Sales to CEO Podcast

Are you tired of the car business sucking you dry? Do you trade all your time for a paycheck that is never enough? Do you have what it takes to go to the next level? Do you have the ambition to maximize the industry and get back your time and make more money than you've ever made? My comprehensive "Sales to CEO University" will teach you every aspect of the automotive dealership business to achieve #NextLevel success. 🔥

The 5 Essential Characteristics of a Great Salesperson 11/15/2024

5 Things You Can Do Right Now to Sell More Cars 08/26/2024

Episode 38 - The Power of Fact Finding: Setting the Stage for Success 08/03/2024

Episode 38 - The Power of Fact Finding: Setting the Stage for Success In this episode of the Sales to CEO Podcast, Louie Herron sheds light on one of the most crucial yet often overlooked aspects of the sales process: fact-finding. When meeting a new customer, gathering the right information early on can make all the difference between closing the sale and losing it. Episode Highlights: Understanding the Customer's Needs: Learn how to ask the right questions to uncover your customer's true needs, desires, and pain points. Louie discusses the art of listening actively and empathetically to build trust and rapport from the start. Building a Strong Foundation: Discover why fact-finding is not just about gathering data, but about laying the groundwork for a successful and personalized sales experience. Louie shares strategies to ensure that every piece of information you collect is used to guide the conversation and tailor your approach. Uncovering Hidden Opportunities: Louie dives into how effective fact-finding can reveal hidden opportunities, such as upselling or addressing concerns the customer hasn’t yet voiced. Learn how to identify and leverage these opportunities to add value to your offer and close the deal. Turning Information into Action: Explore how to use the insights gained during fact-finding to drive the sales process forward. Louie provides tips on how to position your vehicle as the ideal solution to the customer's needs and how to smoothly transition from fact-finding to presenting the perfect offer. Join Louie as he unpacks the importance of fact-finding in the early stages of selling a car. With practical examples and actionable advice, this episode will equip you with the tools you need to connect with your customers on a deeper level and set the stage for sales success. Don’t miss out on mastering this critical skill that can elevate your sales game from good to great! Tune in and learn how fact-finding can be your key to transforming every customer interaction into a successful sale. Links: Sales to CEO: Next Level - Full Training Course (Just $99.99 per month): Mastering the Close: /episode/index/show/360dc358-9292-49a8-bab7-63bab9b9572a/id/32420942

Mastering the Art of Negotiation: The 5 Rules 07/12/2024

Building the Framework for Success – Driving More Opportunities and Closing More Deals with the Power of Decision-Making 07/05/2024

Unstoppable Momentum: Fueling Continuous Growth in Your Organization 07/03/2024

Becoming a Manager or Learning to Be Better Manager in the Automotive Industry 06/14/2024

Becoming a Manager or Learning to Be Better Manager in the Automotive Industry In this week's episode of "Sales to CEO," we dive deep into the multifaceted role of management within the automotive industry. Whether you're aspiring to become a manager or looking to enhance your managerial skills, this episode is packed with invaluable insights and practical advice. Key Topics Covered: Essential Management Characteristics: Discover the key traits that make an effective manager in the automotive space. Training, Coaching, and Teaching: Learn how to develop and mentor your team to achieve their highest potential. Counseling and Support: Understand the importance of providing guidance and support to your staff. Driving Revenue: Strategies for boosting gross revenue and total sales revenue. Setting Objectives: Tips on setting and achieving monthly and annual sales targets. Desking Deals: Master the art of structuring deals that benefit both the customer and the dealership. Collaboration with Finance Managers: Enhance your collaboration with finance managers for smoother transactions. BDC and Internet Teams: How to effectively manage and integrate Business Development Centers and internet sales teams. Inventory Management: Best practices for ordering new inventory and purchasing used cars. Service Department Coordination: Streamlining the process of getting used cars through the service department. Join us for an episode filled with actionable advice and real-world examples to help you become a stellar manager in the automotive industry. Don’t miss out on learning the skills that can take your leadership and your dealership to the next level. Tune in to "Sales to CEO" this week and transform your management approach! Links: Sales to CEO: Next Level - Training Course - Try it for free using this link: https://louie-herron.mykajabi.com/offers/j27adhXn/checkout Sales to CEO: Next Level - Full Training Course: /episode/index/show/360dc358-9292-49a8-bab7-63bab9b9572a/id/31737617

