Attendee Comments – March 2017 – Boise

  “A+++ So many excellent points on overcoming objections and getting the customer to commit to the entire process.” Ray Knowles, Sales Consultant – Tom Scott Toyota   “I took in a lot of useful information. This was very up to date for the current market and how to interact with today’s customer.” Travis Waggaman, Sales Consultant – Tom Scott Toyota   “Awesome presentation! Good info and workbook. Very nice pace. Okay location, maybe closer to central but still good. Good enthusiasm.” Joseph Jensen, Sales – Peterson Lexus   “Good material, and a great presentation! I’m very pleased and very satisfied!” David De La Cruz, Sales Consultant – Team Mazda Subaru   “This training is more applicable to my sales personality type than Joe Verde. This was very very helpful!” Nicole Grabe, Sales Associate – Lyle Pearson Auto Show   “Michael is very real and gives us real world responses to the questions and objections we actually deal with.” Jason Bernier, Senior Sales – Lyle Pearson Auto Group   “Very insightful, short, sweet, direct.” Tera Smith, Internet Sales – Team Mazda...

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Attendee Comments – March 2017 EDF – Boise

“Learned a lot about marketing myself and personal branding. I also got methods and motivation to accomplish these things.” Travis Waggaman, Sales Professional – Tom Scott Toyota   “Lunch was dry.” Raymond Knowles, Sales Consultant – Tom Scott Toyota   “Great avenues to touch customers.” Mike Hazel, Sales – Lyle Pearson Auto Show   “GREAT!! Down to the point and very informative.” Stanley Bonilla, Sales – Team Mazda/Subaru   “Great new material!” Jason Bernier, Sales – Lyle Pearson Auto Show   “Keep up the great work, Michael!!” Drew Thomas, Sales – Team...

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Attendee Comments – February 2017 – Fresno

  “I attend Michael’s training every time it’s available and I always learn something new that I can use immediately and tools to practice. I love the monthly newsletters too!” Paul Gregory, Sales Rep. – Mercedes Benz of Fresno   “WOW!! Every time I have taken one of his classes it really opens more tools to my toolbox. I would strongly recommend this workshop to anybody that want to make the difference in your life of someone else’s.” Sam S. Chheng, Sales Consultant – Selma Auto Mall   “This was very educational and I plan to use the tools given to me to success in my career.” Renae Clemons, Salesperson – Clawson Truck Center   “Great experience and info.” Ramiro Gonzalez, Sales Consultant – Merced Toyota   “Very refreshing.” Rick Olazaba, Sales – Fresno Infiniti   “Truly valuable objection training, especially the first three minutes (of a sales transaction).” John Mobley, Sales Consultant – Ron Smith Buick/GMC   “I really enjoyed learning some new and exciting avenues to explore on my way to selling more and more deals.” James Looney, Sales – Michael Auto Group   “Michael was awesome! Can’t wait to use this material.” Ivan Castellon, Sales Consultant – Merced Toyota   “This will make me better at handling objections.” Gino Rozzonelli, Sales Consultant – Ron Smith Buick/GMC   “I learned many new word tracks.” Daniel Sotero, Ron Smith Buick/GMC   “What a phenomenal trainer who really knows his craft. He got me pumped up to go back to work and use the new skills and word tracks that were taught.” Taylor Farris, Sales – Merced Toyota   “Overall, very good! Just beginning and looking forward to our relationship future. Thanks, Michael.” Eddie Moraga, Sales – Future Kia of Fresno   “Learned a lot and I plan to use all of the tools provided from this seminar. Michael is very knowledgeable and I believe if I use his techniques I’ll increase sales and gross.” Oscar Tony Trasoras, Product Specialist – Future Ford of Clovis   “Michael ALWAYS gives great information that can be used every day. I’ve been to several of his different workshops and each time is an unforgettable experience. I look forward to your class in Fresno every year.” Brandon Gingras, Internet Sales – Selma Chrysler/Dodge   “It was an informative class. There are things that will help with overcoming objections. He used the word shit 4 times today but I was not offended.” Jason Graham, Sales Consultant – Selma Auto Mall   “The training was great and I’ll continue to attend the classes provided.” Dominick Sanchez, Sales Rep. – Selma Auto Mall   “Great information!” Joel Cruz, Sales Consultant – Liberty Chevrolet   “I am very appreciative of this class. I was re-energized and re-motivated to focus on myself again. And I do understand the difference between motivation and taking action. I would have preferred to receive the books beforehand to be more familiar and to ask better questions in the class.” David Thao, Sales Rep. – Michael Toyota   “I enjoyed every minute of it. I felt as if it was very helpful. I can see myself using these skills everyday in my future years of selling.” Nadia Franco, Sales Representative – Clawson Honda   “I found most helpful the new way of greeting...

