Only a few days left to accelerate your sales prospecting skills with the “King of Prospecting” Fran Taylor.

Don’t miss out book today!

Take advantage of the opportunity to learn real life prospecting skills and tools from the “King of Prospecting” Fran Taylor. This Friday November 18th at Weber’s Inn in Ann Arbor, Mi. from 9am to 3pm. If you are in Sales and Serious about Growing your Income and Customer Base, You owe it to yourself, family, and employer to Attend!

Want to know how to book today?

If you want to Grow your Prospecting Skills, Call 734-678-4502 or go to http://www.nwnasalestraining.com Come learn the skills needed to succeed with your peers from the Best in the Business in Prospecting Fran Taylor.

This Sales Training Workshop is Hosted by NW&A “Conquer What You Chase” Sales Training and Featuring Fran Taylor the “King of Prospecting.”

Book Today.

Quality Vs. QuantityThe ever going debate of what is most important in sales and auto sales more specifically.  Do you prefer a lot of new customers with no preference or loyalty to your business or your brand?  Or would you prefer a more manageable amount of customers whom you have a relationship, done business with, and that have loyalty to your business, product, and staff?

The Power of Quantity
The more customers the merrier, right?  Yes a lot of customers is great as long as you can manage, and accommodate all that you have in front of you.  If these customers are new to your business, they are not going to have much patience or trust in you until you earn it.  This makes it tough to properly build a relationship and trust when you have a large amount at once that all have the same perception of you, they do not know you.

Advertising and bringing in new customers is a good thing but your close ratios on completely new customers does not compare to the close ratios on cultivated previous customers.

The Real Results of Quality
The quality of your customers will bring the best results.  When you are going after customers prospecting, over generic advertising will bring in a higher quality of customer.  You are going after a previous customer who knows, likes, and trust’s your business, product, and probably has a relationship with your staff.  These customers are approached, prospected by a more formal approach rather than broad generic advertisement.

Your profit margins and close ratios will be much higher with a prospected previos customer other than a fresh customer brought in with traditional, generic advertising.

What Method Do You Choose
Prospecting the customer base you have the greatest connection already with is the best quality of a customer.  These are the customers who you will have higher profit margins, sell more products to and have smoother negotiations with.  The customers you bring in with generic ads will be chasing a payment and price you advertised with little or no profit to the dealership.  When these customers can’t get the price or payment they came in for, because they don’t qualify for one thing or another will be upset and feel tricked.

You cannot give up on traditional advertising all together.  What you can do to supplement and cut the cost of your advertising budget is prospect. Prospecting can be done on an individual basis when things are slow.  Each sales professional can go off a broad set of prospecting tools, and make those prospecting tools unique to their style and customer base.  This keeps each sales person on their game, keeping busy prospecting their customers.  Doing this in a fun, and clever way to keep your name and face in front of your previous customers, their family, and friends.

Do you want to learn the skills and tools of prospecting to keep you productive through the down times?   Then come see the legendary “King of Prospecting” Fran Taylor from Taylor Techniques in the Southeastern Michigan/Detroit area Friday November 18th at Weber’s Inn in Ann Arbor, Michigan.

Another motivational blog post written by Noel Walsh creator of “Conquer What You Chase” Sales Training in Ann Arbor, Michigan.

Would you go to or send your Automotive Sales Staff to a Sales Training and Prospecting Workshop in Ann Arbor Mi. on Friday, November 18th?

SALES TRAINING WORKSHOP/SEMINAR
Would you send your sales staff, or as a sales professional or manager attend a workshop to grow your sales prospecting skills? Would you like to see one of the best Sales Trainers in the Industry Fran Taylor the “King of Prospecting” from Taylor Techniques teach you to do these things?

SOLUTION
If these are things your interested in, then contact Noel Walsh creator of “Conquer What You Chase” Sales Training & Consulting at nwnasalestraining.com to see one of the best on November 18th at Weber’s Inn in Ann Arbor Michigan.

The drive inside us is what sets our tone for success. What we want to accomplish in life and our career, paired with our inner drive is what leads us to our accomplishments.

Decide What You Want

When you decide what you really want in life it makes it easier to go get it. When you have a goal and a mind set, it makes it much easier to accomplish what you really want. That is the beauty of car sales, and sales in general you are not set to a certain wage or salary. You really have the opportunity to earn as much as you want. When you have a clear set of goals, and a game plan along with processes to get them, paired with a lot of drive you are lethal.

