This is a great video about continuing to grow your business.
Wednesday, February 29, 2012
Tuesday, February 28, 2012
Most Objections Have Options
We really liked this blog post from DealerElite.net, so we thought we would share it with you:
It's been said that nothing in life is guaranteed, yet one thing is certain in sales: There will always be objections. In the sales profession, objections are a necessary evil. After all, if there were no objections there wouldn’t be a need for salespeople; thankfully the products do not sell themselves and need advocates like you and me, to favorably demonstrate the advantages we have over our competitors’. Look at objections not as roadblocks but rather as detours. If you were traveling to Disney World on a family vacation and 400 miles into the trip you ran into a “Road Closed” sign would you turn around and go home? Of course not, you would search for an alternative route and continue on your trip. Although the trip may take a little longer, you know you will eventually get there. The Road To The Sale will be full of “Road Closed” signs, but it is up to you, Sales Professional, to find unconventional routes in order to complete the sales journey. Most objections have options.
Some customers give objections as a means of stalling; they will give an objection trying to freeze the obligation of having to make a buy/not buy decision, while other customers give objections by saying No when in fact they may be saying Know. They cannot make a decision because they don't know enough about you, your dealership, or the product you represent. When a customer gives you an objection, ask yourself is it a wall or a hall? Is the objection one that you reach an impasse and can go no further or does the objection have an alternative route-simply, does the stated objection have any options? If the customer’s objection has options, the sale still has a heartbeat. In order to get a proper diagnosis, some surgeons have to do exploratory surgery. You are a surgeon on the black top and when you are faced with an objection it is up to you to do exploratory surgery and bring a solution to your customer’s transportation problem. A salesperson is viewed as being pushy when he gives his customer only one option-to buy or not buy, instead of exploring a client’s objections and recommending alternative options in an effort to bring closure to a sale.
When faced with a major health crisis, doctors give their patients their options; when confronted with a problem in the cockpit, pilots weigh their options; when a country is faced with a crisis, Presidents seek their options. Your career is no different; it is life or death [to your paycheck;] the possibility to crash and burn does loom; an all-out war of rejection and adversity is waged every day on the black top. The best defenses to objections are options.
It's been said that nothing in life is guaranteed, yet one thing is certain in sales: There will always be objections. In the sales profession, objections are a necessary evil. After all, if there were no objections there wouldn’t be a need for salespeople; thankfully the products do not sell themselves and need advocates like you and me, to favorably demonstrate the advantages we have over our competitors’. Look at objections not as roadblocks but rather as detours. If you were traveling to Disney World on a family vacation and 400 miles into the trip you ran into a “Road Closed” sign would you turn around and go home? Of course not, you would search for an alternative route and continue on your trip. Although the trip may take a little longer, you know you will eventually get there. The Road To The Sale will be full of “Road Closed” signs, but it is up to you, Sales Professional, to find unconventional routes in order to complete the sales journey. Most objections have options.
Some customers give objections as a means of stalling; they will give an objection trying to freeze the obligation of having to make a buy/not buy decision, while other customers give objections by saying No when in fact they may be saying Know. They cannot make a decision because they don't know enough about you, your dealership, or the product you represent. When a customer gives you an objection, ask yourself is it a wall or a hall? Is the objection one that you reach an impasse and can go no further or does the objection have an alternative route-simply, does the stated objection have any options? If the customer’s objection has options, the sale still has a heartbeat. In order to get a proper diagnosis, some surgeons have to do exploratory surgery. You are a surgeon on the black top and when you are faced with an objection it is up to you to do exploratory surgery and bring a solution to your customer’s transportation problem. A salesperson is viewed as being pushy when he gives his customer only one option-to buy or not buy, instead of exploring a client’s objections and recommending alternative options in an effort to bring closure to a sale.
When faced with a major health crisis, doctors give their patients their options; when confronted with a problem in the cockpit, pilots weigh their options; when a country is faced with a crisis, Presidents seek their options. Your career is no different; it is life or death [to your paycheck;] the possibility to crash and burn does loom; an all-out war of rejection and adversity is waged every day on the black top. The best defenses to objections are options.
Saturday, February 25, 2012
Jeep Passes 2M Facebook Fan Landmark
February 24, 2012 | AUBURN HILLS, Mich.
Claiming it is the first Big 3 brand to do so, Jeep announced Thursday that its Facebook fan count has reached 2 million.
Eclipsing this summit, Jeep contends it has roughly a 700,000-fan lead on the nearest Big 3 competitor.
