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Mark Tewart

Mark Tewart President

Exclusive Blog Posts

Be More Than A Salesperson

Be More Than A Salesperson

Ease the anxiety and create an experience that is stress-free, encouraging and hopefully ends with sending them home in a new set of wheels. Leverage the …

Car Sales Advice For New Salespeople

Car Sales Advice For New Salespeople

When I started selling cars five and a half years ago there were 3 pieces of advice given to me that have helped me succeed in this business. I want to sha…

5 Avoidable Ways that Car Dealerships Can Reduce Staff or Customer Injuries and Liability

5 Avoidable Ways that Car Dealerships Can Reduce Staff or Customer Injuries and Liability

The National Automotive Dealer Association (NADA) data for 2016, revealed that there are 16,708 franchised dealerships in the United States, who sold a rec…

Tips on Finding and Hiring Salesmen Who Have Experience

Tips on Finding and Hiring Salesmen Who Have Experience

Your dealership can't thrive without an experienced sales force. The trickiest part of this equation is finding "rock star" salespeople to he…

New Site Links from Google in Mobile Search

New Site Links from Google in Mobile Search

In thinking of a mobile first world, Google has rolled out new site links to the search results on mobile search.  Historically, Google would award…

Automotive Sales Training - You Are the CEO

Are you the CEO of your company? If you’re a sales person, and you answered no to this question, think again. To be successful you must have a CEO mentality. All successful sales people view themselves as a business within a business. Never forget that the company you work for writes and signs your check, but you fill in the numbers. Always take responsibility for everything. You are the CEO.

 

What does a CEO do?

First of all, a CEO designs a marketing strategy. How do you get your business? Walk-ins, in-bound phone calls, repeats, prospecting, networking, referrals, bebacks, affiliate marketing programs, database mining, database swapping, niche marketing, seminars, websites, email responses with auto responders and sequential auto responders. Do you have at least one strategy for utilizing each one of these? Many people may not even know what many of these items are. The bad news is that you are way behind the top businesses in the world, but you can catch up and even pass the most productive sales people with dedicated strategy and smart actions.

 

Top sales people gain and maintain their results through many avenues beyond walk-in traffic. When you are new, you spend 80 percent of your time gaining new customers and 20 percent maintaining them. As each month goes by, your goal will be to reverse the time used to 80 percent maintaining current customers and 20 percent gaining new ones. To do this, you must develop a marketing web with multiple streams of lead generation. Lead generation = dollar creation.

 

If floor traffic dries up, you will have an excuse not to sell vehicles. From now on, excuses are not allowed. What is your strategy for walk-ins? Do you have a process? Does anyone besides you follow up with unsold customers? If you TO in person why not TO on the phone? Are you utilizing monthly planners or productivity software that allows you to automate your follow-up of sold and unsold customers by phone, mail and email? Do you have a monthly newsletter or, better yet, an email newsletter that reaches your customers unobtrusively and at zero-cost? There are companies that will set up auto responders with pre-set messages to be sent at certain intervals to your email list. This automates some of your follow-up to the point that it is being done while you sleep or are on vacation.

 

Have you set up affiliate programs with other businesses to share customers and provide an introduction to one another? Example, “Who does business with whom I want to do business with?” Ask that question first to think of businesses that you can set up reciprocal agreements with to provide a value proposition to their customers with enough leverage so they will want to call, fax or email you to get what you sell.

 

Most businesses utilize one-stage marketing. This requires running an ad and asking someone to buy. For many sales people, this is expensive and not effective. A better strategy is to form two or three stage marketing techniques. You are asking a customer to respond that they are interested and want more information. Here are some examples: Give a be-back cd to every customer who does not buy and ask them to play it on the way home. The cd should have two to five minutes of information that thanks them for the opportunity and provides them with specific reasons why they should buy your product from you, at your dealership. Give the customer an incentive to call you back. Arrange with a local restaurant that you will provide a coupon to every customer who shops or services with your dealership, an offer for two-for-one at the restaurant. In return, ask the restaurant to also reward their customers by giving each customer a coupon with their bill that provides a special offer from you, with enough leverage for the customer to respond for more information. Provide seminars for local groups on the subject of, “How to buy a vehicle and not get ripped off.” Do you know where the last 10 customers who have bought from you work and how you can set up automobile buying programs with their employer? If you let your mind expand, your wallet will follow.

 

You have two choices, you can use excuses like, “My managers won’t let me do anything,” “I don’t have the time,” “I have to make money right now,” or a million other excuses. Or, you can think of your business as a business and become the CEO with a long-term, committed strategy to grow expeditiously.

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