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Video # 1

Section 1

Section 2

Winning is not just a sometimes thing; it's an all the time thing.

You don't do things right once in a while; You do them right all of the time.

Winning is a habit. Unfortunately, so is losing.

Practice! Drill! Rehearse! Train! Train! Train

And Train even more!

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You'll be a winner in this business! Your income is endless! Form the habits of a
winner and never lose again!

Section 3

Remember, failure is an EVENT, not a PERSON!

What does a great salesman never stop doing??? Never?!? He never stops
_______________!!!

There is no difference between a Hollywood actor and us!

When you leave your house in the morning for work... Do you switch gears into
acting mode?

• An envious attitude everyone else wants

• Always looking for a way in, thinking outside the box

• Having your entire day planned out to ensure success and large incomes

• Knowing your entire inventory

• Will sell above the crowd! Cool corner is over!

• Be a leader and not a follower

• Invest a portion of each check into clothes...You must dress the part

• A successful businessman,​ looks​ like a successful businessman

• Top salesmen do NOT judge! Stereotyping is over!

Do not allow your initial impression of the customer to influence the way you
approach them.

Then ... there's the “outside work you”

• Family

• Friends

• Religion/Education (whatever centers you)

• Health

• Etc...

(you don't need the ACTOR switch ON for the “outside work you”)

Overview

It's time to start self-improving in every aspect of our lives. The day we stop
learning, we BECOME the crowd.(the crowd is at the bottom).
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We want to go to the TOP!

So, in order to do so, we must – “Change the picture” (mentally, physically,

spiritually, etc.)

Changing the way we view ourselves takes visualization!

Visualizing the NEW YOU will allow you to become the NEW YOU.

Learning to change gears from the “actor” to the “outside work you”.

It's time to become a Hollywood actor... Make a plan and start selling at the TOP!

Section 4

What got you here won't get you there

• Pinpoint career harming behaviors

• Understand why we engage in them

• Most importantly, stop them

• It’s way easier to stop bad behaviors than to learn new ones

• there is no profession that depends more on good relationships than sales

• it's not the vehicle that surprised and delighted them, it's the caring of the
salesperson

• Learn this and you will dramatically improve your career and personal life

Customer versus Salesperson

Information—​Customers today come into the dealership armed with more

information than ever. In fact, today's customers are in most cases far more
educated about your vehicles and prices than you are as a salesperson. Blame
google if you need to, but the salesperson isn’t the horse’s mouth anymore. In
today's times, you can get everything you need online.

Your job is only going to get harder as a result of expectations of those around you.
Sorry about that; take a moment to think about the expectations of your customers
or even your own expectations when you buy something.

What's happening to those expectations in recent years? Are they rising or falling?
Do you expect or even demand more from your dollar than ever before? Just like you
do, your customers do too when they spend their money.

Options​— Customers have a much broader competitive selection to choose from in

today's market.
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Amenities​— With so many dealerships and manufacturers competing for business

and offering enticements to get you to their product, you must have a deadly plan.
You must increase better relationships between you and your customers.

The Challenge Ahead​— with more than 200,000 texts sent every second and more
than 200 trillion emails sent a year, people are losing the face-to-face personal
relationship time with each other. It's your job when you are selling to make a huge
impression of how much you care and how important the customer is to you. This is
the missing piece to the puzzle in today's sales.

Section 5

Why focusing on c
​ losing​ is overrated and killing your paycheck

Every salesperson, manager, and owner likes to talk about closing the sale. We all
know strong c​ losers​ and we all know people who we refer to as ​weak​ at closing.
Most trainers will train for hours on closing... but what I'm going to train on is
different!

How important is it to be trained to be the best?

Ask yourself this question:

How effective are those closing words or phrases when it comes to bailing out of the
following:

• A bad first impression

• Failure to build rapport with the customer

• Not taking time to investigate the want and needs properly

• Not determining hot buttons and showing the customer the wrong vehicle at
first

• Overall. A failure of the customer to like, listen, trust, and respect you.

How important is closing if you don't have this down!!!???

Closing is not getting to a certain point, shutting your eyes, making a wish, and
blurting out a closing question.

Closing is anything you do that has a positive effect on the sale from the moment
the customer sees you. You are closing throughout the entire process.

Too many salesmen f​ ail​ to do the first part of the sale right (make a good first
impression, meet and greet, build rapport, investigate, present the vehicle, demo
drive, etc...) and hope that the “tricky” closing techniques that they learned will make
the sale for them.

It does not work that way!

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the only way that may work is if you make the vehicle cheap enough so they buy it in
spite of you.

With commission being #1, this makes for a short, miserable, unprofitable year and
career!

So, how do you get better at closing???

Start by getting better at meeting and greeting the customer. Make an impacting
first impression. Take the time to build rapport with your customer.

(slow down and invest time, diagnosing their needs before prescribing solutions)

Think about doctors, attorneys, CPAs, etc...

What type of fact finding do before they suggest a remedy?

An attorney doesn't greet you, make a little small talk, and then recommend that
you plead guilty.

professionals ask a lot of questions first. You need to do the same. Learn to keep
from making the mistake of telling your customer too much!

You accomplish making the sale super easy when you have a series of well-placed
questions throughout the sales process. Customers are more excited when they are
involved in the process and they feel more urgency and when they feel more
urgency, they buy the vehicle. When you try to close before following these steps, it's
more like brawl.

Section 6

3 Questions

• Can you see where being trained and having a plan in any business will make
you more money?

• Are you interested in making more money?

• If you were going to start making more money, when do you think would be
the best time to start?

Take immediate action!