Welcome

http://www.automotivedigitalmarketing.com/video/grant-cardone-you-cant-handle

The Sage and the Young boy

One Sunday afternoon a young man came across a wise man. The young man asked the sage if he could show him the path to success. The

sage said, if you really want to know the path, meet me at the river tomorrow morning.

On the next day, the young man arrived early to the river, excited about what he was going to learn. The sage and the young man then got into a boat and went down the river. After a few minutes, the young man said, I’m ready to learn; teach me the way of success.

The sage said, I will teach you, and he pushed the young man out of the boat and into the river. The sage then jumped into the river and pushed the young man’s head under the water. The young man fought and fought, but the sage kept the young man’s head under.

Finally, the young man broke free and came to the top of the water. He asked the sage, what are you trying to do, kill me; I just wanted to know the way of success.

The sage said, when you fight for success, like you were just fighting for your life, you will find it.

POINT???Are you getting better or are you getting

by?

If success is not critical to you, you won’t find it.You have to fight for it with everything that you

have, because it won’t come easy.

You must have a white hot burning desire in order to achieve the unachievable.

“The nose of the bulldog has been slanted backwards so that he may breathe without letting go.”

To succeed you have to be like that Bulldog. You have to have a “no-give-up” mentality;

you have to fight for what you want, like everything is depending on it.

Look at the Top Salespeople in this room

What do they do different….

Just a few weeks ago, all of you were asked for 3 things you are willing to commit to in your sales routine …..

Some didn’t even bother to turn one in…Some just wrote down the same old stuff but we

all know it just stuff…because it never gets acted upon……

Lets look at a bulldog’s commitment….

• Here is my Kick ass game plan for June. • 1. Continue to prospect with my networking group Meet ounce already and have one more meeting this month.. I am going to go

to 5 more outside events for me to take advantage of and to put myself in front of other professionals• 1. Mission Impossible Chamber event June 8• 2. Meet me at five event• 3. This Friday going to Garrett Kaiser Butler School to meet all the teachers for road to literacy.• 4. Going back to a second meeting of the BNI group• 5. Going back for a refresher course with my LMI (leadership management strategic development course)• • 2. Put together a big phone blitz for my previous customers to let them know the great news about us getting Dodge.• 1. Call at least 10 to 20 previous customers everyday I work.• A. Make sure to tell them that the pre owned market is in big need of pre owned vehicles.• B. Tell them about the new direction That Chrysler Corp and O'Daniel's are taking.• C. Tell them about the great new product.• D. Most of all ask WHO IS NEXT IN LINE TO GET A NEW VEHICLE!!!!!!!!!!!!!!!!• • 3. Continue learning about new product and techniques to make me a better person, leader, and salesman.• 1. Finish up power phone up training.• 2. Pick at least 2 of our new Dodge products and learn them inside and out.• A. Dodge Journey• B. Ram Trucks• 3. Get working on JEEP JAM ( figure out how and where to do a golf outing or some type of event)• GOALS• 1. sell 20 units, gross 10,000 • 2. Continue to keep up with organization skills. Also keep working on new and better skills to obtain it.• 3. Continue to be a best New car leader that I can be.

NO MORE EXCUSES!!!!!!!! FROM ME AT LEAST.

• I am going to do it buy following the same game plan I have used the last 6 months, but tweaking it to make it even more effective. 

• 1. It has proven to work 89 units in 6 months .

• 2. 14.83 average in units • 3. Get average up to 15• A. last years numbers at this time 47

units (Last Year was a down year I know)• B. Average of 7.8 • I LIKE THE NEW AND IMPROVED GAME PLAN

Are you STEADY EDDIE?

Lets look at your sales and income charts?

yearly income 0

5000

10000

15000

20000

25000

30000

35000

40000

45000

37486.34 38690.43 38442.6

214012008200920102011

These are Actual Numbers from salespeople currently employed at…..

Or are you a Bulldog?

yearly income 0

10000

20000

30000

40000

50000

60000

70000

80000

90000

100000

51565.92

64678.96

86822.95

33808.38

2008200920102011

Are you building your Business?

Referrals paid out 0

0.1

0.2

0.3

0.4

0.5

0.6

0.7

0.8

0.9

1

0 0.00

2010 Referrals paid out 2011 Referrals paid out

There were several that looked like this. Zero Referrals in 2 years?

Or are you a Bulldog?

Referrals paid out 0

200

400

600

800

1000

1200

1400

1600

1800

2000

1800

900.002010 Referrals paid out 2011 Referrals paid out

Top Ten Traits of Successful Salespeople

1. Commitment and Drive

The level of Commitment will determines your

success.

2. Positive Attitude

WHAT DO YOU DO EVERY DAY TO STAY POSITIVE?

Video

http://www.youtube.com/watch?v=qR3rK0kZFkg

3. Goals along with a plan to Achieve them

"Begin with the end in mind.“ Steven Covey

4. Enthusiasm

5. Product Knowledge

Knowing the product won’t sell cars on it’s own, but your customer needs to feel comfortable about spending a large amount of money.

6. Time Management

Are you coming to work and WORKING…. Or are you sitting back and waiting….

7. Relationships

Are you building authentic relationships? Are you a trusted advisor?

8. Follow up Skills

It is not your customers’ job to remember you. It is your

obligation and responsibility to make sure they don’t have the chance to forget you…Make a

authentic relationship, not just a sale!

9. Self Improvement

• Working hard on your job will make you a living, but working hard on yourself will make you a fortune.

• You will rarely find time for personal growth; you must make time. Decide what you must give up in order to go up.

• Business gets better when YOU get better!

10. Team PlayerUse all the tools in your tool box!

Together

Everyone

Achieves

More

Lets start with Self Improvement

For 4 weeks we are going to have training sessions that will replace your Monday Sales Meetings.

Every Monday at 8:15 and 1:30 we will hold training sessions.

Our Commitment as Managers

We are committed to make every training session worthy of your presence.

We will cover 1 topic that needs attention until it is completed by all.

If and when you receive a 100% you will not need to attend until the next topic.

We don’t want to waste anyone’s time.

What we expect from all of you

Be open to new ideas– Participate in training Help a struggling teammateComplete your homework, come preparedBe on time! No excuses!! Or… we will go back to Monday morning sales meetingsYou will still have Department meeting with your

managers weekly. Get with your manager for new time.

Video

http://www.dealerelite.net/video/40-inspirational-speeches-in-2

In Closing

Homework-

Participation-

http://www.dealerelite.net/video/who-am-i-the-greatest-speech