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The Automotive Software Jan 19th, 2021 Article
3 Reasons Your 2nd Face/T.O. Process Isn't Working Like It Should...
and how to make it infinitely better...
By Philip Cheatham Jan 19th, 2021
- You don't have any consistency: If you even took the time to read this far, you understand the importance of consistency in all of your processes. You must make your key processes habits of your managers. Great processes will always turn into habits your management team loves.
- You don't have an ordered process with expectations: I discussed this a little above. You must decide what you want. I suggest...
- It isn't tracked: If you don't track this process, it will slip fast. Also, if you track it, you will have great information on what actually happens on your sales floor. Making sure every one of your deals is 2nd faced, is a part...
Discussion coming soon on...
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The Automotive Software Jan 14th, 2021 Article
3 Signs You Are Working In The Right Dealership...
or maybe in the wrong one...
The Automotive Software Jan 12th, 2021 Article
The Follow-Up Process That Only Top Performing Dealerships Are Doing Regularly...
and how you can start doing it today...
By Philip Cheatham Jan 12th, 2021
What I am about to share with you, will boost your closing ratio of your sit downs instantly and noticeably. As of this writing, very few dealerships are utilizing this process. It is not a coincidence that they are all top performing stores and or stores that have recently started growing their business at an exponential rate. There are only a few things that I would implement before this process and only one thing you must do to make this process possible. This process is simple. This process does not require a lot of time or a lot of talent.
Listen to this discussion on...
The Automotive Software Jan 7th, 2021 Article
3 Reasons
You Feel Like
Your Career
In The Car Business
Sucks.
And What To Do About It...
By Philip Cheatham Jan 7th, 2020
- Laziness The biggest reason people don't do more with their skills is just pure laziness. Learn how to overcome this and more self-defeating habits that lead to procrastination.
- Lack of Creativity Finding creative ways to go outside of normal results is how you rise to the top quickly. Most of us think if the sales record is 32 units that makes 60 units impossible, it's never impossible, learn how to apply this thinking.
- Afraid to Change Anything This is a biggie. There are so many ways to increase your income with tricks even if you must recite your dealerships pitches verbatim. Above and beyond that, no matter what department you are in, you have tools that are invisible, learn how to use these tools.
Listen to this discussion on...
The Automotive Software Jan 5th, 2021 Article
7 Things You Are Missing Out on By Not Overtraining Your Team On How To Pitch a 1st Pencil...
And Why...
By Philip Cheatham Jan 5th, 2021
- Deals: This should be obvious. The obvious shortcut is hiring professional closers that we believe are already skilled.
- Gross: This should be even more obvious. The big one here is that all our stores are a little different. I know we all think we have hardest customer.
- Skills: We get skills by practicing. Nothing beats the real world. However, we bring the real world into role-playing.
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Comradery: If you aren't training a 1st pencil pitch you want being said to each one of your customers, then your closers are hiding what they are saying from each other in most cases.
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Leadership: The best way for people to get you to follow them is by consistent help and proof they have your best interest at heart.
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Knowing where your teams skills even are: You don't know whats being said at your tables if you aren't putting your guys on the spot every morning to pitch a pencil to you.
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Teachable moments: If you don't know whats being done. How can you know what you need to teach?
Listen to this discussion on...
The Automotive Software Dec 31st Article
3 Tricks To Hold Kick Ass Management Meetings... (Make A Deal/Save A Deal)
And How To Use Them...
By Philip Cheatham Dec 31st, 2020
- Use the Central Desking Make A Deal Meeting Format: Boring! lol. I know, but you should go check it out. Basically we run through hot sheet deals and yesterdays step 5's.
- Consistency: Same as Sales Meetings. Everything must be consistent.
- Daily Exercise: It of course needs to be consistent. My favorite is role playing the 1st pencil.extremely consistent.
Listen to this discussion on...
The Automotive Software Dec 29th Article
The 1 and ONLY Real Way To Make 7 Figures As A Vehicle Salesperson...
And Why This Is The Biggest Secret...
By Philip Cheatham Dec 29th, 2020
They really don't want me to tell you this, the real 7 figure + per year car salespeople or boat salespeople etc. I brought this up in a lot of my sales meetings at the stores I ran. I maybe should've started an auto-brokerage before I wrote this. They will love me for sharing this secret. All in all, there isn't any real threat towards the real 7 figure earners because like Tony Robbins always says, most of you will never do any of the things I am about to share with you, even though it really is 1 simple secret.