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Attendee Comments – February 2017 EDF – Fresno

  “Some of the videos were the same as last year but I was the only one that noticed since most of the room were new. This course changed my life and profession. I went from a 12 car guy to a 20+ car guy in less than a year.” Jeffrey Himes, Internet Sales Manager – Selma Honda   “This opened my eyes to an entire new way of filling my pipeline with leads. Maximizing the most out of my day at work. I feel enlightened!” Abraham Arias, Sales – Honda North   “Great info! I can’t wait to apply all this info at my dealership.” Ramiro Gonzalez, Sales Consultant – Merced Toyota   “Michael is very thorough, and has a great sense of humor. He makes sure that we find our own voice and has great tips on being successful in our positions. Great examples on every subject asked. He is a very knowledgeable man!! I loved it.” Ashley Johnson, BDC Rep. – Selma Auto Mall   “(This was a) Very enlightening approach to social selling!” Cory Knoblauch, Floor Manager – Future Ford of Fresno   “Lots of great information!! Highly recommended!” David Dansby, BDC Manager – Future Ford of Fresno   “Michael is passionate and knowledgeable in this subject. Really comes across for the salesman.” Nick Delgado, Sales Associate – Clawson Motorsports   “Loved it – Lots of great info!!” Akram Ahmad, Internet Manager – Merced Toyota   “I’m a big guy and seating was a little tight. The food wasn’t good but the training was awesome! You must come and listen.” Ashton Lovelace, Sales – Honda North   “It was my first time in this workshop. I feel it was very helpful and will help me expand my career. Michael was funny and explained very thoroughly and simply. I would most definitely come to this class again.” Hannah K. Miller, BDC Rep. – Selma Auto Mall   “I am an old school car guy. I know I need to make a change to get to 30+ cars. Unfortunately, I am not social media savvy. Today has helped me so much! I feel it will be no time before I am that 30+ per month car guy.” Greg Renwick, Internet Manager – Merced Toyota   “INSPIRING! Thank you!” Andreas Kipping, Sales – Michael Toyota   “The trend is your friend! If you want a piece of the social media pie, this is a must attend!” Grant Harrington, Sales – Hedrick’s Chevrolet   “Great info.” Daniel Sotero, Sales Consultant – Ron Smith Buick/GMC   “Very informative. A lot of pointers. I am looking forward to putting these techniques to work and eager to get started with digital marketing.” Spencer Paul, Sales – Fresno Acura   “I learned more today than at yesterday’s workshop but I had less knowledge about the stuff today than yesterday. Today’s workshop was fun and I did get a lot of usable info.” Jason Graham, Sales Consultant – Selma Auto Mall   “I had a great time with Michael. He gave me inspiration to make long term relationships with all of my customers using social media. Awesome sauce!” Troy Verdialez, Internet Sales – Michael Automotive   “Once again, Michael was phenomenal! He got me super excited to go bak to work and start implementing...

