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The "Table Of Contents" Video Is For You To Play For Your Advisors And See Instant Results!!!

It Teaches Them One Of  My Proven  Strategies For Increasing Their C/P Sales. I Even Prove How Easy And Simple It Is By Role Playing It With My English Bulldog "Murphy"

sell an induction service by “Number One”

“Number One” is his nickname because he won our monthly BMW advisor competition 6 out of 12 months last year. Sometimes it feels like he wins the monthly competition at will and no coincidence he is asking to roll play. Always looking for the law of “slight edge”

"Number One"

I think he thought I would go into a bunch of product knowledge and information, but that never sells anything… He made it to easy on me, because he said our customer was driving an M3…

Here’s how the conversation went….

Me: Good morning Mr M3…how are you doing? (I open his door for him and he gets out of the car)

Mr. M3: Great Thanks

Me: I love your car…how long have you had it?

Mr. M3: Over two years I think…

Me: It’s awesome…ok can I ask you a real question? How fast have you driven it?

Mr. M3: Haha 140….

Me: No way…what was that like? Holy cow…

Mr. M3: (Big Smile) (Reliving that in his head)

Me: Where did you do it?

Mr. M3: I-15 on my way to Vegas

Me: Do you go to Vegas a lot?

Mr. M3: Yeah, I guess

Me: I love Vegas…where do you stay?

Mr. M3: Depends, but most of the time the Mandalay Bay…

Me: Let’s walk around your car and check it out…. could you do me a favor….

Mr. M3: Sure

Me: I’m going to measure your tread depth and check your tire pressure…. while I do that, could you write down the tread depth and psi for me in these boxes here as we go (I hand Mr. M3 the clip board with the walk around sheet, and a pen)…we also will check the car for any bumps and bruises…

Top Dog

Me: Mr. M3…how often do you check your tire pressure?

Mr. M3: Never, should I do that?

Me: Yeah, it’s a good idea…do you have nitrogen in these tires?

Mr. M3: I don’t think so…do I want my tires to explode?

Me: Nitrogen doesn’t explode…no, but that’s funny. I can’t believe we haven’t set you up with nitrogen yet, I can’t think of any of my M3 or M5 customers that don’t have it. . We will get that handled today…

Note: I just did two things there…I associated Mr. M3 with all of my other customers…They have it, so it must be good…Second…I just assumed it was a done deal. The only person worried about price at this point is the advisor, depending on his abilities…

Me: Ok M3, lets check your tire pressure and tread depth and do me a favor and write down what I say next to the corresponding tire diagram on the sheet on the clip board….rear right tire…29 psi, and 5 mill’s on tread depth….

Now we would walk all four tires as the customer writes down the info for me…

Me: Ok, lets go inside and start the paper work…

Now inside sitting at my desk and I check history in Reynolds…

Me: I have you down for your service, nitrogen, and one other thing I noticed you should do for your racecar at this mileage. It helps with performance and gas mileage it’s an Induction Service.

Mr. M3: Is that covered under maintenance?

Me: Yes, the inspection service is…. but the Nitrogen and Induction are not. Maintenance is great, really only two things that are not really a part of it… Tires and Fuel related stuff. Tire’s wear depending on driving habits, and how well you maintain your psi and alignment. Fuel varies by what type you use, brand, and what region in the country it’s refined.

Number One: Strong!

In Closing: In my experience what the customer bought had way less to do with product knowledge and way more to do with the way they felt about me. Role-playing and product knowledge are good, but often don’t sell anything….

At time of writing this “ Number One” is not #1 in the advisor comp….

My wife and a couple of our friends (Rock and Rock Harder) went with us to Vegas to see Motley Crue.

We were walking through the Mandalay Bay and were stopped by a group of pretty girls in Fur and Mini Skirts.

In a giggly fun way only a girl in fur boots and a mink hat could do,

they asked if we wanted to check out this really cool new ice club from Europe. A bar completely made out of ice and the temperature inside was 5 degrees below zero…

If I remember right, we all agreed that would be fun. So they escorted us inside….

Next, we were escorted to a cash register….. the original girls left and the TO happened with a new and very serious girl…. with a cash register…wanting cash. 

