Digital Dealer - June 2018 - 23

of 9.6 units per month. I
believe every automotive
sales consultant can and should - be delivering
between 20-30 units per
month.
Here is some advice
that I want to impart to
you on your new journey:

for a second that ANY
successful sales consultant delivering 30, 60, or
100+ units per month is
wasting his or her time
complaining or huddled
up smoking cigarettes
with the masses? I don't
think so.

"You must believe you
are capable of the incapable." Meaning, if you
cannot truly believe you
are capable of delivering
40, 50+ units per month,
you will NEVER sell 40,
50+ units. Most people in
this industry psych themselves out. They think
they can't even sell 20 or
30 units per month never
mind 50, 60+. Remember
the powerful law of attraction: what you visualize,
you materialize.

Train, train, and train
some more! I cannot
stress this enough.
Personally, this is what
helped me. I went
through an intense
training immersion before
I ever hit the showroom
sales floor. I went on to
average 30+ units per
month before the internet,
social media, video,
etc....
You can better yourself
by taking advantage of:
	  OEM training and
certification. There are
actually new hires who
game the system or pay
other people to take the
test for them. This blows
me away. Why wouldn't
you want to master your
product knowledge?
	  Free training and
educational resources
out there like this very
magazine. Dealer Magazine is a great resource
to subscribe to. I'd also
recommend signing up
for their free newsletters.
Bookmark their website
DigitalDealer.com.
	  Free Facebook
groups like Facebook.
com/MillioniareCarSalesman with 8,200+ auto
sales professionals,

1: #1 IS RIGHT
FROM ALI REDA...

2: DON'T GET
SUCKED INTO THE
MASSES.

There will be people
in your showroom (sales
consultants and even
managers) who are
negative and complain all
the time. They blame everyone (but themselves).
They moan and rant
about the OEM, traffic,
lead source providers,
how prospective buyers
are liars, or about F&I not
being able to get deals
done, etc....
Misery loves company,
but you cannot let these
people distract you from
doing what you have
to do for yourself and
your family. Do you think

3: PRACTICE, DRILL,
REHEARSE.

managers, and owners
who are highly active in
helping each other to be
better at selling cars.
4: REMEMBER
THERE ARE EIGHT
WAYS TO SELL CARS!

The average sales
consultant ONLY utilizes
two to three ways to sell a
car at most but there are
actually eight:
 Walk-Ins
	  Be-Backs
	  Service Conversion
	  Prior Customers /
Orphan Owners
	  Internet-Ups
	  Phone-Up
	  Referrals
	  The Lost Art of
Prospecting
Imagine how much
money and opportunity is
left on the table when a
salesperson focuses on
just two to three out of the
EIGHT sales opportunities!
KEY TIP: Create a
tactical plan BEFORE the
new month begins as to
how many units you are
going to sell and where
you're going to get those
opportunities. 30, 40 or
even 50+ units might
seem so difficult...maybe
even impossible. Sure,
if you look at it from the
total number it is intimidating, but if you break it
down to the eight different
ways to sell, it actually
becomes very realistic
and manageable!

5: TIME MANAGEMENT/ORGANIZATION

Be careful of distractions disguised as oppor-

tunities. There is nothing
more sacred than your
time, especially when you
are commission-based.
Everything you are doing
is either making or losing
you money. PERIOD.
The last piece of advice I want to leave you
with is to avoid jumping from dealership to
dealership. The grass
isn't really greener on the
other side. You should
develop roots within your
community and within
your organization. The
most successful professionals in our industry
have strong roots and
relationships within the
community.
If you have questions
about this article or if you
would like a free strategy
session, please email me:
seanb@dealersynergy.
com.
SEAN V. BRADLEY, CSP is
an entrepreneur, published
author, speaker, and awardwinning international trainer.
He is an eight-time NADA/
ATD convention speaker
and a FranklinCovey
Certified Facilitator. He has
earned the coveted "CSP"
designation in the National
Speakers Association.
Sean is also a member
of the elite "Million Dollar
Speakers Group" in the
NSA, as well as a State
Association Speaker and
Trainer. He has spoken at
over 217 NCM and NADA 20
Groups. Sean has personally
trained 25,000+ automotive
sales professionals in 1,100
unique rooftops. EMAIL:
seanb@dealersynergy.com

D I G I TA L D E A L E R . C O M

JUNE 2018

23
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Table of Contents for the Digital Edition of Digital Dealer - June 2018
