Attendee Comments – May 2017 EDF – Lynnwood

“Thank you for introducing and teaching us about these platforms! I’m so glad you came to our dealership. What a game changer and the potential is endless! Everyone who starts any business needs to incorporate these tools in their marketing.” Catherine Lee, Sales – Hyundai of Kirkland “Great workshop!” Extremely pragmatic and useful info that can be implemented immediately!!” Xavier Ortega, Sales “I had about 20+ “ah ha” moments today! I’m excited and a bit scared.” Amanda Nowak, Internet Sales – CDJR of Seattle “Michael’s class was great and I’m glad I finally was able to attend. I have been a mediocre car guy for a few years and realized the guys who were beating me were guys that were doing much more. Thanks again!” Robert Herrington, Sales – Chevrolet of Everett “I loved this training and it got my creative juices pumping!! I can’t wait to get started on my branding. My team is going to love the information I am going to bring to them.” Valarie Moore, Internet Sales – Harnish Auto Family “Very helpful, a lot of great tips and man things that I am going to use.” Shay Hochstein, Sales Consultant – Jet Chevrolet “Maybe separate classes for starters and another for those who are ahead of them.” Lee Fears, Product Specialist – Burien Toyota “This was a great eye opening experience!” Andrew McDougall, Internet Sales – Titus Will Toyota “GREAT! I can’t wait to start using all of this.” Joseph Coghill, Sales – Chevy/Buick/GMC of Puyallup “I learned effective techniques to propel my dreams and goals in a more visionary way.” Anonymous “This was very informative!” Saeng Chao, Product Specialist – Burien Toyota “Great workshop again, Michael! I always enjoy spending time with you.” Elliott Richards, Sales – Hyundai of...

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Attendee Comments – May 2017 – Lynnwood

“Michael was attentive to all of the attendees and made sure to address all topics, issues, and concerns without judgement for all who attended. His passion about what he does and knows shines well beyond this course. If you’re looking to further your career in car sales, you can’t go wrong working with Michael Hargrove!” Matt Dixen, Sales Consultant – Chevrolet of Everett   “I learned a lot and accomplished what I was looking for today. There is a lot of good material and I like having all the materials at my hands or a phone call away.” Tyler Jones, Sales & Leasing Advisor – Harnish Auto Family   “This was very helpful and fun! I’m looking forward to reading and practicing and implementing my new knowledge.” Jeff Meschke, Sales & Leasing – Chevy of Puyallup   “What an excellent experience!” Randy Hooper, Product Specialist – Burien Toyota   “Okay.” Dennis Oswalt, Sales – MBZ of Lynnwood   “This workshop was really great! I can’t wait to start using the information in the handouts and workbook on overcoming objections. I have a lot of work to do to become a great client representative.” Joseph Coghill, Client Representative – Chevy of Puyallup   “Great info plus great help in getting back to the sources needed.” Ben Rollins, Sales – Harnish Auto Family   “There were a lot of ‘new to the business’ people. I believe there should be a newbie class too.” Jimmy Clark, Sales Manager – Ford of Kirkland   “I learned enough to se me out on my journey with boldness and confidence.” Anonymous...

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Attendee Comments – May 2017 – Tacoma

“Great experience and enthusiasm. I’m happy that you have an ever expanding, ever-changing, program in a market that parallels the same.” Bryan Therrien, Salesperson – Titus-Will Toyota   “So very helpful! Thank you, Michael for taking the time on sharing and coaching on such great and useful topics. I’m excited to see where this helps me excel.” Kala Wallinger, Sales – Larson Audi of Tacoma   “A lot of great information. It feels great sharpening my skill set.” Matt Rutledge, Sales – South Tacoma Auto   “An overall great presentation. It was very informative and effective.” Zachary Lee, Sales Pro – Hinshaw’s Honda   “Michael is a great mentor. I’m looking forward to learning more form him this year.” Skyler Standafer, Sales Professional – Larson Porsche/Audi of Tacoma   “Very informative!” Kevin Washington, Sales – Audi of Tacoma   “It was very informative. I learned quite a bit more than I thought I would.” Lamar Williams, Porsche Sales Professional – Porsche of Tacoma   “Excellent training and great content. Not so great location but luckily that wasn’t te point.” Alec Garrison, Sales – Audi of Tacoma   “There was too much side conversation and it felt like a review for most. Really learned the powerful greeting after 7 hour course.” Aiden Suh, Sales – Hinshaw’s Honda   “I had a very enjoyable experience. All of my questions were answered and answered in depth.” Dominic Vargas, Sales Associate – Titus-Will Toyota   “So Much information!! We need two days not just one!! One day isn’t enough for all this info.” Kimberly Fiesta, Sales & Leasing – Hinshaw’s Honda   “Great lessons. I will use this in my work.” Yergeniy Fedorats, Sales – Hinshaw’s Acura   “Enlightening! Full of energetic facts and scenarios to relate to.” Merlinda Genson, Sales & Leasing – Hinshaw’s Honda...

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Attendee Comments – May 2017 EDF – Tacoma

“A real eye opener! Good additional ideas.” Merlinda Genson, Sales & Leasing – Hinshaw’s Organization   “Michael does an amazing job.” Matt Rutledge, Salesman – South Tacoma Auto   “Best class ever!!” Skyler Standafer, Sales Professional – Larson Porsche/Audi   “Very good content and ideas. The videos were great examples.” Lamar Williams, Sales – Porsche of Tacoma   “Thank you!!” Kala Wallinger, Sales – Larson Audi...

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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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