Building a Strong Foundation: The Power of Obsession and Self-Inquiry 06/07/2024

What's Missing in Your Closing Skills? 05/31/2024

Proven Strategies to Boost Your Earnings by $30K-$135K Annually 05/24/2024

Three Reasons Why You Are Not Selling Cars 05/17/2024

Three Reasons Why You Are Not Selling Cars Welcome to the Sales To CEO podcast. This is your host, Louie Herron. It is my personal mission to coach, motivate, and inspire you to go from sales all the way to dealer principal or any position you desire. Stop making the excuses and let's start making the adjustments to the future you want and deserve. Today, we are talking about three reasons why you're not selling cars. There's a litany of reasons why maybe you're not producing, why you're not selling, but I want to get to three that I think are critical that if you can just take a moment, take a step back let's go through these. You'll understand at a deeper level why you're not actually selling cars because your focus is not on selling the cars, your focus is on something else. These three things are huge, not only in the car business, but they're huge in your life. They're huge in any endeavor that you're dealing with. If you're striving to get to the next level and you have a certain focus and you need to produce and perform to get there, these things, these three things specifically will knock you off your socks. And these things will hurt you if they're not under control. So let’s dive into these three things: Money, Addictions, Relationships With a proven track record of success in advancement, my programs and mentorship can help you fast track the movement of your career in the automotive industry. Step-by-step, I'll get you where you want to go. Remember, you have ALWAYS got to be thinking about the If you like what you just heard, do me a favor, subscribe to my podcast or YouTube channel, hit the like button, share with a friend or co-worker. Most importantly put comments down below let's have a conversation! Links: Sales to CEO: Next Level - Training Course - Try it for free using this link: https://louie-herron.mykajabi.com/offers/j27adhXn/checkout Sales to CEO: Next Level - Full Training Course: /episode/index/show/360dc358-9292-49a8-bab7-63bab9b9572a/id/31201492

How Do You Start Your Week and Why Change 05/10/2024

How Do You Start Your Week and Why Change Welcome to the Sales to CEO Podcast. This is your host, Louie Herron. It is my personal mission to coach, motivate, and inspire you to go from salesperson to dealer principal, or any position you desire. Stop making the excuses and let's start making the adjustments to the future you want and deserve. Today, we're talking about how you start your week and why you need to look at changing it. Why in the world would you need to change your week? I want you to think about something for a minute. How you start your week is critical. Even more specifically, how you start your day, and well, all of it ties together. I think when you talk about change when you talk about behavioral change, you're talking about getting better, talking about improving. The reason why we want to change anything is to get on the other side of greatness, right? We want to be on the most successful side of ourselves as we possibly can be, so if we're talking about, how do you start your week, we're talking about, do you start your week in the most positive, optimistic way? Do you even look at your week in advance? How do you start your day? Those seven days compound to make your week, so we want to get into that. I know you're asking, "Okay, how does this come back to selling cars?" It is all about life change, it is about professional change, which is all about relational change, spiritual change, you name it, all that change will go back into what you do in the car business, and how you perform on a daily basis. Remember, you have ALWAYS got to be thinking about the If you like what you just heard, do me a favor, subscribe to my podcast or YouTube channel, hit the like button, share with a friend or co-worker. Most importantly put comments down below let's have a conversation! Links: Sales to CEO: Next Level - Training Course - Try it for free using this link: https://louie-herron.mykajabi.com/offers/j27adhXn/checkout Sales to CEO: Next Level - Full Training Course: /episode/index/show/360dc358-9292-49a8-bab7-63bab9b9572a/id/31031558

Cracking the Code: Closing Deals and Cultivating Referrals with Subprime Customers 05/03/2024

