E-Newsletter-June-2017

 

MySuccessCompany.com E-NEWSLETTER
June 2017

 

This Month’s Selling Principle:

Voicemail That Sells

 

head shot active 4bThese days, for most of us at least, the term “phone call” is now synonymous with “voicemail”. If we are having difficulty getting our prospects to call us back, it’s probably because our voicemail skills suck. Here’s a few quick guidelines to suck less. A lot less.

The basic voicemail structure is: 1) Introduce ourselves/dealership, 2) Thank them for the inquiry or chance to serve them, 3) State the compelling reason for them to call us back (equity mining, pricing questions before quote, new product availability, orphan prospecting, service follow up, buy their car, lease end options, etc.), 4) Present the call to action (CTA) like: call me back, watch the video I sent you, visit my website at…, etc. 5) Include our contact info 6) Set the expectation of a return call/contact from us. (“It’s 9:30 am now, if I don’t hear back from you before lunch, I’ll simply reach back out to you later.”7) Say goodbye with another “Thank you”.

Here’s an example of a complete voicemail:

“Hello, Bella, my name is Michael Hargrove and I work here at Lemon Motors, where every car has appeal! Thank you for the opportunity to answer your questions concerning the exciting new Whippet Deluxe. Good news! We DO have black on black and two white on black currently in stock. In order to be specific with my answers about price, I have a couple quick questions of my own for you. Please call me back today at 503.555.1212. Again that’s 503.555.1212. It’s about 9:30 now, and if I don’t hear back from you in the next couple of hours, I’ll simply reach back out to you again today. Once more, thanks for the chance to serve you and I am looking forward to your call.”

So, here are the individual elements:

1) Introduction: “Hello, Bella, my name is Michael Hargrove and I work here at Lemon Motors…”

2) Thank you: “Thank you for the opportunity to answer your questions concerning the exciting new Whippet Deluxe.”

3) Compelling reason: “In order to be specific with my answers about price, I have a couple quick questions of my own for you.”

4) CTA5) Contact info: “Please call me back today at 503.555.1212. Again that’s 503.555.1212.”

6) Expectation of continued follow up: “It’s about 9:30 now, and if I don’t hear back from you in the next couple of hours, I’ll simply reach back out to you again today.”

7) Goodbye thank you: “Once more, thanks for the chance to serve you and I am looking forward to your call.”

I’m confident these steps will help us suck less and connect more with our prospects. Install these voicemail strategies into your sales process today!

So, until next time, be well, and do good work!
Michael D. Hargrove

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“The best thing about the future is that it comes only one day at a time.”
Abraham Lincoln

Objection of the Month:“I’m just looking, not buying today.”
These are just a few of the most common strategies shared at the workshops we’ve conducted all across North America and attended by thousands of the top sales people in our field. Please keep in mind that nothing works all the time, and no one thing will work for everybody. Each of these strategies, of course, need to be tailored to the individual user, to the specific customer, and the particular situation. Also, this is by no means the definitive work on overcoming this particular objection and it’s not intended to be.

a. “I hear that a lot! What I’ve discovered is that most people just want to find a vehicle they like, get figures on it, and then think about it. Is that what you had in mind?” (When they say ‘yes’, we continue with:) “I’d be happy to help you with all of that!”

b. “Great, we encourage that sort of thing around here! Some salespeople get turned off when they hear that but not me! I realize that looking is a necessary part of owning so let’s get to know one another and look together. Were you interested in a previously owned car or something new?”

c. “You’re just looking? Well, we might be related ’cause I’m goofy looking! Nice to meet you! So, what brings you to our store today? “

d. “You know, I love that line. My sweetheart said that to me when we first met. We’ve been married now for seventeen years. To me, that’s the opening line to a wonderful relationship! Now, in order to save you some time, may I ask you a couple of quick questions?”

e. “That’s the reason I’m here! Isn’t the beginning stage of owning something exciting? Let me be a resource to you. You can pick my brain and save lots of time and aggravation. Were you interested in a two door or a four door?”

f. “Let me make sure I’ve got you right. You’re just in the investigation stage right now, just gathering information, and you’re not going to buy today. Is that right? Good, we welcome that here. I know it turns most other salespeople off but not me. You see, we’ve worked hard to create an environment that’s comfortable for customers just like you who want to shop around without feeling pressured or hassled. So, I want you to know, YOU ARE IN COMPLETE CONTROL, okay? And as far as you not buying today, I also want you to know, that you always have the right to change your mind. Fair enough? “ (We need to make sure we say this last sentence with a smile on our face while looking directly in our customer’s eyes.)

g. “May I ask you something? Do you go to the dentist’s office just to read the magazines? I know that’s a silly question but I promise to make your visit here with us a lot more comfortable than your last dentist visit. May I do that for you?”

h. “Glad we got that out of the way because some salespeople will try to force you to buy when you’re not ready…but I’m a professional. I’ll make sure you get all the info you need to make an intelligent car buying decision. Sound fair? “

i. “No problem, Sir, today’s not my last day either! So, whenever you are ready to buy, I’ll be here to help you then too. Now, were you looking for a new one or a gently used one?”

j. “Not buying today? Well, Sir, that would be our fault, not yours. Did you have a specific model in mind or are you still trying to figure that out?”

