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Discussion:
Ben Feldman -
 russianbear wrote:
 I don't know. If you aren't tracking your conversion rate, you're losing the opportunity to figure out if what you're doing is working. Your dealership should be providing you with access to a CRM; if they don't, Highrise is a good, simple, basic tool.
It seems that I'm having difficulty moving from the "I'm your friend" zone into the "I'm your salesman" zone.
A real friend would help them get the car they need at a fair price.
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Re: Ben Feldman I was thinking about getting ACT to keep track of my customers. First I need a computer, as the ex got that in the divorce. The previous dealership I worked at did have a nice program for tracking deals and keeping statistics.
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russianbear wrote:
I was thinking about getting ACT to keep track of my customers. First I need a computer, as the ex got that in the divorce. I'd try Highrise first, as it has a free option (single user, 250 contacts) and you can get a decent level for a reasonable monthly fee should you find it valuable. ACT is good, though.
I've seen decent computers for $200 from Dell. If you want a portable, I bought an Asus EeePC 900 a while back and I like it a lot.
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As concerns a computer, I'll get something cheap and effective. For right now I'm really trying to concentrate on my selling skills, creating a deep connection with the customer, eliciting strategy and criteria, listening for trance words, etc. Fact is, I will make everyone here proud.
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russianbear wrote:
I am trying to distinguish myself in their minds as a person who genuinely cares about them and cares about helping them make the right decision. Getting to know them on a deeper level and getting to know what it is that I am able to do for them. However, I am still getting the exact same objections as I would if I acted like a "typical" car salesman. Hope the sales process is going better and better for you.
Getting to know your customers on a deeper level, and connecting with them is vital. And good to see you are doing just that. It will pay off for you !
The objections.. those will always be there, they just easier to deal with when you are in rapport, and as you gain more experience.
Have you considered reviewing some of the fundamental sales techniques - books (I think) that you mentioned you've already read (Zig Ziglar - ish stuff). What if you reviewed the closing techniques and handling objection techniques with an NLP eye? Maybe it will give you some new ideas, or tools to use to close the sales process - with more thrilled customers driving off your lot with cars you sold them.
Regarding client tracking - some of my reps are successfully using Free CRM - web based contact management system. It's quite in depth - you may want to have a look www.freecrm.com
If you don't have a computer (btw how do you access this site without a computer?  why not go back to the old fashioned way of tracking customers and sales? Spreadsheets, file folders, rolodex ..
Like Michael said "If you aren't tracking your conversion rate, you're losing the opportunity to figure out if what you're doing is working. "
Have fun!
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russianbear wrote:
As concerns a computer, I'll get something cheap and effective. Elaine brought up an interesting point: you have access to a computer or you wouldn't be here.
If you're borrowing or renting time on one, you still have access to powerful tools.
Online/"Cloud"
Portable/Flash Drive:
All of the above are free or inexpensive, and you don't need to own the computer on which you're using them.
I will make everyone here proud.
You already are.
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I use the computers at work. I should be purchasing a laptop in the near future. The database we used at the previous dealership was designed specifically for car sales. It printed out all the necessary documents, but what was great about it was how you could categorize your prospects, it reminded you to call them when you wanted to (on birthdays, other special events, etc.) and it automatically printed out your letters each morning. I want to find something that does that.
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Hi, Tony,
Maybe you can get a PDA to track your prospects, customers and so on. Itīs just an idea: it (the PDA I mean) is not free, but is cheaper than many PCs.
Related to your experience I have had the chance to have good people who gave their advice along my journey and a genuine interest in my customers (and people in general). And it resulted in boosted sales and a fast career (thank God!).
I read PE and had to re-read it a few times. And then I got the DVD set, which I have watched a few times and, when possible, will watch again. In fact, I have the purpose of watching it again next month...
I think that you have mastered the essential skills, since you got better results than before you started this thread. And, when you *fine tune* those same skills, you will get even better. For sure!
You have great coaches here (the ones who posted before, I mean) and, above all, great fellows in your way to becoming the Ben Feldman of cars (*).
I wish you the best. Regards,
Pablo
(*) There is a formula here: Ben Feldman + Cars = Joe Girard = Wow!
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Re: Ben Feldman There's a big difference between Ben Feldman and Joe Girard. Feldman was truly gifted. Girard was better at creating a cult-like personality. He hired people to do a lot of the work for him. He just finalized the deals.
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Michael_DeBusk wrote:
Where'd you find the audio version? It's difficult to come by. I think that he knows a man with an extensive library does he not? 
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aikijason wrote:
I think that he knows a man with an extensive library does he not? Yes he does. He knows a man who could sell ice to an Eskimo. A man who is so charasmatic that other men want to be him and the ladies want to be with him. He is a great dancer, well-dressed, has a knowledge of fine wines. However, as refined as he is, he is also a tough guy. A man's man, so to speak. He eats beef for every meal and sometimes forgets to kill the cow.
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russianbear wrote:
Yes he does. He knows a man who could sell ice to an Eskimo. A man who is so charasmatic that other men want to be him and the ladies want to be with him. He is a great dancer, well-dressed, has a knowledge of fine wines. However, as refined as he is, he is also a tough guy. A man's man, so to speak. He eats beef for every meal and sometimes forgets to kill the cow. Who IS this super hero?
Sarge? No!
Rosemary the telephone operator? No!
Henry the mild mannered Janitor? Could Be!
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aikijason wrote:
Who IS this super hero?
Sarge? No!
Rosemary the telephone operator? No!
Henry the mild mannered Janitor? Could Be! He's a man that can make dreams come true. How good can you stand to feel?
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