How To Make $200k A Year Selling Cars 04/26/2024

How To Make $200k A Year Selling Cars Welcome to the Sales To CEO podcast. This is your host, Louie Herron. It is my personal mission to coach, motivate, and inspire you to go from salesperson to dealer principal or any position you desire. Stop making excuses, and let's start making adjustments to the future you want and deserve. Today, we're talking about five steps on how to make $200,000 selling cars. I hope you're excited to learn more about sales and cars, and specifically trying to find a way to make 200 grand. Think about that for a moment. Would that not be life-changing? Now, listen, I say 200 grand. It could be 300, it could be a buck 50. It could be $400,000. There are a lot of car people in the country making $200,000 plus per year. They're specific on how they get it done. And we're going to be specific today. Now, let's talk about the math real quick of 200 grand, $200,000, break that down. It's going to be roughly $16,000 a month. So, if you're averaging somewhere around $550 per commission, $500 a commission, you have to sell about 30 cars. It's a car a day. What I always say and I mean it from the core, there's got to be a deal a day out there somewhere. You can't tell me that there is not one car deal a day we could put together. Now, we all know it's not going to come from just the walk-ups, right? We can't rely on the ups. We're going to get into what we need to do to make this happen. Remember, you have ALWAYS got to be thinking about the If you like what you just heard, do me a favor, subscribe to my podcast or YouTube channel, hit the like button, share with a friend or co-worker. Most importantly put comments down below let's have a conversation! Links: Sales to CEO: Next Level - Training Course - Try it for free using this link: https://louie-herron.mykajabi.com/offers/j27adhXn/checkout Sales to CEO: Next Level - Full Training Course: /episode/index/show/360dc358-9292-49a8-bab7-63bab9b9572a/id/30917568

Thankfulness 04/19/2024

Thankfulness Welcome to the sales to CEO podcast. This is your host, Louie Herron. It is my personal mission to coach, motivate, and inspire you to go from salesperson to dealer principal, or any position you desire. Let's stop making excuses and start making the adjustments to the future you want and deserve. Today, we're talking about why thankfulness matters. We want to bring you a message today that I think will resonate with you. Not only does it help you in the car business, not only will help you in business, but more specifically, and even probably, more importantly, help you with yourself. We're talking about why it's important to just be thankful in all things. Many times when we look at our lives and we look at striving and pushing, and grinding and doing all the things in the business aspect, I think we have a tendency to lose a sense of gratitude because we're so caught up in what we're currently doing. I think, of the verse First Thessalonians 5:18. Again, please keep in mind, don't get caught up in the religious aspect of the verse. Just think about the concept. I know a lot of folks have different religious beliefs, not impressing mine upon you. But I will tell you that in this verse, it says, "In everything, for this is God's will for you in Christ Jesus." In everything give thanks, in all things. How difficult is that when we think about that whole scenario of giving thanks when things aren't going well. But this is an actual command to those that believe in God. It's a declaration. In everything, not in some things, not in part of things, in everything give thanks. I think that is our quest and our challenge as we try to discover the gratitude and thankfulness that we need, to be able to really understand how to be thankful when things aren't really going like we want them to go. Remember, you have ALWAYS got to be thinking about the If you like what you just heard, do me a favor, subscribe to my podcast or YouTube channel, hit the like button, share with a friend or co-worker. Most importantly put comments down below let's have a conversation! Links: Sales to CEO: Next Level - Training Course - Try it for free using this link: https://louie-herron.mykajabi.com/offers/j27adhXn/checkout Sales to CEO: Next Level - Full Training Course: /episode/index/show/360dc358-9292-49a8-bab7-63bab9b9572a/id/30899833

