automobile dealers and the preferred advertising medium in the automotive retail market.

About Digital Dealer Conference: The 9th Digital Dealer Conference & Exposition will be held at The Mirage, Las Vegas, NV, October 12-14, 2010. The last conference in Orlando in April drew 559 dealership attendees from 46 states and featured more than 70 companies as exhibitors and sponsors in over 60 booth spaces. Combined, the last two Digital Dealer Conferences drew over 1,100 registered dealers, GMs, GSMs, Internet Sales Managers, e-Commerce Directors, BDC/CRM Managers, Pre-Owned Managers, Service Managers and F&I Managers - every one of them there to learn more about Internet and technology-related issues from speakers and exhibitors.

About New Vision Sales Inc.: Glynn Rodean began a revolution in the automotive call center industry in 1998 when he installed his first Business Development Center. It produced over 400 vehicle sales in addition to improving dealerships’ sales force and in-house call center with training and consulting on calling techniques. Today, Glynn and NVS have helped to significantly increase showroom traffic, sales volume and gross profit by providing an unrivaled skill-based solution to dealers of all sizes. Visit www.NewVisionSales.com to learn more.

To my fellow Dealers and managers re: Glynn Rodean at Digital Dealer 9 in Vegas this October..."

Non-buyer follow up, service retention follow up, service decantation follow up, verifying all customer info and gathering all data(email, numbers, etc.) is a must in a car dealership! I can assure you Glynn will blow you away with his process, enthusiasm, and ability to execute the above mentioned. He out does himself in every category!

Louie Herron

Louie Herron Toyota

Milledgeville, Ga

Glynn,

Your organization is top notch. As a general manager you help my dealership achieve a 2800 percent increase in one year. We went to President's Club in that year and that reflects on the processes you helped me implement once I arrived in Columbia. Now in Florida I always come to you for advice and help and watch as the organization I am with now struggle because of not having your vision and drive . My hope is to work with you again once the people I work with realize they don't have to go through these growing pains. I would recommend Glynn to any dealer wishing to drive more traffic, account for their traffic, and have verifiable appointments in front of their sales people and managers.

Good Luck,

Jim Carroll

Firkins Mitsubishi

“Glynn has brought our Live Chat application into the Hybrid BDC and internet sales process to increase the conversion of lead appointments into showroom traffic, sales and higher ROI”, said John Hanger, CEO of Contact At Once. “And nobody is more highly-qualified or better at monetizing new leads than the New Vision Sales professionals. His presentation in Las Vegas will provide helpful insights to attendees.”

John Hanger - President and CEO - Contact At Once!

FOR IMMEDIATE RELEASE

First Round “Draft Pick”: Glynn Rodean, Founder of New Vision Sales Inc., will be presenting at the 9^th Digital Dealer Conference and Exposition in Las Vegas.

The Evolution of Business Development – The Hybrid BDC – October 12-14, 2010

DATE: 08/10/10

CONTACT: Eve Paletta-Weaver, 803-802-2124, Eve@NewVisionSales.com

Fort Mill, SC: From its corporate headquarters in Fort Mill, South Carolina, New Vision Sales Inc. – the automotive call center skills-based BDC leader, announced that Dealer Communications – publisher of Dealer Magazine, the most circulated and read publication in the automotive retail industry – selected Glynn Rodean among the first round of applicants to speak at the 9^th Digital Dealer Conference and Exposition in Las Vegas, October 10-12, 2010.

Glynn’s industry experience and topic, “The Evolution of Business Development – The Hybrid BDC” was selected as a “not-to-miss” strategic first choice to the DD9 Conference lineup. Glynn joins an elite team of dealers and managers who are having great success in their markets, the industry’s top trainers and consultants, as well as the top thought-leaders in the automotive business. Glynn’s presentation will enhance the dealer “PlayBook”, clearly outline the improved sales process and provide advanced tools and techniques for maximum results.

“Glynn has brought our Live Chat application into the Hybrid BDC and internet sales process to increase the conversion of lead appointments into showroom traffic, sales and higher ROI”, said John Hanger, CEO of Contact At Once. “And nobody is more highly-qualified or better at monetizing new leads than the New Vision Sales professionals. His presentation in Las Vegas will provide helpful insights to attendees.” – John Hanger, President and CEO – Contact At Once!

Glynn explains, “I will be sharing a message about what has proven to be the best systems and set ups for Dealerships to integrate the BDC and Internet Sales Department into the Sales Team, hence my topic: The Evolution of Business Development; The Hybrid BDC.”

For interview requests with New Vision Sales president and founder Glynn Rodean, please contact Eve Paletta-Weaver at 803.802.2124 or Eve@NewVisionSales.com.

About Dealer Communications: Dealer Communications’, Dealer Magazine, is read by over 56,000 dealers, internet sales managers, fixed operations managers and service managers and is the best read monthly publication for franchised automobile dealers and the preferred advertising medium in the automotive retail market.

About Digital Dealer Conference: The 9th Digital Dealer Conference & Exposition will be held at The Mirage, Las Vegas, NV, October 12-14, 2010. The last conference in Orlando in April drew 559 dealership attendees from 46 states and featured more than 70 companies as exhibitors and sponsors in over 60 booth spaces. Combined, the last two Digital Dealer Conferences drew over 1,100 registered dealers, GMs, GSMs, Internet Sales Managers, e-Commerce Directors, BDC/CRM Managers, Pre-Owned Managers, Service Managers and F&I Managers - every one of them there to learn more about Internet and technology-related issues from speakers and exhibitors.

About New Vision Sales Inc.: Glynn Rodean began a revolution in the automotive call center industry in 1998 when he installed his first Business Development Center. It produced over 400 vehicle sales in addition to improving dealerships’ sales force and in-house call center with training and consulting on calling techniques. Today, Glynn and NVS have helped to significantly increase showroom traffic, sales volume and gross profit by providing an unrivaled skill-based solution to dealers of all sizes. Visit www.NewVisionSales.com to learn more.