Get What You Want

Now that you know what you want it’s time to pro-actively go get it. I remember when I started in sales my dad was my manager, and when an up pulled up on the lot my dad said “Go get em.” He said this in a way that motivated me to try my best, and do everything in my power to sell them. Over the years I have a daughter, bought a bigger house, and got the latest vehicles. I got what I wanted and had to make sure I was working hard enough to pay for it all. I set myself up to get what I want, and give my family a comfortable life.

Create Your Confidence 

Doing things that create positive results, the same way every time, almost always guaranteesthe same positive results. You do these things the same way, and you will be amazed how often things work out the way you wanted. When things work out the way you want, and positive things happen it grows your confidence. The #1 key to success is confidence. People want to deal with confident people, because we trust and are drawn to the confidence in other people. Confident people have a anything is possible attitude, let’s make it happen, and that’s what customers want… Someone who knows what their talking about and is able to build enough trust in them so they can put away their doubt and fears. Start your day by doing positive things that build your confidence.

What Is IT

So what drives a salesman or saleswomen is a inner motivation. Something that everyday gives us the drive and confidence to go out and do what needs to be done. Whether it’s our lover, our children, money or whatever else it is that drives us to be the best. To work harder than everyone else. To self motivate ourselves to conquer the job, and keep a true enthusiasm to get other people excited about spending their money with you on your product.

What Drives a Salesman is confident behavior that creates productive results over and over again. What Drives a Salesman or woman is YOU.

Another motivational blog written by Noel Walsh creator of “Conquer What You Chase” Sales Training, in Ann Arbor, MI.

When you are in car sales, and sales in general your job is to keep your attitude up,  build on your professional reputation with your customers, and grow your business. So when you walk into work in the morning, Walk into the dealership to sell, and only sell.

Get Right To Work

The minute you walk in the morning, preferably early and before everyone else, get yourself situated, everything turned on and booted up, and get organized. Focus on one task at a time, and follow through with each task until it is finished, don’t leave a lot of tasks half done to be forgotten. Start with progressive tasks that lead to getting customers on the phone, and in front of you. Get your working files in front of you and work on them one at a time, getting what needs to be done first, done first.

Start Talking To Customers

The main reason to get in early, and start talking to customers right away, is to keep you out of the unproductive crowds that will only slow you down. The way you make money, is selling your product to customers. Walk by the customer lounge and look for customers. If you see your customer in service start chatting about them, their family, work, and their recent activities. Offer them a coffee, and tell them it was good to see them and to tell the rest of the family you said hello. Customers love this because it makes them feel important,  makes them want to deal with you in the future, and tell their family and friends what a great sales person you are. Smile at the other people in service and look for the early morning shoppers, and phone ups up front. The key is to be busy and productive by the time the rest of your co-workers walk in ready to chat and procrastinate work.

Keep Busy All Day

A productive start is a great way to start the day, but you have to keep busy all day. You cannot let yourself fall in the social traps, talking sports, the weekend, and anything else that keeps your mind off selling. In the morning start on the phone and with emails setting appointments for later in the day and later in the week. Successful sales people spend their day setting appointments,  then getting prepared for the appointment, getting as close as you can to what the customer wants, and then selling the customer and making them happy.

The key to sales is, keeping buying customers in front of you as often as you can through the day, and keep focused on using your personality and skills to sell as many people as you can.

Written by Noel Walsh creator of “Conquer What You Chase” Sales Training, Motivating, Consulting from Ann Arbor, Mi.

When you are a sales professional you need to be able to overcome any objection from a customer with a logical reason and solution that overcomes their objection.

A customer is always going to be somewhat apprehensive to what a sales person is telling them, or recommending about a product. The whole time the sales person is trying to figure out what the customer wants, the customer is trying to figure out if they like and trust the sales person. This is where a true sales professional must ask the proper questions in a helpful but non aggressive way to build the relationship, and find the customers true want and need.

Ask Proper Questions.
The best way to build trust and a rapport with a customer, is to get them talking about them and their family. This is the quickest way to get your customer to loosen up and start to fell comfortable with you. It is also the best way to the customer the proper questions, of what they need, what they want, what they are used to, and their budget. Once you have gotten them start talking about themselves it will be easy to extract their real needs, wants, familiarity, and budget.

Start Putting the Pieces Together.
Now that you have built a relationship, and your customer trusts you it’s time to deliver. With asking the proper questions, and finding out what your customer wants to accomplish it is time to start moving them to the right product. Their is a great chance that everything is not going to be exactly what they want. So you take them to your product that is the closest to where they want to be all around (want,need,familiarity,budget).

