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The Automotive Software Dec 22nd Article

3 Tricks To Hold Kick Ass Management Meetings... (Make A Deal/Save A Deal)

And How To Use Them...

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By Philip Cheatham Dec 22nd, 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. The entire second half of my book Dealership Process Secrets tells funning stories to explain different Step 5 processes. Once you have track of your Step 5's, this meeting is the first thing you implement without exception. This is more important than your sales meetings. This is a Closers meeting. This is the Owner and or GM's meeting though. This is also your Sales Managers meeting. This is the secrets of all secrets.
Consistency: Same as Sales Meetings. Everything must be consistent. Your structure should be broken into 5 minute blocks. You may spend 30 on your hot sheet deals one day but the rest of the meeting should follow the same formula everyday. And of course these must be held daily.
Daily Exercise: It of course needs to be consistent. My favorite is role playing the 1st pencil. I teach the perfect formulated for your store pitch in my 1st Pencil training courses LIVE. You can sign up here. This is my favorite thing to do as an exercise, because this is where your closers usually need the most help. This is also your closers meeting. You can of course 1 or 2 days a week, use this time for either other exercises or other things. I recommend adhering to 1 Daily Exercise and making this extremely consistent. It should really only be interrupted if there is something really good you have to give to your closers.

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. The entire second half of my book, Dealership Process Secrets tells funny stories to explain different Step 5 processes. Once you have track of your Step 5's, this meeting is the first thing you implement without exception. We give away the Central Desking Make A Deal Format for FREE here. This is more important than your sales meetings. This is a Closers meeting. You only want the guys that close your deals in here, hopefully your Product or Fit Specialists. This is the Owner and or GM's meeting. This makes it possible when completed daily for an owner to spend 5 minutes looking at their desk-log and know what happened with every deal and where every imperative follow-up deal is at too. (Start Your 14 Day FREE trial of the Daily Desk, our Central Desking Desk-log with simple quick tutorials to get started) This is also your Sales Managers meeting. This is where your Sales Managers find then direct the activity for the day. This is the secrets of all secrets. This is where we teach, train and learn where our closers are at with their skills, attitudes and work lives. Most importantly though, this is your Step 5 meeting. Without Step 5's, this meeting wouldn't be worth the time or effort honestly. If you are maximizing a Step 5 system, this meeting is literally the gears in your sales machine. We sit everyday and go over every sit down (step 5) and thats the real reason this meeting needs to exist. This is usually called a Save A Deal Meeting. I like Make A Deal Meeting. If you've been in one or use to hold them consistently yourself, you probably prepared by printing out old DMS deal screens or going off a desk-log. After you go over yesterdays deals, some inevitably fall through the cracks. Your CRM is a bunch of hay stacks and the thing has no clue where your needles are and you know it. Your needles are what I like to call Step 5's. Write-ups, sit downs, legit negotiations, a customer who came to your dealership and looked at what it takes to buy or lease. And then left. These people are more likely to buy than 99% of whatever is in your CRM. If you don't have a filter on this and a place to stay on top of these people 10x Mrs. Henderson's follow-up, who was in your store 3 weeks ago or 3 months ago, you are literally and purposely after reading this flushing your deals down the toilet. I use extremely entertaining stories in my book in the 2nd half which is all about these Step 5 Processes, you can listen to it here totally FREE. I'll ship you a paperback copy for free, you just pay shipping here. Its also on amazon and audible. There, no excuses! This fixes your CRM. You will be perfectly satisfied with what your CRM is actually capable of after using the Step 5 Processes. You may be confused as to what it cost compared to this, but thats none of my business lol.
Consistency: Same as Sales Meetings. Checkout My Kick Ass Sales Meeting here. Everything must be consistent. Your structure should be broken into 5 minute blocks. You may spend 30 minutes on your hot sheet deals, but the rest of the meeting should follow the same formula everyday. And of course these must be held daily. These are mandatory for the same people. I highly recommend making your opening F+I attend these meetings and rotate openers so that your F+I personal know what happens in these meetings. More importantly, this is a Make A Deal Meeting. You have an entire section of special finance deals trying to be made at any given time. Your Sales Managers should be asking your Finance Managers in front of your closers to get their deals hung in these meetings. Everybody should be working together to make every deal. This meeting is best held directly after your daily morning sales meetings, while your salespeople in a perfect world do walk-arounds. Your closers and management should be looking at the most recent deals we didn't make and the deals we are all trying to make together. To do this with ease (Start Your 14 Day FREE trial of the Daily Desk, our Central Desking Desk-log with simple quick tutorials to get started). We also give away the Central Desking Make A Deal Meeting Structure for FREE here.
Daily Exercise: It of course needs to be consistent. My favorite is role playing the 1st pencil. I teach the perfect, formulated for your store pitch in my 1st Pencil training courses LIVE. You can sign up here. This is my favorite thing to do as an exercise, because this is where your closers usually need the most help. This is also your closers meeting. You can of course 1 or 2 days a week, use this time for either other exercises or other things. I recommend adhering to 1 Daily Exercise and making this extremely consistent. It should really only be interrupted if there is something really good you have to give to your closers. I haven't found anything better than role playing the 1st pencil and 1st pencil objections with each other. Your guys will use real objections they just had with each other and you can practice your preferred word tracks. I custom craft these word tracks for you in my 1st Pencil, 2 Day Training Course with a 3rd day for 1 hour of 1on1Pitch rehearsal with me here. You could of course do something else inside this meeting as an everyday activity. I just don't know why you would. Never lose sight of the real reason you are holding this meeting, because if you don't, you'll never stop holding it. As a finale, I just want to reiterate that this is literally the secret of all secrets done right.