The Law of Separation 04/17/2024

Prime-Time Player Guest Taurus Ross 04/13/2024

Success Steps In Selling Regardless of Product or Service 04/05/2024

Success Steps In Selling Regardless of Product or Service Welcome to the Sales To CEO podcast. This is your host, Louie Herron. This is the only automotive podcast that shows you how to go to the next level. It is my personal mission to coach, inspire, and motivate you to go from sales to dealer principal, or any level you desire. Stop making excuses and start making adjustments toward the future you want. Today, we are talking about success steps in selling regardless of the product or service you offer. I'm going to hit you with four different things today that's probably not going to be at the forefront of your mind, but they're very, very important if you want to be successful in selling anything, regardless if it's a product or service. You guys hear me say this all the time, to sell more cars, to go to the next level, I don't care if you're in management, general management, if you own a dealership, we need two things. We need opportunities to sell somebody something, and we need the right words to say. We have got to always sharpen our skillsets and our mindsets, and we've always got to be taking the time to get to that next level. And it only comes with a lot of practice, a lot of hard work, but you got to practice the right things. You’ve got to work on the right things. Remember everything that I share with you is coming from my own 25 years of experience. I've owned dealerships for over 13 years, I've owned three different stores. I've general-managed almost 20 years of the 25 years I've been in the business. And I excelled at an extremely high level, very quickly. And it's because of this formula, it's not me. There's nothing special about me, just like there's not a lot of things special about a lot of individuals, but you got to follow a formula. You got to follow a blueprint that works. And I found these things that I share with you to be very, very helpful to me in my selling career. And I'm still selling. Even when I'm in stores, I'm helping close car deals, do what I've got to do daily to help individuals go to the next level. And that's what we're talking about today. Remember, you have ALWAYS got to be thinking about the If you like what you just heard, do me a favor, subscribe to my podcast or YouTube channel, hit the like button, share with a friend or co-worker. Most importantly put comments down below let's have a conversation! Links: Sales to CEO: Next Level - Training Course - Try it for free using this link: https://louie-herron.mykajabi.com/offers/j27adhXn/checkout Sales to CEO: Next Level - Full Training Course: /episode/index/show/360dc358-9292-49a8-bab7-63bab9b9572a/id/30698973

Value Equals Money 03/29/2024

Value Equals Money Welcome to the Sales To CEO podcast. This is your host, Louie Herron. This is the only automotive podcast that shows you how to go to the next level. It is my personal mission to coach and inspire and motivate you to go from sales to dealer principal, or any level you desire. Stop making excuses and start making adjustments toward the future you want. Today, we are talking about value equals money. We've got a nice topic. We're talking about money. We're talking the cash flow, baby. Listen, think about something for a second. How do we earn the money in the car business? How do we earn the money in business? It's by value. So, I want to talk to you today about the value and where you can get value from, and what am, I referring to, as it relates to value. We're talking about value in a couple of different areas. There have been statements made all the time and people hear it all the time that money doesn't make you happy. Well, being broke doesn't make you happy either, right? So, I mean, and I tried them both. I can tell you that the money's not the issue, that happiness is a mindset, right? But it doesn't mitigate that money is imperative in business, right? You can't grow your business with just enough money. So, we must determine and figure out how in the world are we going to make this money? You have a fiduciary responsibility to your employer if you're working for them to make them some money. In the process, you've got to make some money. If you're self-employed in some way, shape, or form, or you're in the car industry or any industry, you owe it to yourself to make sure. Remember, you have ALWAYS got to be thinking about the If you like what you just heard, do me a favor, subscribe to my podcast or YouTube channel, hit the like button, share with a friend or co-worker. Most importantly put comments down below let's have a conversation! Links: Sales to CEO: Next Level - Training Course - Try it for free using this link: https://louie-herron.mykajabi.com/offers/j27adhXn/checkout Sales to CEO: Next Level - Full Training Course: /episode/index/show/360dc358-9292-49a8-bab7-63bab9b9572a/id/30566323

Stop Lying To Yourself About The Car Business Part 2 03/22/2024

Stop Lying To Yourself About The Car Business Part 2 Today we're on part two of stop lying to yourself about the car business. We've started the first Stop Lying to Yourself About the Car Business, and I hope it resonated with you a little bit because part two, we're going to get a little more intense because I really think when you look at ourselves in the car business, we look for reasons why things aren't working. When we're not flowing, we're looking for the reasons why we're not doing or succeeding at the level we want. Look, here's the deal. I have never, ever, ever met a salesperson that moans and complains when they've sold 25 cars and made 11,800 dollars. Doesn't happen. They don't find excuses. When you find yourself in a spot where you have a bad month, this is where you got to take a real close look at yourself and how you're thinking. What truly makes one great is knowing how to suffer the insufferable, and maybe even those that know how to endure the unendurable. That's the car business, right? There are times of suffering. There are times of things where it's hard to endure the relentlessness of constantly being told no, delivering pencils with bad news to consumers that always tell us it's too high in the object, taking inbound phone calls, and hearing the rejection, setting appointments and people no show. This is what we do for a living. We've got to get better. We've got to learn to grow through the process. Everyone knows that people can thrive in good times, but it's the trying times that separates the one who really has the substance from the one who just has the image in their mind about what they want. So, we're going to talk about stopping the lying because I think there are a couple more lies that we tell ourselves, and the conversations we have with ourselves are super, supercritical. My core belief is to really try to change the automotive industry and help those who want to climb to the #NextLevel. Links: Sales to CEO: Next Level - Full Training Course: Sales to CEO: Next Level - Mastering the Close Training Module: /episode/index/show/360dc358-9292-49a8-bab7-63bab9b9572a/id/30227878

