The Driving Sales Executive Summit is on in a BIG way Oct 9-10 at the Bellagio in Las Vegas. The industry is currently in a very dynamic yet super profitable state, but for how long? Change is just a supply chain kink or governmental policy away. Innovations are being introduced all the time, and now is the time to decide which ones are worthy and which ones are half-baked. Bottom line, it all comes down to people.

Is your dealership culture a positive, winning one, and are you and your team prepared for the next market phase that’s on the horizon? No one saw the Covid crisis coming let alone that it would usher in an era of unparalleled profit…we may not be so lucky next time…but we’ll be ready. This summit is focused to help you handle whatever is next.
Reg here and use Kelley100 to save $100:-): https://bit.ly/3RI7E0b

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The Driving Sales, Three Day Executive Retreat in Q4 designed to study retail innovation with world-leading experts, to help you write your business plan for next year. Save $100 by using code Kelley 100

For: Executive Teams, Owners, GMs, Marketing, GSMs, Fixed Ops

When: Oct. 8-10, 2022

Where: The Bellagio, Las Vegas

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The automotive industry and advertising have always been a passion of mine. Most dealers have used direct mail, the yellow pages and broadcast television as a media outlet. My experience and continued education allows me to understand both marketing and car dealerships.

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All of the great hitters in baseball of one thing in common. They develop a routine every time they step into the batter box. Their batting stance does not change. They are consistent in every at-bat they have. They may change their position in the batter’s box according to the pitcher. If the pitcher throws a lot of changeups or junk, they may move up in the batter’s box. Fastball pitcher, they will move to the back of the box. Pitchers with great curves or sliders, they will move to one side of the box or the other. But their stance is always the same. Even if they have a little slump, they do not change their stance. They stick with what has made them the great hitter they are in the long run.

It is the same with the phone script. Every client is the same because they are trying to accomplish the same thing. To purchase a new vehicle. We may have to adjust our position a little in the batter’s box (clients situation) but we need to stick with our stance every time (our phone script). With a subprime customer, we may have to ask if they have more money down or possible co-signer, but the main purpose of the phone call is to get the customer to come in. If you treat every customer different because you think of one reason or the other, you will struggle. It is no different than the baseball player who gets in a little slump and keeps changing his stance every at-bat. He will never develop any consistency and struggle longer. Stick to the script. Stick to your stance.  

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