Digital Dealer - December 2019 - 44

S A L E S & VA RIA BL E OPS: F&I Continued from pg. 43

WHEN PEOPLE ARE COMMITTED TO MASTERY, THEY
ARE DEVOTED TO THE NEVER-ENDING PURSUIT OF
BECOMING THE ABSOLUTE BEST AT WHAT THEY DO."
tions, the right conversations create connections,
the right connections create
opportunity, and the right
opportunities become sales.
It all starts with asking the
right questions! Too many
sales professionals jump
into the water without ever
checking the direction of
the waves. What is more
important than understanding all the reasons why your
customers would want to
buy?
#3 BUILD CRITICAL
THINKING SKILLS

The very best training
programs help sales-makers create a level of
value that isn't found in
a brochure or on a website. While some training
programs actually dumbdown the sales process,
the obvious goal should be
to level-up individual sales
ability.
Some sales training
programs put a focus on
scripts, but word tracks are
not the answer. Nobody
likes "canned scripts," and
professionals don't like
being told what to say. Yes,
word tracks can provide
a framework to begin,
and layout a basic path
to follow, but every top
producer eventually took
off the "training-wheels." It's
not memorization but rather
personalization that drives
the greatest results.
Effective sales training
equips sales professionals
to think through the process
44

DECEMEBER 2019

of buying from their customers' perspective, and in-turn
personalize their approach
and path accordingly. As
a result, sales-makers are
able to leverage all five levels of value and effectively

SIGNS OF
A GREAT
TRAINING
PROGRAM

You know you
have a great training
program when your
people:

1

Actually want your training
and genuinely want to get
better

2

Are able to learn, lead, and
leverage what really drives
their customers

3

Consistently bring value,
add value, and become
persons of value

4

Do more than just show up,
but know the way, show
the way, and influence their
customers to go that way

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

stack value upon value to
successfully compel their
customers want to take action and buy now. Indisputably, what is personal and
unique for each customer
is ultimately what's most
compelling.
#4 INCREASE INDIVIDUAL INFLUENCE

The best training programs help sales-makers
connect with and build
personal influence with
their customers. I define
influence as your ability to
positively affect how and
what others focus on, think
on, and take action on.
Some training programs
focus on getting customers to make a decision by
asking for their business.
In contrast, effective sales
training enables sales
professionals to affect their
customers' decision by
helping them become a
person that their customers
want to engage with, connect with, and then listen to.
Everyone communicates,
but few connect.
There is nothing more imperative than how you treat
each customer and how you
communicate your value.
In order for sales-makers to
be effective they have to be
able to pivot their communication style so that their
message is welcomed and
truly resonates. We all know
that customers are more
likely to buy from and refer
business to those individuals whom they know, like,

and trust.
Effective sales training
empowers sales-makers to
align with their customers and
become real influencers in
their customers' lives.
THE GREATEST ROI

Nothing will give you greater returns than investments
in yourself and your people
with real effective sales
training! Every business has
untapped potential, and that
potential lies in the hands of
its' people.
By integrating the four
critical components above,
you can experience exponential returns. Whether you are
crafting and delivering your
own program, or soliciting
the help of a professional, be
sure to foster the desire for
mastery, improve situational awareness, build critical
thinking skills, and increase
individual influence. When
you make the right investments into how your customers are treated and how your
value is communicated, sales
increase!
MIKE HIRSCHFIELD is on a
mission to empower, equip, and
exalt sales and finance teams
everywhere! Mike has served in
both franchise and independent
dealer groups, leading teams
as large as 80+ to reach new
heights of achievement. He
teaches how to build personal influence, become trusted
advisors and leverage personal
solutions that are aligned with
a customers' most powerful
buying motives. Mike empowers teams by developing their
ability to build connections and
lead customers to take action
and buy now! EMAIL: Mike@
FoundationToWin.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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