Overcome Objections by Building Value.
When you direct a customer to a product, it may not be exactly what they told you they wanted. The reason you may have taken them to this product is because it fits the price they told you they wanted, and you felt price was most important to them. Now take them over to the exact product they wanted show them the features and benefits over the other one, and tell them the difference in price, ask if that is something they want to handle and stop talking. Leave the decision to the customer, and in every question they ask give a answer that builds value in the product they are leaning towards. Never over sell, as this could hurt you at the end, and let them know you don’t mind what they buy, you are just here to make sure they are happy with whatever they buy.

Always work to help the customer in a sincere way by offering sensible solutions that help them accomplish what they set out to buy. When you are truly sincere helping them, and overcome every objection with a helpful solution they will be easy to trust, and eager to do business with you.

Written by Noel Walsh Owner, Lead Trainer, Motivator for NW&A “Conquer What You Chase” Sales Training from Ann Arbor, Mi.

A persons biggest fear is rejection from their peers. A sales person has the same fear when they represent a product they believe in to their peers.

Confidence Sells

Customers, and really everyone are attracted to want to deal with, and be around confident people. It seems like these people, men and women alike never face any kind of objections when they are dealing with their customers. In a sense this is true, and it is because they have earned the trust and respect from their customers. Whether it is the first time they’ve done business together or if they have done business together many times before, their customers sense their confidence, and that they are professionals and trust what they say and recommend.

Now that you are clear that confidence sells better than anything else, it’s time to

Learn how to overcome No and Objections

As I stated in my last blog post, as a sales professional you must continue to overcome NO from a customer by asking more questions, and giving them  more solutions to their want or need. When a customer tells you NO, listen to all they have to say, and then ask a question that will cater to the value you are creating. Slow things down FOR the customer if they are uneasy or unsure, and help build Their confidence by asking them questions about them and their family. After you have reinforced the relationship, lead them to the end of the sale by giving them what they told you they wanted at a fair value for all.

Reinforce, but don’t over Repeat

If a customer is showing any type of over thinking or second guessing, don’t be alarmed. This is a natural reaction to spending a lot of money called “Buyers Remorse”. Without catering to the customers phobia, in a soothing way reiterate, and reinforce the value for your customer in your product. Tell your customer things subtly like, you made a great choice on choosing the right product with the most important features to accommodate your uses at a value that fits your budget.

That kind of response can overcome any kind of objection or second guessing from a customer in any buying situation!

Keep Building the Relationship through the Sale and in the Future

As I started this post with, Confidence Sells. People want to deal with confident people, and when every time they talk to you and you are confident they are going to do business with you more frequently, and send you more referral business. If you stay on the up and up all the time in a genuine way, because you are happy and good at what you are doing people will be drawn to you. Stay in control of your deal, keep your customer happy, entertained and create value for all involved.

Do this every time to every kind of customer in a genuine methodical way, and you will be successful in Sales, Guaranteed.

NW&A  Noel Walsh “Conquer What You Chase” Sales Training, Motivating and Dealership Consulting out of  Ann Arbor, Mi.

Selling cars is a tough way to make an easy living. We have to work long hours, know our product, and continually grow our client base by building lasting relationships.

1. Watch the Best, and Learn from them.

The best in your dealership and in the industry are the best for a reason. They have good methodical habits, they work hard, and have a large clientele that brings in lots of referral and repeat business. Follow their good habits and learn from their work ethic then adapt what works for you into your selling style. Never stop learning from others, never be afraid of hard work, and sharpening your skills.

2. Take on as many customers as you can Properly Handle.

The best way to succeed in sales is by having a large referral client base that continually comes in to renew leases, buy new or used vehicles, and sends you their friends and neighbor’s. You build this client base up by taking on new customers through lot/showroom traffic, incoming sales calls, and Internet leads. Take as many of these as you can handle properly and build your skills while finding a way to sell everyone of these customers. Do not make the mistake of taking on more customers than you can handle, but try and keep people and opportunities in front of you all day.

3. Network with your customers and your acquaintance’s.

You build up your clientele by selling customers and in the process building a lasting business relationship/friendship. When you have a good sized clientele, and refer business to them and help them grow, they will do the same for  you. Keep  the same networking going with other people in your community and with businesses you conduct business with and get the same growth. Look for your opportunity in every deal and in every relationship to mutually grow lasting business relationships in a profitable way. 

4. Continually Sharpen your Skills, and Grow your Talents.

When you want to grow your sales and income you have to continually gain market knowledge and build on your closing skills. Use a similar process and selling style that works for you and your personality over and over on every customer (methodical habits), then learn to sharpen this process. Read blogs, customer surveys, and most importantly ask your customers what they like best about dealing with you, and grow those talents. When you are confident and effective at what you do, you will be amazed how well customers respond to you.