Closing the Deal: Understanding the Prerequisites and Overcoming Struggles 03/20/2024

Stop Lying To Yourself About the Car Business Part 1 03/15/2024

Stop Lying To Yourself About the Car Business Part 1 Today we are talking about stop lying to yourself about the car business. I know I may have captivated you with that title, right? Stop lying to yourself about the car business. Guys, we've got a phenomenal episode today. It is one of the best businesses I could think of where you can turn and make money on day one with minimal education. I mean look, I wasn't the brightest, I didn't get phenomenal grades in school. I never finished college. Yet, I went on to be a dealer principal of not one, not two, but three dealerships. So, look, I know there is a phenomenal opportunity for you. But you have got to stop lying to yourself. I'm going to cover some things that you may take a step back and say, "Hmm, okay, maybe I am." I want you to really be honest with yourself, because I think, when you're in the industry for a period of time, you start to have the tendency to lie to yourself and you start to get discouraged. And we're going to cover those lies just a moment. Now, when one is destined for great accomplishments in life, the preparation for such a journey will always be quite extensive. And it reminds me when I think about how extensive the car business is. There was a quote I read the other day. It says, "Defeat is the mother of success." And you think, "Man, that's kind of oxymoronic. How in the world can defeat and success be in the same quote? But if you really think about it, defeat is the mother of success. Where does learning take place? Yes, you learn when you succeed, obviously. But most of the learning is when we failed. When we have fallen back when we've taken personal responsibility when we've accepted the things that we know we can get better on. We've stopped lying to ourselves about our success, or our perceived success. How many times do you ask the guy on the carpet is, "How much money do you make?" "Oh, I make ten grand a month." Well, what he's telling you is he's made ten grand once or twice, but he doesn't average ten grand a month. It sounds subtle, it sounds small, but we've all done it. Every one of us has done it in the car business. I've done it. I remember in sales meetings I would tell people about certain dealerships that I've run in the past and say we were selling 400 cars a month. When really, in retrospect, we really were selling 365 cars a month. Well, 365 is not 400. But we just tell ourselves these stories, and these narratives go on in our minds, and we start to believe them. So, I think it's important to back up, and let's isolate. This is going to be a two-part series. I had so much I wanted to cover. Part one's not good enough. We'll have a second part that will follow this episode. So, I want you to catch both parts. But I'm going to tell you really quickly, here are the five lies we tell ourselves. Then I'm going to back up and I'm going to go through each one of these in a two-part series. Let’s dive in… My core belief is to really try to change the automotive industry and help those who want to climb to the #NextLevel. If you like what you just heard, do me a favor, subscribe, hit the like button, put comments down below. Links: Sales to CEO: Next Level - Full Training Course: /episode/index/show/360dc358-9292-49a8-bab7-63bab9b9572a/id/30227783

Unlocking the Power of the Closing Module: Elevate Your Sales Game Today! 03/13/2024

