How To Sell 30 Cars A Month with Fran Taylor
"You don't get hate mail for being nice."
In a world where the car business is drowning in the alphabet soup of CPC, BDC, CRM, and ROI, Fran Taylor is out there reminding everyone that it's still just a people business. If you meet enough people, and you're nice, everything else will take care of itself.
"It's like taking candy from a baby."
Fran Taylor is today's guest on the Get Ya Some Radio Show, the author of "Selling From the Heart," and the founder of Taylor Techniques Automotive Sales Training.
Fran says he figured out early on that there are a lot more people OUTSIDE the dealership than you'll ever have INSIDE the dealership even on your busiest sale day of the year so he teaches salespeople to fish where the fish are.
Fran grew up in the mountains, far removed from the hustle and bustle of city life and we talk about how he had to overcome his natural shyness and learn to walk up to strangers to introduce himself.
He lays out a 1-2-3 system for talking to strangers from meeting and greeting, to breaking the ice, to saying THE PHRASE THAT PAYS!
The more you say it the more money you make.
"Who do you know who's looking to buy a new or used car?
You say that 15 times a day and watch what happens in 30 days.
Your attitude gets better, you love your job. And when those people come in, you've got a higher closing ratio, more fun, less stress, and you'll get more time off."
Fran's all about building a life and not just making a living.
Most salespeople are working all day from ding to dong and going nowhere because they don't have a map of where they want to go.
The first thing Fran does is sit people down and helps them figure out exactly what they want. What are your goals? Who do you want to be?
If you know what you're working for, no one has to prod you to work harder to get it.
Finally, It's not who you know. It's who knows you.
Meeting people that one time isn't enough.
Selling them that one car isn't going to make your dreams come true.
You have to stay in touch and keep your name in front of them.
Fran sent birthday cards and made birthday calls to everyone in the home - Mom, Dad, little Billy, and crazy aunt Bertha who lives over the garage.
He printed matchbooks, magnets, sold by stickers, pizza boxes, shirts, everything you can imagine with his name and THE PHRASE THAT PAYS to keep his name front and center in his customers' lives.
His name was seen millions of times a year by thousands of customers... for the price of a couple of magnets!
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