5. Make the buying process for your customer easy, and enjoyable.

When a customer has lost the perception that you are out to get them, and you truly want to help them the whole sales process moves smoother. A customer is out looking at like vehicles, and what they really are looking for is a real sales professional they trust. Prove to them you are this sales person, listen to their wants and needs, and deliver to them what they are looking for the best you can. Do all this the same way every time, let your personality shine, make the process move smooth and ask the customer a lot of questions to get them to talk about themselves and their family. Leave a lasting impression on all your customers, with your confidence and a seamless process, and they and their family will be back to do good business again soon.

Make the customer Happy by asking the right questions, and over deliver rather than over promise.

Written by NW&A Lead Sales Trainer and owner from Ann Arbor, Michigan.

When you are in Sales your talents and abilities are tested everyday by your family, clients, and most importantly they should be sharpened and you should be motivated by your leaders/boss. Unfortunately when our leaders in sales do not lead then we are on our own.

1. Watch what the most successful sales people do.

When you have not had proper training and have leadership that does not do their job of leading, you need to learn on your own. Remember good and bad habits are hard to break, so make sure your carrying around good habits. Watch what the most successful people around you do, and pick up their good methodical habits. Watch what the under achievers around you are doing, and make sure not to follow their habits.

2. Constantly update your skills, and grow with the changes.

There is a good chance when you ask your boss questions, you will not get a solid, concrete answer that you can take back to your prospect. Don’t let this frustrate you, but learn what sources will help you answer your prospects questions in a timely manner. You need to find a way to be in charge of your own sale and customer, and most importantly the pace of the deal. You don’t want the customer getting cold and loose their interest in you, your product, or most importantly what you are saying.

3. Grow from every objection and obstacle you face, and learn to properly overcome them.

As a sales person, you need to get used to hearing no, and have thick skin. Remember a no in sales means I’m not ready yet but keep talking. You need to continue to ask your customer more questions to find out their real wants and needs, and then accommodate those wants and needs. Never stop pressing or asking questions until they have committed to you and your ready to close the deal. After that slow down your talking.

4. Take chances and learn from your mistakes.

When you are in your own lead, you need to take calculated risks to make sure your grow progressively. Along the way while taking risks, you will make mistakes. You need to make sure you learn and gain wisdom from your mistakes, and not let them bring you down. Constantly move forward, and make sure you grow with everyday and every situation. Realize you are in control of your professional destiny, and that is a great freedom to have.

5. Do what works day in and day out, and don’t look for recognition.

For some of us it is human nature to expect a pat on the back and recognition for a good job, but it does not always come. Don’t let this bother you but instead let your customers be your biggest fan’s and always be aware of your talents and accomplishments. Do  things the same day in and day out in the same way and you know what to expect. Handle all your customers the same way day in and day out and you will know what to expect. Be your biggest fan, know what you are capable of, and make it happen.

        Sometimes we think it’s easier said then done, but in reality you just need to do the same things in the same way and get positive results. You are now self sufficient, congratulations nothing can stop you.

Blog Post written by Noel Walsh of Ann Arbor in Southeastern Michigan. Owner of  NW&A  llc, Lead Trainer, Motivator, and Dealership Consultant, Creator of “Conquer What You Chase” Sales Training.

When you are in sales, and car sales especially, you have to choose your actions and words wisely.  You want to use positive words that build your relationship, build value to your prospective buyer for your product, and lead them closer to buying a vehicle from you. Your job is to lead them closer to picturing themselves in your product and focus on the things they told you they want and give them what they want with progressive positive words.

There is the famous cliche in sales, “sell the sizzle not the steak.” You never want to try and sell a customer what they don’t want (it’s usually a waste of time).  Sell them what they told you they wanted in your relationship/rapport building stage.  When using positive words in a progressive manner you will lead them closer to accomplish their wants. You do this by setting them up to picture themselves in your product and the value and happiness they will gain from your product. It really is not rocket science, it’s doing the methodical habits and using the same positive words in a progressive way with a care for the customers wants and needs.  Doing the same things that work the same way over and over every time.

Here are the Car Sales Professionals Favorite Words:

Confidence

Chase

Drive

Endurance

Methodical

Capacity

Training

Teach

Push

Motivation

Learn

Earn

Persevere

Production

Enthusiasm

Relationship

Consult

Trust

Integrity

Believe

Strive

Overcome

Synchronization

Customer Satisfaction

Nostalgia

Conquer

Success

NW&A

“Conquer What You Chase”

Sales Training, Motivating, and Consulting

Noel Walsh Lead Trainer, Motivator, Consultant and Owner in Ann Arbor Michigan