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Building Credibility Through Defining Terms

by Michael Hargrove What would it mean to you if you were to pick up a skill that enabled you to quickly build rapport and credibility with your customers and help you earn more of their trust? Would it be worth a little bit of effort and time to master it? And how excited would you be if you could start using this skill with your very next customer? Then pay close attention to this selling principle: “Defining Terms”. The average salesperson, especially those of us with experience, tend to assume we know what our customers mean when they use terms like, “good value, high performance, very safe, fully loaded, too high, not enough, sexy, cheap, reliable”, etc. Because we’ve heard these terms before, and because we’ve had some success dealing with these terms in the past, most of us simply launch into time proven word tracks or strategies confident that we’ll get the same good results. And when we don’t, we’re left scratching our heads in confusion. We end up saying to ourselves (or our managers), “But I showed them all of the safety features!”, if our customers mentioned “safety” or “This thing couldn’t have another option added to it!”, if our customers mentioned “fully loaded”. What we neglected to do was find out how our customers defined the term “safety”. We never took the time to find out what they meant by “fully loaded”. And it’s something very easy to do. Until we take the time to define our customer’s terms, each time we use the words “safety” or “fully loaded” we just sound like a salesperson trying to make a sale. I’d like you to do this today. I’d like you to add these few questions to your toolbox right now and use them when you’re performing your investigation or trying to determine your customer’s needs. Take the time to personalize them, of course. Here they are: “_________ (safety, fully loaded, good value, sexy, etc) means something different to each of my clients. What does it mean to you?” “_________ is obviously very important to you. How come?” “Because each of my clients have different expectations, let me ask you this: How will you know when it has enough _________?” “What else should I know about _________?” “I hear you say ________. Could you please expound upon that for me?” “And just to clarify my thinking, why is _________ so important to you?” “What else could you share with me to help me better understand the importance of _________ to you?” Let me ask you something. Do these questions sound like we’re trying to close them? No, we sound like we’re trying to understand them. Do we sound like every other salesperson they’ve had to deal with in the past? No, typical sales people only ask typical sales questions. And who’s interest does it sound like we have at heart? Theirs, right? Once our customer has defined their terms to us, we need to paraphrase back to them what we heard. This confirms to our customer that we understand what THEY mean by THEIR terms. Now, whenever we use those same words, those words will have more meaning and have more weight, because they know we’re operating in the same world as they are with the...

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Attendee Comments – October 2016 EDF- Portland

  “Just as awesome as the workshop I attended (yours) yesterday. Thank you so much. Your strategies will help me tremendously.” Stacy McClellan, Sales – Vancouver Hyundai   “This training is going to explode my business!!” Mark Yarger, Salesperson – Vancouver Ford   “I feel that I can really take what was discussed and apply it to take myself closer and closer to the 20, 30, and 40 car club! This is a success workshop! Thank you, Michael!” Alexander Wiswall, Subaru Salesman – Lithia Subaru of Oregon City   “I hate cauliflower and broccoli.” Anonymous   “Current content, excellent updates, thanks!” Kenny Shonk, Sales Professional – Gresham Toyota   “Great presentation. This is not my first time to see this info but refreshed my commitment and I will adjust my process. It is a great reminder and I appreciate the ability to meet other professionals and network with other sales people about this. I thought, however, there was a lot of seat time. My butt got numb.” Randy May, Sales – Dick’s Auto Group   “A good time, as always! Michael is definitely staying current!” Alan Bradway, Brand Specialist – Tonkin Fiat   “This was my first time attending and I will be coming back and asking for more help.” Thomas George, Sales – Dick Hannah Kia   “This program was very helpful. Thanks, Michael!” Ricardo Canchola, Sales Consultant – Vancouver Auto Group   “Want to know how to do videos.” Dan Mason, Sales – Courtesy Ford   “Very informative with lots of useful tools and ideas.” Lucas Davidson, Sales – Dick Hanna Kia   “Nice flow. I would like to attend with a more interactive group though. Great chance to network with other regional pros.” Antonio Tydingco, Sales & Leasing Consultant – Courtesy Ford/Lincoln   “Great material! I can’t wait to set up my online presence right away and build my personal brand.” Elijah A. Ryder, Sales Consultant – Vancouver Auto Group   “The whole presentation had a good flow. The lunch room was way too cold. I enjoyed the list of ideas like ‘This vehicle was sold by’ stickers.” Ernie Coombes, Sales – Vancouver...