Unlocking the Power of the Closing Module: Elevate Your Sales Game Today! Welcome to a special episode of "Louie Herron's Sales to CEO Podcast," where we're diving deep into the transformative potential of our closing module. If you're ready to supercharge your sales game and close more car deals TODAY, then you're in the right place! I'm Louie Herron, and I'm thrilled to be your guide on this journey to sales mastery and beyond. In today's episode, we're pulling back the curtain on the secrets to closing with confidence, finesse, and unshakeable determination. Through our Sales to CEO program, we've meticulously crafted a closing module designed to empower you with the skills, strategies, and mindset shifts needed to take your sales game to unprecedented heights. Whether you're a seasoned sales professional or just starting in the automotive industry, this module will equip you with the tools you need to thrive in today's competitive market. Join me as we explore the psychology of closing, uncovering the subtle cues, language patterns, and rapport-building techniques that lay the foundation for successful deal closures. From overcoming objections to sealing the deal with conviction, we'll cover it all, providing actionable insights and real-world examples to help you close more car deals TODAY. But it's not just about closing deals; it's about empowering you to reach your full potential as a sales professional and future CEO. By mastering the art of closing, you'll not only drive revenue and exceed targets but also build lasting relationships, earn trust, and cement your reputation as a top performer in the industry. So, get ready to elevate your sales game and transform your career with the power of the closing module in our Sales to CEO program. Don't miss out on this opportunity to unlock your full potential and take your sales journey to the next level. Let's close more car deals TODAY and make your dreams a reality! LINKS: Mastering the Close: Sales to CEO Training Module: Sales to CEO: Next Level - Full Training Course: Sales to CEO: Next Level - Try it for Free: /episode/index/show/360dc358-9292-49a8-bab7-63bab9b9572a/id/30347573

How To Set Appointments That Stick and Show 03/08/2024

Three reasons you have to be on social media 03/01/2024

Three reasons you have to be on social media This is the only automotive podcast that shows you how to go to the next level. It is my mission to coach, and inspire, and motivate you to go from a salesperson to dealer principal or any level you desire. Stop making excuses and start making adjustments towards the future you want. Today we're talking about the three reasons why you must be on social media. Quite honestly, I could give you 13 reasons why you need to be on social media. I can give you 10 reasons how to grow your business on social media. Those are different topics, different times. Today I want to nail down three important reasons why, right now, as a salesperson, you have to be on social media. Let's just kick around the idea of just talking about social media and advertising in general. As a dealer principal, as a general manager, when I owned a store and when I was general managing many stores, we spend money on advertising for one main reason. We're trying to generate traffic. Right? We want to generate opportunities. We don't guarantee ourselves an opportunity to sell the car. We guarantee ourselves the opportunity. We want to go where the eyeballs are at. That's why, for so many years, radio, TV, mail, all these different various reasons were such a strong way to convey your message, get people to hear, and get attention. But as times have changed... And guys here's the thing. You've got to connect with this. It's just going to get more elevated than what it currently is. We think about social media, and technology, and how we're delivering cars in-home delivery. This is something you've got to become a master at. And here's the best part. You can be a master of this social media game. The best part about social media is it is free for this moment in time. There is such a thing as digital real estate. You want to cover it. Let me explain to you how. My core belief is to really try to change the automotive industry and help those who want to climb to the next level. If you like what you just heard, do me a favor, subscribe, hit the like button, put comments down below. If I can help you in any way let me know so I can respond to you personally. Links: /episode/index/show/360dc358-9292-49a8-bab7-63bab9b9572a/id/30110533

The power of working the service drive 02/23/2024

The power of working the service drive Welcome to the Sales To CEO podcast. This is your host, Louie Herron. This is the only automotive podcast that shows you how to go to the next level. It is my personal mission to coach, inspire, and motivate you to go from sales to dealer principal or any level you desire. Stop making excuses and start making adjustments towards the future you want. Today, we're talking about the power of working the service drive. I want to show you how to make an extra $52,800 a year by just working the service drive. Listen, when we're talking about sales and CEO, we're talking about growing salespeople to management. We're talking about growing managers to GSMs and general managers, we're talking about taking GMs, finding a way to get to partnership and having some freedom, some financial freedom, and going to the next level. Look, I've experienced it. I've done it. I started at 20 and was able to work my way up. By the time I was 32 years old, I was involved in my first partnership. So, in a short amount of time, I've been able to put some things together, guys, with no blueprint. But the good news is the Sales To CEO University has the blueprint. Today, we're talking about working the service drive and the power of working the service drive. Now, when I say work in the service drive, I know a lot of you are thinking to yourself, okay, you've heard this from your management. You've heard this from other people in the car industry, but really like, how do you do it? I want to share with you today really the process and how easy it is to convert service customers to sales customers. It's such a beautiful opportunity. You’ve got to remember; these people are already your customers. They're already in your ecosystem, so to speak, of the dealership. They've already purchased their servicing, and it's a very easy conversion, but you've got to have the right words. You’ve got to know what to say. Now I will tell you, what I'm going to cover today is I'm going to cover some stuff that's going to get you going. But again, I have boot camps and courses that teach you the scripts, the videos that I send customers, and everything you'll need to actually work the service drive at a higher level, but let's get right into the three types of service customers that you're going to deal with. If you like what you just heard, do me a favor, subscribe, hit the like button, put comments down below. If I can help you in any way let me know so I can respond to you personally. Links: /episode/index/show/360dc358-9292-49a8-bab7-63bab9b9572a/id/30034458