“On behalf of the entire Jeep brand team, I would like to extend a personal thank you to our consumers – and literally millions of fans – for their continued loyalty and support,” stated Mike Manley, the president and chief executive officer of the Jeep brand.
“We are proud of our 70-year history and all that the Jeep brand has accomplished along the way. Jeep vehicle owners are unlike any others; from those who embrace the 'Jeep wave' to those who look forward to helping a fellow off-roader along the trail, there is a sense of community and passion among Jeep owners that makes our brand unique,” he continued.
Jeep’s Facebook page can be seen at www.Facebook.com\Jeep.
Read more: Auto Remarketing | Jeep Passes 2M Facebook Fan Landmark
Friday, February 24, 2012
Thursday, February 23, 2012
How to Improve Personal Productivity by Crushing Time Wasters | Manta Small Business Center
How to Improve Personal Productivity by Crushing Time Wasters | Manta Small Business Center
This article has some great tips on productivity that will not only help in your Sales and Service Department, but also in your personal life. Check it out!
Wednesday, February 22, 2012
CLICK HERE For this week's Sales Tip Video from Jeff. If you would like to subscribe to his weekly sales tips please enter your information to the right, visit our website, or give us a call!
Tuesday, February 21, 2012
Jeff Cowan & EasyCare
Jeff Cowan’s PRO TALK, Inc.® has been hand-picked by EasyCare® to bring our Service Advisor Sales Training to over 2,000 EasyCare dealers across the country. EasyCare shares in PRO TALK’s mission to help increase dealership’s revenues and profitability in ways that also build CSI Scores and long-term Customer Retention.
Not only is EasyCare introducing Jeff Cowan’s PRO TALK sales training to their dealerships, but in order to ensure that each of their clients are able to participate in this training, they are going a step further by even covering a portion of the training fees! Call today to discuss your training needs and to learn about these special benefits exclusive to you as an EasyCare client.
There are many options available. You could add PRO TALK’s Online Virtual Training to your existing EasyCare VT platform! It’s simple, quick and effective. With this option, you will not only get access to PRO TALK’s training 24 hours a day, 7 days a week for your entire fixed operations staff, but you will also receive initial and on-going coaching helping you to roll out and manage the training in the most effective manner maximizing your results and return on investment.
Or, attend one of our World Class Workshops where you and your staff can see Jeff live. Attend an existing Workshop held in Atlanta, GA at EasyCare’s headquarters OR have Jeff out to your dealership for a Private Workshop. You can also have one of our expert trainers visit your dealership(s) for Side-by-Side Onsite Training where we will coach, critique, role-play and even write service orders when necessary, with your entire service staff. No matter what the experience level of your service advisors, our trainers will work with them on an individual basis as well as in a group setting.
Jeff Cowan’s PRO TALK will turn your Service Clerks into Selling Service Advisors, while creating a SALES CULTURE throughout your entire fixed operations. Please call us today for more information.
Watch the video below for more on Jeff’s EasyCare Workshops:
Monday, February 20, 2012
Friday, February 17, 2012
Wednesday, February 15, 2012
Do You Date Your Customers?
In honor of Valentine's Day yesterday, we're asking: Do You Date Your Customers?
Tuesday, February 14, 2012
Monday, February 13, 2012
Friday, February 10, 2012
Thursday, February 9, 2012
Welcome!
Welcome to the official blog for Jeff Cowan's PRO TALK! Jeff Cowan’s experience comes from being in the trenches. He is in his 26th year of doing business and has spent the greater part of that time standing on service drives, side-by-side with Service Advisors, successfully training them in the art of selling, customer service, customer retention, and communication skills. He is recognized as the nation’s authority when it comes to training service advisors.
Most who experience Jeff’s training say it is the most practical, realistic, and easy to understand sales training ever made available to the marketplace. Jeff has earned numerous selling awards from various retail companies and has over thirty-six years of sales experience. He is one of the most sought after and highly regarded speakers throughout North America and is a regular speaker at the annual N.A.D.A. Convention.
Jeff is also currently under contract with various automobile manufacturers and vendors aiding them in reaching their fixed operations goals. He currently resides in Indianapolis, IN and Coto de Caza, CA.
About Jeff Cowan’s Pro Talk Inc.
Pro Talk Inc. has trained several thousand dealerships, has visited over 1,950 automobile service drives in the United States and Canada, and was the first to offer side-by-side on-your-drive training to dealerships.
His process driven Service Advisor Sales Training Workshops, web based Service Advisor Sales Training platform, and In-House, On Your Drive Service Advisor Sales Training services have set the standard for delivering results.
To Find Out More, Please Visit www.AutomotiveServiceTraining.com
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