Next month’s objection will be: “We need to think/sleep/pray about it.” We need YOUR input!!! Please forward your ideas on this one, or your suggestions on which objection to cover next, to editor@bluinc.com.

 

“I only play well when I’m prepared. If I don’t practice the way I should, then I won’t play the way I know I can.”
Ivan Lendl

 

On Attitude

Rose

Author Unknown

The first day of school our professor introduced himself and challenged us to get to know someone we didn’t already know. I stood up to look around when a gentle hand touched my shoulder. I turned around to find a wrinkled, little old lady beaming up at me with a smile that lit up her entire being.

She said, “Hi handsome. My name is Rose. I’m eighty-seven years old. Can I give you a hug?”

I laughed and enthusiastically responded, “Of course you may!” and she gave me a giant squeeze.

“Why are you in college at such a young, innocent age?” I asked.

She jokingly replied, “I’m here to meet a rich husband, get married, have a couple of children, and then retire and travel.”

“No seriously,” I asked. I was curious what may have motivated her to be taking on this challenge at her age.

“I always dreamed of having a college education and now I’m getting one!” she told me.

After class we walked to the student union building and shared a chocolate milkshake. We became instant friends. Every day for the next three months we would leave class together and talk non-stop.

I was always mesmerized listening to this “time machine” as she shared her wisdom and experience with me. Over the course of the year, Rose became a campus icon and she easily made friends wherever she went. She loved to dress up and she reveled in the attention bestowed upon her from the other students. She was living it up.

At the end of the semester we invited Rose to speak at our football banquet. I’ll never forget what she taught us. She was introduced and stepped up to the podium. As she began to deliver her prepared speech, she dropped her three by five cards on the floor.

Frustrated and a little embarrassed she leaned into the microphone and simply said “I’m sorry I’m so jittery. I gave up beer for Lent and this whisky is killing me! I’ll never get my speech back in order so let me just tell you what I know.” As we laughed she cleared her throat and began:

“We do not stop playing because we are old; we grow old because we stop playing. There are only four secrets to staying young, being happy, and achieving success.

* You have to laugh and find humour everyday.

* You’ve got to have a dream. When you lose your dreams, you die. We have so many people walking around who are dead and don’t even know it!

* There is a huge difference between growing older and growing up. If you are nineteen years old and lie in bed for one full year and don’t do one productive thing, you will turn twenty years old. If I am eighty-seven years old and stay in bed for a year and never do anything I will turn eighty-eight. Anybody can grow older. That doesn’t take any talent or ability. The idea is to grow up by always finding the opportunity in change.

* Have no regrets. The elderly usually don’t have regrets for what we did, but rather for things we did not do. The only people who fear death are those with regrets.” She concluded her speech by courageously singing “The Rose.” She challenged each of us to study the lyrics and live them out in our daily lives.

At the years end, Rose finished the college degree she had begun all those years ago. One week after graduation Rose died peacefully in her sleep.

Over two thousand college students attended her funeral in tribute to the wonderful woman who taught by example that it’s never too late to be all you can possibly be.
“The big challenge is to become all that you have the possibility of becoming. You cannot believe what it does to the human spirit to maximize your human potential and stretch yourself to the limit.”
Jim Rohn

 

Upcoming Public Events:

Retail Automotive Sales: The Professional’s One Day Workshop
&
Expanding Our Digital Footprint: How to use Video & Social Media (in the car biz)

 

“I had a great experience! Good accommodations, and great information/knowledge was exchanged. I will be networking with this group for a long time! Thanks.”
Andrew Hutchinson, Sales – Champion Auto Events
“It was awesome!! Definitely going to give me some great tools to use in the future!”
Kyle Meyer, Sales – Northwest Rides
“A very informative and effective use of my time. I was very impressed by the overall unity of each and every topic to the larger concept of advanced levels of success.”
Andrew Jenkins, Sales Professional – Champion Auto Events
“I have been attending his workshops for over a decade and I have found that Michael simply stays relevant. He doesn’t just publish and then sit back. Michael has his ear to the group via his seminars, coaching, and social media so he stays on top of sales trends. This is not a seminar where; ‘I’ve seen him once and that’s all I need’. If you worked with him once, that was then, this is now!”
Mark Baker, Sales Consultant – Lynnwood Honda
 

Date(s): July 10th & 11th, 2017
Location: The Embassy Suites Hotel – Lynnwood
20610 44th Ave. West
Lynnwood, WA 98036
Click here for more info on the 1 Day Sales Pro’s Workshop
Click here for more info on the Expanding Our Digital Footprint Workshop

 

Date(s): Sept. 5th & 6th, 2017
Location: The Shilo Inn – Portland Airport
11707 NE Airport Way
Portland, OR 97220
Click here for more info on the 1 Day Sales Pro’s Workshop
Click here for more info on the Expanding Our Digital Footprint Workshop

 

Here’s our entire schedule of upcoming public events–> Schedule Page
Here’s ALL of our client’s comments (good & not so good)–> Comments Page

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