Ziegler Supersystems, Inc Automobile Dealership Success Plan

Sales Manager Training - F&I, Menu Training - Automobile Dealership Consulting - Dealership Support

Sales Training Meeting #13

Focus On Your Future!
From our best selling textbook:
101 Sales Training Meetings
by Jim Ziegler

The purpose of this meeting is to get your sales force focused on what it takes to build a successful career in automotive sales.  Focused on building their future. ...

Start by asking this question;  “Where are you going to be in two to five years?”  (Write it on the board)

Now draw a big circle on the board.  Cut into six parts by drawing lines through it.

Now ask the group, “Where do you want to be five years from now... let me put it another way... suppose you won the lottery... Where would you live?”

Pick one of the sales people. “How about you Joe?”

What kind of house would you have?

How many square feet would it be?

What kind of stuff would you have in the house?

As you get the answers, write them on the board in the first piece of the pie.  Then get one or two more to tell you what they want in terms of a house, write it on the board also.

The next piece of the pie is, “What kind of car would you drive?” ...”Is that the only one you would have?...  How about your wife (girl friend), What would you buy her?”...

The next piece of the pie is travel.  Where would you go?  How long would you stay?  Who would you take with you?  What would you buy to take back with you?

Keep writing the answers in the appropriate piece of the pie.

The next piece of the pie is education.  It costs about $300,000.00 per kid to put them through private school and send them to the best private university they can qualify for.  Be sure and tell them this.  Now move around the room and ask each how many kids they have.  Each answer write the number down (1=300k, 2=600k, 3=900k,etc.).

The next question is, “What would you do for your family?”  Encourage participation from as many as possible.  Write the answers down in the next piece of the pie.

The next piece is debt free, less pressure, savings and security.  Find out how much money each needs to accomplish this .  Write some of the numbers in the pie.

“Now here is something that most of us don’t think about.  Charity...  Most of us figure that charity begins at home.”  This is because we don’t have surplus money and time to give away.
What if you were able to help some other people?  What cause or charity would you support?  Write some of the answers in the pie.

Now set the premise for the meeting...

The car business as a career has become a vehicle for a selected few to accomplish anything they want.  We have all heard or seen a few who started with nothing and are now mega dealers... or $100,000.00 a year sales people.

What is the difference between the dried up old used car salesman who has been in the business 25 years, who sells 5 cars a month, and the dealer who stated off selling cars or the guy who makes a six figure income selling?

The answer you want to guide them to is;  The successful people in the car business build clientele and cultivate referrals and bird dogs on a regular basis.

Write this one on the board...

“The difference between an amateur and a professional in the car business is how you spend you time when you are NOT with a customer.”

As managers we could design a work program for you and require you to follow it.  But we already know that if you are not committed to it, even if you follow it you won’t be as successful with it unless you know why you do it, and you want to do it.

That is what this meeting is about.  We want you to understand the value of a daily commitment to prospecting, owner follow up and constantly promoting who you are and what you do to everyone you come in contact with.  These things will NOT pay off right away.  That’s why most sales people don’t do it.  Most sales people live form day to day... primarily on floor traffic.

Let’s take a little closer look at why the pro’s make so much money:

 The fact is that you are in control of what kind of business you will have in the next 2 to 5 years.  The question is,

“WHERE DO YOU WANT TO BE IN TWO TO FIVE YEARS?”

Until Next Time, Thanks!

As always: Free Dealer Support - Call 800.726.0510!