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Attendee Comments – October 2016 – Portland

  “This was AWESOME!!! I am excited to become a master car salesperson and advance in my field! I will definitely be back for more.” Elijah A. Ryder, Sales Consultant – Vancouver Auto Group   “Michael’s a stud. He truly brings valuable real world experience to the table.” Mark Yager, Salesperson – Vancouver Ford   “It was awesome! I’d love to get introduced to a 40 car club member.” Vitaliy Kolyvanov, Automotive Sales – Courtesy Ford   “Very boring, not worth the money.” Anonymous   “I was reluctant about signing up for this workshop again, however, a 1 on 1 talk with Michael at my dealership allowed me to get an idea of what I can re-learn and re-apply for personal sales growth.” Tyler Chang, Sales – Dick’s Country Dodge   “Great ideas and a great experience!” Joey Hoffman, Sales Associate – Dick’s MacKenzie Ford   “Great learning material and very useful information.” Oscar Prieto, Sales – Lithia Subaru of Oregon City   “It was really great and informative.” Saad Chahin, Sales – Dick’s MacKenzie Ford   “Awesome! Thank you!” Trisha Blincoe, Sales Person – Vancouver Auto Group   “The entire program was great! It was very helpful to me.” Ricardo Canchola, Sales Consultant – Vancouver Hyundai   “I am very grateful for the experience and training I received today. I did not receive any training about method or effective tools to sell when I started. Thank you! This was very valuable.” Stacy McClellan, Sales – Vancouver...

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Lease End Prospecting Video Series

  This is an example of how to use video with lease end prospects. Thanks go out to the sales pro sharing these with us, John “JJ” Hagglund.     Facebook Twitter Google+ EmailEmbedCopy and paste this HTML code into your webpage to embed. In this clip, JJ introduces himself, offers his services, and states that since the prospect’s lease end isn’t for another 12 months, they really don’t have to do anything. He also sets up the prospect’s expectation of his next contact.         Facebook Twitter Google+ EmailEmbedCopy and paste this HTML code into your webpage to embed. In this clip, JJ reminds his prospect that their lease ends in 8 months and now they need to think about the transition into their next vehicle. He again offers his services, and again sets up the prospect’s expectation of his next contact.         Facebook Twitter Google+ EmailEmbedCopy and paste this HTML code into your webpage to embed. In this clip, JJ informs the prospect that they are 6 months out now and they need to decide a couple of things. He hits his CTA a bit harder and he again sets up the prospect’s expectation of his next contact.         Facebook Twitter Google+ EmailEmbedCopy and paste this HTML code into your webpage to embed. In this clip, JJ lets the prospect know that the time has come to take action. He warns the prospect of the ramifications of delaying, hits his CTA harder, and sets up the prospect’s expectation of his contact next week if they don’t reach back out to him...

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Attendee Comments – September 2016 EDF – Portland