How To Persuade and Influence Anyone 02/16/2024

The Power of the Needs Assessment 02/09/2024

The Power of the Needs Assessment The Sales to CEO program takes you from sales all the way to dealer principal, this is training for all phases of the game. My whole focus is teaching, and coaching, to help you get to the #NextLevel. In this podcast, we're talking about the Power of the Needs Assessment. Psychology is such a huge piece, so I want you to pay attention to the words that I use because I want you to remember something. Words create pictures, pictures create emotions, and energy and action always follow thought. It's your responsibility to understand the words you choose, the tonality, the body language, how you deliver it is critical. The first two steps, meet and greet, needs assessment. I know everyone takes these for granted, but they're critical and they're majorly important so I want to go over the needs assessment on how I believe you should do it and really accelerate, making sure you're in the right car. Now with the need’s assessment, I could go on and on. We're not going to go on and on in this video. I'm going to get to the nuts and bolts of it. But remember the needs assessment is probably one of the most critical parts of the deal because if you're in the wrong car, you make no money number one. Number two, you're probably not going to make a deal if you're in the wrong car. When you get to the close, you've got to be able to look at the consumer and say, "Mr. Johnson, did you or did you not say in the needs assessment this is what you needed, and here's where we're at?" You've got to have these questions that are already in your head... You've got to be thinking of the close in the need’s assessment. You've got to be that good. If you want to get good at this game, if you want to master your craft, you're going to have to practice or rehearse. There's no secret sauce. You can see someone do pushups or you can do the pushups. This is part of the pushups you've got to do. Be a student of life. Take notes. If you like what you just heard, do me a favor, connect with me. Like my channel, share it with a business associate, and if I can help you in any way, let me know so I can respond to you personally. Links: /episode/index/show/360dc358-9292-49a8-bab7-63bab9b9572a/id/29769158

The Power of the Proper Vehicle Selection 02/02/2024

The Power of the Proper Vehicle Selection The Sales to CEO program takes you from sales all the way to dealer principal, this is training for all phases of the game. My whole focus is teaching, and coaching, to help you get to the #NextLevel. In this podcast, we're talking about the Power of the Proper Vehicle Selection. If you're going to spend your time in the car industry, you might as well get the biggest check you can and advance as far as you can go. Unfortunately, there is no retirement in this game that we play. There is no pension in the car business... The pension's you. Whether you want to be a manager or you just want to be a phenomenal salesperson, this is going to help. What are we talking about today? Selection. Most people, when we're talking about the power of the proper vehicle selection, we combine selection demonstration in one move. But again, if you remember the prior videos that I've done in the past, I've talked about the power of the meet-and-greet in the needs assessment. I'm always talking about a couple of things. Number one, be an expert in every phase. Listen, if you're doing a meet-and-greet and you can't sit and talk with somebody for seven minutes straight on the clock, something's probably not right. You're probably not at the highest level you can be. It's all about questions. When we're talking about the selection, we're talking about the quality of questions you ask. We know one thing, a customer is going to buy a car when they run across the salesperson. This is the bottom line. When they run across an exceptional salesperson, they're going to make a decision. The question is going to be, are you that salesperson? If you're not improving, you're not expanding, you're contracting. We're not standing still. And the thing about the car business that we all have to understand is we can always get better. We got to skill up. It's mindset and skillsets. That's really the bottom line in the car business. It's your mindset every day when you walk in that showroom, and it's your skill set. Are you improving? Are you getting better? If you like what you just heard, do me a favor, connect with me. Like my channel, share it with a business associate, and if I can help you in any way, let me know so I can respond to you personally. Links: /episode/index/show/360dc358-9292-49a8-bab7-63bab9b9572a/id/29769083

The Power of the Meet and Greet 01/26/2024

Sales to CEO Podcast

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