Saturday Morning Sales Meeting

Episode 123 – In this episode, Ray and John discuss an article titled, “25 Sales Hacks”.

In this episode, Ray and John discuss different management styles and techniques.

In this episode, Ray and John discuss an article  titled “Six Signs That You Are A Bad Leader”.

In this episode, Ray and John discuss the possibilities of recreating your future through metaphores such as Big Wheels and LinkedIn posts.

In this episode, Ray and John discuss hiring in the automotive industry with special guest, John Fruhmorgen, owner of StaffYourDealer.com

In this episode, Ray and John discuss a sales trainer’s recommendation to use, what he calls, the Howard Stern Close.

In this episode from April 2020, Ray and John discuss helping the customer look at all of the options available for making the best purchase.

In this episode, Ray and John discuss an article written by Joe Webb on better management practices.

In this episode (recorded in January 2020), Ray and John discuss converting service customers to sales customers.

In this episode, Ray and John discuss movies for a long while.  Then, finally turn their attention toward the car business with a 700 unit/month dealer which Ray recently visited.

In this episode, Ray and John discuss an article found on LinkedIn titled “Five Ways To Increase Sales”.

In this episode, Ray and John discuss how to create the career you deserve.

In this episode, Ray and John discuss an article from TheMuse.com regarding what to do when and employee (or supervisor) isn’t someone you enjoy being around.

In this episode, Ray and John discuss doing the little things consistently, which leads to accompishing BIG goals.

In this episode, Ray and John introduce a previously unreleased episode from nearly a year ago (January 2020) about the use of the telephone in sales.

In this episode, Ray and John discuss the very common stall, “Let me think about it.”  Stalls and objections can be put to rest by having a genuine interest in the customer’s satisfaction with the deal.

In this episode, Ray and John discuss the various software tools used in a dealership, for example: DMS, CRM, Trade Appraisal, Parts, Manufacturer, website, and data mining.

In this episode, Ray and John discuss how and why to become the “Go-To Guy” for your customers.  Whether you’re in service, sales, or another industry, you will benefit from being the expert that your clients look to for advice and support.

In this episode, Ray and John are again joined by Ray’s lovely wife and famed CFO, Kate for a continued discussion of using data to help focus and forecast your team’s performance.

In this episode, Ray and John discuss how to avoid the trap of inaction due to fear of failure or seeking perfection.

In this episode, Ray and John welcome a special guest host, Kate West.  They discuss the importance of measuring performance through data analysis.

In this episode, Ray and John discuss creating urgency in the mind of your customer to make a deal today.

In this episode, Ray and John discuss getting to “Yes” through a series of meaningful commitments.

In this episode, Ray and John discuss ways to build trust with customers. Body language, what you say, and how you say it, all of these have an impact on whether a customer feels they can trust you or not.

In this episode, Ray and John discuss a recent podcast by Jocko and articles referencing your emotional bank account.  How can managers, salespeople, and others create an environment in the dealership which leads to happier, more successful teammates?

In this epsiode, Ray and John discuss a question posed in a facebook group about two differing approaches to lead distribution: lead ownership vs task ownership.  Which is more effective?

In this episode, Ray and John discuss how the emotional state of a prospect can influence the effectiveness of a proposal.  How do we train salespeople to detect and influence emoional states?

In this episode, Ray and John discuss how to effectively implement changes in a dealership.  Whether it’s a new sales or service process, a new or updated department such as BDC, or a new way of doing business such as Digital Retail.  What are the pitfalls to avoid?   How can we ensure adoption and excitement?

In this episode, Ray and John discuss whether or not product klnowledge is required for an effective sales process.

In this episode, Ray and John discuss selling to eliminate a negative or solve a problem versus selling to enhance someone’s life.  This topic came up while discussing the differences between selling automobiles and powersports/marine/RV’s.

In this episode, Ray and John discuss applying the psychology of heuristics to the sales process.

In this epsiode, Ray and John discuss how to set more sales appointments and why that should be incredibly important to anyone involved with Sales.

In this episode, Ray and John discuss a social media post about signs of bad management.  They also discuss how to avoid these symptoms and create good management habits.

In this episode, Ray and John discuss how salespeople can cultivate their own book of business.

In this episode, Ray and John discuss a social media post titled, “Mistakes Salespeople Make”.

In this episode, Ray and John discuss a LinkedIn post titled “Get Back To Basics”.  This includes topics such as being ethical and moral in your goals and laying out clearly defined commitments to your customer.

In this episode, Ray and John discuss a social media post regarding activity levels.  Is it something you should monitor and coach?  Can you predict future success through current/past results?

In this episode, Ray and John discuss how to build, implement, and actively manage an effective campaign.  Defining the campaign goals and filtering the existing prospect data effectively are two powerful activities which are too often overlooked.

In this episode, Ray and John discuss managing your team and your manager.  Whether it’s one-on-ones, goals, or daily activities, both the employee and the manager can be more successful by engaging in effective communication.

In this episode, Ray and John discuss setting, defining, and achieving attainable sales goals.

In this episode, Ray and John discuss when and how to train.  Do you need a dedicated time with a classroom setting or do you train in real time throughout the day?

In this episode, Ray and John discuss submitting a deal to the bank.  Who knows how to get a deal bought?

In this episode, Ray and John discuss ways to maintain a high level of excitement about the sales process and the product being offered.

In this episode, Ray and John discuss the circle of shame – where sales careers go to die.  Don’t get involved in the negatvie discussions about the project, the product, or the staff.   Keep a positive attitude and find the opportunity in the obstacle.

In this epiode, Ray and John discuss the power of a second voice. Sometimes, even hearing the same information twice can be the catalyst for making a decision.

In this episode, John is in the studio, but Ray is on the road visiting a client in Atlanta, GA.  The topic is hiring and onboarding.  What training do “green peas” need in order to be successful from day one?

In this episode, Ray and John discuss the various ways to use the phrase “Great News” whether it’s in the close, on a phone up, when leaving a message, etc.

In this episode, Ray and John discuss the Save-A-Deal Phone Call.  That is, calling a customer who has just left the showroom to see what can be done to save the deal right away.

In this episode, Ray and John discuss having a default aggressive mindset.

In this episode, Ray and John discuss what it means to build a team.