I won't keep you in suspense...
Listen to this discussion on...
The Automotive Software Dec 24th, 2020 Article
5 Reasons You Need To Cancel Your Split Deal Policies This Year...
And Why...
The Automotive Software Dec 22nd Article
3 Things You Can Do That Will Automatically Make You The Favorite Finance Manager...
And How To Do Them...
By Philip Cheatham Dec 22nd, 2020
- Have an open door: I once saw the exact opposite of the picture I want to present. A Finance Manager, with 2 signs on his door. One sign instructing salespeople to knock, and be granted entry before walking into his office. The other sign instructing anybody from the back office to leave him alone. It said: "you will get my deals when they're ready...
- 2nd Face Deals: I hear so much more about this than I ever see it done in practice. Which means, the opportunity you have to become the favorite Finance Manager in any dealership is huge. Just imagine any Finance Manager telling a closer or a Sales Manager: "Hey let me
- Don't ever ever ever let a customer wait: I usually don't curse in my articles. I wanted to start this one with wtf. Seriously, I should never have to write about this. I could sadly however, sit down and write an entire book on this subject alone. I have enough real life stories to illustrate the stupidity,
Listen to this discussion on Episode 10... with Special Guest: Lance Teeples on...
The Automotive Software Dec 17th Article
5 Tricks To Hold The Most... Kick Ass & Productive Meetings...
And How Use To Them...
By Philip Cheatham Dec 17th, 2020
- Prepare for each meeting shortly before the meeting: This Sounds obvious but I have seen a lot of management meetings and they are usually total repeats. You need to keep your content fresh if you want your team paying attention in your meetings.
- Consistency: Another seemingly obvious one that a lot of stores have down as far as making sure its completed, but is whats covered consistent? Is your structure the same everyday? Is the goal of the meeting the same everyday? There must be time inside your structure for the fresh content we talked about above, but you also must be as consistent as you can be in every aspect.
- Make sure you have an exercise that catches people off guard: This makes sure your team is on their toes at all times. It also keeps the meeting engaging and kiss ass! Here are some ideas...
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Make sure every meeting includes praise: Most stores do a pretty good job of using meetings to announce bonuses etc. I see this pretty dialed in. Most stores could also benefit from 10xing this, here are some things you can do...
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Always end on a high note: I know sometimes you want to rip your entire team to shreds. I've been there. I've also held some meetings I wish I never did. Heres how to make sure no matter how bad it gets, you end your meeting on a high note and why...
Listen to this discussion on Episode 12 of...
The Automotive Software Dec 15th Article
The 1 Thing You Must Do Before You Get Anything You Want.
And How To Do It...
By Philip Cheatham Dec 15th, 2020
Listen to Philip, Sterling & Brian discuss this article on Episode 9 of...
The Automotive Software Dec 10th Article
3 Reasons You Aren't Getting Any Buy-In From Your Sales People or Management Staff...
And What To Do About It...
By Philip Cheatham Dec 10th, 2020
Listen to Philip, Sterling & Brian discuss this article on Episode 8 of...
The Automotive Software Dec 8th Article
5 Things You Are Doing and How These 5 Things Are Also The Reasons You're Not Getting Promoted
And What To Do About It...
By Philip Cheatham Dec 8th, 2020
- You're Staying in your lane too much, and how to drive outside of it the right way: You may think driving outside of your lane is a bad thing. It can be one of the worst things that you can do. It's also the easiest way to get promoted.
- You're Driving outside of your lane, and how to come back from doing this: You are the best sales person in the dealership, you know it. You know if you had an opportunity in Finance, you'd be better than those shleps too, you know it.
- You lack a friendly, helpful competitive energy and how to develop this: You need to be competitive in our business or you will never get promoted. Of course theres a right and wrong way to be competitive and I will discuss that below.
- You are too competitive and too focused on yourself and how to come back from this: If you read above, I already gave some helpful tips for this. The goal is to be genuine in your want to see others do well.
- You're Not Asking! And how to ask properly: The biggest for last. Imagine you are that guy in your store that helps every department and you've never been promoted! Ummm.. I'd bet you either turned down an offer or you've never asked!
Listen to Philip, Sterling & Brian discuss this article on Episode 7 of...