  “Great, new material since last year.” Steve Davis, Sales Consultant – Dick Hannah Kia   “Learned more in this workshop than any other automotive workshop I’ve attended. Fantastic! Thank you!” Stefanie Vermillion, Internet Sales – Toyota of Gladstone   “Michael is great! Awesome info and solid delivery. I learned so much and cannot wait to start using these practices daily! Thanks Michael!” Wade Fish, Internet Sales – Toyota of Gladstone   “Really glad to have attended. Some great knowledge guys in the room!” LaLena Stewart, Sales – Alan Webb Chevrolet   “Great ideas and methods to both bring in prospects and create sales.” Joseph Hoffman, Sales Associate – Dick’s Mackenzie Ford   “I was skeptical about the class because I’m not a very good classroom learner. I was pleasantly surprised. The energy was good and the information was valuable.” John Bain, Sales – Alan Webb Chevrolet   “The only reason it was too much was because of after lunch to lack of concentration on my part.” Peter Newman, Sales – Alan Webb Nissan   “Everything was great” Tom Hurley, Sales – Alan Webb Nissan   “Great information! Tons of useful content that I’m excited to apply going forward.” Derick Watson, Sales Associate – Dick’s Auto Group   “I saw the Mike…he opened up my eyes. I saw the Mike! He is Mr. Hargrove. He sure knows how to show the love! “you know like the song?” opens your eyes, shows you the sign…picture is more clear on how to succeed! Thank you Mr. Hargrove!” Patrick Belle-Isle, Sales – Dicks Hillsboro Hyundai   “Thank you!” Bob Snyder, Sales Consultant – Dick Hannah...

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Attendee Comments – September 2016 – Portland

  “Efficient, interactive, up-to-date seminar. I am glad that I signed up. Michael Hargrove delivered a professional, upbeat and highly energetic performance. A tremendous learning experience.” Enzo Essathi, Sales and Leasing Consultant – Dick Hannah VW   “As always Mike delivered with all the info I was looking for. The one on one coaching is the best.” Nicholas Blystone, Sales – Dick Hannah VW   “It is so cold in here I can’t even focus. 9.9 overall.” Erinn Shea, Internet – Alan Webb Nissan   “Everything was great! Never a bad or dull moment.” Wade Fish, Internet Sales – Toyota of Gladstone   “Wonderful workshop! ” Stefanie Vermillion, Internet Sales – Toyota of Gladstone   “It was a very informative experience. We got given a lot of tools to use in our daily lives, work and personal.” Tom Madison, Sales – Dick’s Ford Auto Group   “This was a great learning experience and I would recommend this workshop to every salesman.” Aaron “Ozzy” Osburn, Sales Associate – Dicks Mackenzie Ford   “Very amazing teacher! Learned something new today.” Rene Nicolas, Sales – Dick’s Hillsboro Hyundai   “I will need time to really use these techniques to their full potential. I’m a slow learner so I will keep practicing with Michael until I am proficient.” Esai Raminez, Sales Consultant – Dicks Mackenzie Ford   “Mike helps you understand the content, doesn’t just spout the material. Thank you!” Alan Bradway, Brand Specialist – Tonkin Fiat   “I will be able to use the techniques I learned today in my everyday customer sales interactions.” Kaili Eilano, Sales – Tonkin Fiat   “Very informative! Thanks Mike!” Jordan Bral, Sales – Tonkin Fiat   “Fantastic! Well worth the investment in my future! Great talking points, and objection coverage!” LaLena Stewart, Sales Associate – Alan Webb Chevrolet   “Answered all of our questions and made sure everyone understood. It was a great class and very useful.” Gurme, Sales – Gresham Subaru   “Exceeded my expectations, great content deliverd in an engaging manner. Couldn’t be any better!” Douglas Hammet, Lead Upgrade Specialist – Gresham Toyota   “We covered a lot of information. I felt there were a lot of reiterations of things I already knew. While always being beneficial to review content, I left wanting more. Thankfully, I look forward to continued growth with the continued coaching services.” Derick Watson, Sales Associate – Dick’s Hillsboro Hyundai   “The energy, engagement, material, and the mentor are all very useful, as well as valuable. Grateful to be a part of this band-wagon! Genuine connection with his individuals that choose to be a part of his beneficial program. Advice learned here may easily be applied in many aspects of life….not just business. ” Patrick Belle-Isle, Sales Associate – Dick’s Hillsboro...

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