Digital Dealer - December 2019 - 43

SA LE S & VA R IAB LE OP S : F & I

By Mike Hirschfield
CEO,
Assured Influence

4 Critical
Components of
Effective Sales
Training
If you are not obsessed
with investing in
yourself and your team,
you're not really obsessed
with winning! Not everyone
keeps score in business,
but every score undoubtably matters. What is your
next level? The best
companies became the best
because they recruited,
developed, and retained the
best people. Make no
mistake, the success of any
business is fully dependent
on the collective success of
its' employees. Especially
its' sales-makers!
When the goal is to
thrive, there is nothing more
important than carefully
serving customers and
intentionally making sales.
Unfortunately, our industry has been plagued by
unprecedented levels of
turn-owner. It's a fact that
right now the majority of
all sales professionals
are looking for a new job.
The best hedge against
this deadening attrition is
effective training and development. After all, very few
people quit winning teams
while they themselves are

winning.
It is no secret that when
people get better, they do
better, and when people
do better, companies get
better! The philosophies
and methodologies of sale
training programs are as
varied as the weather, but
the most effective training

minds of those who are
being developed. This is not
only the mark of an effective
training program, but it is
also the mark of an effective
leader. People don't adapt
to change and get better
just because you tell them
to, or just because you
"hold them accountable."

MOST PEOPLE ONLY
NATURALLY CONNECT
WITH ABOUT 18 TO 20
PERCENT OF PEOPLE.
UNFORTUNATELY, THAT
LEAVES OUT 80 PERCENT
OR MORE BUYERS."
programs all incorporate the
same key components that
drive welcomed change and
lasting results.
If results matter to you,
and you want to go beyond every-day lack-luster
training, ensure that your
program incorporates the
following key components.
#1 FOSTER A DESIRE
FOR MASTERY

The very best sales
training programs begin
by winning the hearts and

The word accountability is
drastically overused and
overworked today.
Face it, the only way to
get anyone to do anything
is to get them to want to
do it! Sure, you can force
an employee to complete
a series of tasks, but
you cannot force them to
lean-in, level-up, and really
improve. For that, you need
waste up engagement,
which can only occur when
they have a genuine desire

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

to get better and a firm
belief that they can and will
get better. Effective sales
training programs foster that
desire and forge that belief.
In turn, sales professionals
naturally demand more from
themselves as well as from
those around them.
Do you have a culture
of mastery? When people
are committed to mastery,
they are devoted to the
never-ending pursuit of
becoming the absolute best
at what they do.
#2 IMPROVE SITUATIONAL AWARENESS

The very best training
programs shine a light on
what is most important, and
help trainees gain and apply
real practical insight. Dictionary.com defines insight
as "an understanding of the
motivational forces behind
one's actions, thoughts, or
behavior." Being able to recognize these forces helps
you identify potential opportunities and hidden threats
before it's too late, and then
adjust accordingly.
Most sales that are lost
today, are lost not because
of a lack of product knowledge, but rather a lack
of knowledge about the
customer. In order to take
someone where you want
them to go, you have to first
meet them where they are.
Sadly, many training programs create tunnel vision.
Whereas, effective sales
training opens the eyes of
sales-makers, by empowering them to ask really good
questions.
Rest assured, the right
questions create conversaContinued on pg. 44

DECEMBER 2019

43


http://www.dictionary.com http://www.dictionary.com http://www.DIGITALDEALER.COM

Digital Dealer - December 2019

Table of Contents for the Digital Edition of Digital Dealer - December 2019

Digital Dealer - December 2019
Online Extras
Four Keys to Build a Better YOU
9 Areas That Build Value in Your Dealership
From Speculating to Selling: Overcoming Sales Challenges with Technology
For Sustainable Profit – Build a Purchasing Department
Meet the Marketing Mastermind Speaking at Digital Dealer Orlando
Get a Jump on Making It a Great New Year
Job Management Makes or Breaks Your Bank
Interview with Derek DeBoer of TC Chevy
Elevate Your Year-End Sales Event with Immersive Instagram & Facebook Stories
It’s Time to Move Beyond the Chaotic Dealer Website Experience
The Power of Used Car Marketing
9 Benefits of Doing a Year-End Social Media Audit
Auto Brands and Dealers Need to Move Toward a ‘Tierless’ Marketing
A Case for an Efficient 2020 Dealership Advertising Budget
4 Critical Components of Effective Sales Training
Five Tips to Improve the Sales to Service Handoff
Seasons of Opportunities
Digital Dealer - December 2019 - Digital Dealer - December 2019
Digital Dealer - December 2019 - Cover2
Digital Dealer - December 2019 - 1
Digital Dealer - December 2019 - Online Extras
Digital Dealer - December 2019 - 3
Digital Dealer - December 2019 - Four Keys to Build a Better YOU
Digital Dealer - December 2019 - 5
Digital Dealer - December 2019 - 9 Areas That Build Value in Your Dealership
Digital Dealer - December 2019 - 7
Digital Dealer - December 2019 - 8
Digital Dealer - December 2019 - 9
Digital Dealer - December 2019 - From Speculating to Selling: Overcoming Sales Challenges with Technology
Digital Dealer - December 2019 - 11
Digital Dealer - December 2019 - For Sustainable Profit – Build a Purchasing Department
Digital Dealer - December 2019 - 13
Digital Dealer - December 2019 - Meet the Marketing Mastermind Speaking at Digital Dealer Orlando
Digital Dealer - December 2019 - 15
Digital Dealer - December 2019 - Get a Jump on Making It a Great New Year
Digital Dealer - December 2019 - 17
Digital Dealer - December 2019 - Job Management Makes or Breaks Your Bank
Digital Dealer - December 2019 - 19
Digital Dealer - December 2019 - Interview with Derek DeBoer of TC Chevy
Digital Dealer - December 2019 - 21
Digital Dealer - December 2019 - 22
Digital Dealer - December 2019 - 23
Digital Dealer - December 2019 - 24
Digital Dealer - December 2019 - 25
Digital Dealer - December 2019 - 26
Digital Dealer - December 2019 - 27
Digital Dealer - December 2019 - Elevate Your Year-End Sales Event with Immersive Instagram & Facebook Stories
Digital Dealer - December 2019 - 29
Digital Dealer - December 2019 - It’s Time to Move Beyond the Chaotic Dealer Website Experience
Digital Dealer - December 2019 - 31
Digital Dealer - December 2019 - 32
Digital Dealer - December 2019 - 33
Digital Dealer - December 2019 - The Power of Used Car Marketing
Digital Dealer - December 2019 - 35
Digital Dealer - December 2019 - 9 Benefits of Doing a Year-End Social Media Audit
Digital Dealer - December 2019 - 37
Digital Dealer - December 2019 - Auto Brands and Dealers Need to Move Toward a ‘Tierless’ Marketing
Digital Dealer - December 2019 - 39
Digital Dealer - December 2019 - 40
Digital Dealer - December 2019 - 41
Digital Dealer - December 2019 - A Case for an Efficient 2020 Dealership Advertising Budget
Digital Dealer - December 2019 - 4 Critical Components of Effective Sales Training
Digital Dealer - December 2019 - 44
Digital Dealer - December 2019 - Five Tips to Improve the Sales to Service Handoff
Digital Dealer - December 2019 - 46
Digital Dealer - December 2019 - Seasons of Opportunities
Digital Dealer - December 2019 - 48
Digital Dealer - December 2019 - Cover3
Digital Dealer - December 2019 - Cover4
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