We are told $25 a head…..My bro Rock Harder/Dave says what? $25?

Then we are informed that the cover charge includes:

2 cocktails served in ice glasses, a heavy jacket, hat and gloves…

oh yeah, and we could stay as long as we wanted…..until our lips were purple.

We have come too far to turn back… so we pay and get an electronic plastic thing that looks like the thing they give you at restaurants to buzz you when your table is ready.

We are informed that we can buy more drinks and other stuff with it.

We go to the next room…the staging room….full of jackets and hats…we are going to suit up for this….

To the right are pure white furrish coats on a beautiful display rack….the girls ask what's with the white furry coats?

The attendant says we can upgrade if we'd like for an extra $100.

"You can use your electronic thing to pay for that" …..upsell number #1.

We get bundled up and go inside the ice bar. It's like going into a walk in refrigerator, just bigger and the walls and chairs are ice.

Dave and I go up to the bar and order our drinks. Here it comes….the drink vouchers are for shots of Finlandia Vodka only.

I want to mention the place is packed….not hurting for customers at all.

Me, Wife, Rock, and Rock Harder

So up sell number #2…. you easily can pay for it with your plastic thingy, and  unless you want a shot of Finlandia Vodka, you will shell out $5 more per drink….

We get our drinks and sit down….we ask the waiter to take our picture…we are informed that a photogropher will be coming around to take our picture and that cameras are not allowed. That was Upsell #3…..
All and all it was alot of fun….the whole time I was enjoying the process and attention to detail thay had with how they moved you through the process, took your money in a easy friendly way by giving you the electronic wonder stick that just rings your credit card….

I bought a couple pictures from them, and broke the law by taking some with my I-Phone.

Try Wingo and Chris Collins

I met Trey Wingo the other day. Great guy… Sports Center might as well be the only thing on TV with all the bad news on the economy. My favorite phrase from Sports Center is "Winner Winner Chicken Dinner". When sales are really up it's "Winner Winner Chicken Parmesan Dinner". He told me a story about a recent interview he did with an NFL Star and how after a couple questions the "Some day will be in the Hall of Fame Star" just got up and walked out. Whats funny is the Star was standing right behind us.

I have had clients on several occasions tell me they wish that their sales meetings had as much energy and focus as our daily shift meetings in service. It’s not that easy for the managers to keep the meetings fresh. I think it’s my Secret Service Society number one challenge to keep the advisors engaged. We find the better the games and meetings, the harder they are to top or duplicate. The advisors do get somewhat jaded after 90 days. I am constantly blown away by what some of the managers come up with.

15 minutes that can up your sales, C.S.I. , communication, productivity, and morale. It is a simple thing to implement. It’s a shift meeting 15 minutes before you open service or, as your sales dept opens everyday. If your service department opens at 7:00am, the meeting starts at 6:45.

Would you start your day off without a plan? Well your employees might be. They might be wandering in late and unnoticed.

Employees need to be trained and reminded of what they need to be doing and what’s important everyday.

Set the mood for the day with an upbeat music.
Start the meeting with music playing a bit louder than you can talk above. It sets an up mood and automatically lifts the mood and tempo of the morning.

Suggested music (ITunes I-mixes)

http://phobos.apple.com/WebObjects/MZStore.woa/wa/viewIMix?id=284961259

http://phobos.apple.com/WebObjects/MZStore.woa/wa/viewIMix?id=279178031

Hand out numbers, talk about important issues, number of appointments that day, sales tools, games for the day…Games for who has the most tires sold by 2pm or how many advisors can sell the most alignments or do the best walk around.

Who should attend?

Managers
Service Advisors/Sales staff/Finance Staff
Service BDC Manager

Guest speakers

Other Department Managers
GM
Owner
Elvis

It’s important to keep meetings up and positive. Make the focus selling and customer service.
I would never address issues or poor performance in the meeting. I would avoid any negative coaching. I would do coaching one on one. For example: If an advisor is bad at paper work and is missing signatures on ro’s. I would pull him in and coach him one on one. I would not make the whole team listen to me talk about missing signatures. You can loose the enthusiasm and attention of the top performers. You get more impact one on one.