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This is the new normal
I used to say that the car business had changed more in the last 10 years than it had changed in the last hundred. Now it's more like the last 10 weeks!
If your team is still trying to sell cars like it's last year, they're struggling. But dealerships and salespeople who have adopted to the new normal, who are willing to meet customers on their terms, on their schedule, with their interest mind, those people are moving a lot of cars. By preference, by fear and by mandate, today's buyers are increasingly making decisions and transactions online, on social and on video.
Video and Social are how you create trust in an online digital world.
How to get comfortable on video
Their eyes widen, they start to sweat, and every orifice on their body puckers up like I just asked them to step into the ring with Mike Tyson, back when he was MIKE TYSON!
It happens every time I’m in a dealership training a sales staff and I get to the part where I tell them they need to start incorporating more video into their sales process.
Many salespeople just aren’t comfortable with the idea of stepping in front of a camera. That’s not what they signed up for.
Here’s what I tell them: If you weren’t comfortable using a telephone or email, you’d either get comfortable fast, or you’d get to looking for a new job.
Video is more powerful than either of those tools so if you plan on sticking around the car business, it’s time to step outside your comfort zone.
I can help.
Make more friends; Sell more cars.
97% of car buyers would prefer to know who their salesperson is before they ever set foot in the dealership and those who have a prior relationship with their salesperson, whether it's personal or professional:
• Are many times more likely to make a deal
• Close on purchases much, much faster
• Give higher CSI scores and better reviews
• Send their family and friends to you for their next vehicle
• Come back again and again for years to come
Surfing a river of repeat and referral business is a lot more profitable and way more fun that chasing lot up or begging internet leads to return your 14th voice mail.
Whether you need dynamic in store, sales and motivational meetings to jumpstart your team into the new reality, ongoing online group training that forces your team to be on camera and on their game, or one on one coaching for your salespeople, managers and dealers (the culture has to start at the top) to provide the personalization and accountability to make big things happen, I can help.
Who the %@#! is Terry Lancaster?
I help automotive salespeople sell more cars, make more money, get more reviews, more referrals, and more repeat business by building deeper, stronger, more authentic relationships. I’ve worked with thousands of dealer principals, managers, and salespeople providing proven strategies for making the cash register ring.
My #1 best selling books have received glowing reviews from around the world thanking me for the actionable, life-changing ideas they present.
I’ve been featured in Forbes and Automotive News, spoken from the TedX stage and at the NADA national convention and came in second place at my Eighth Grade debate championship.
In my personal life, I've survived Cancer... twice. I've had a gun held to my head and a knife held to my throat. I've been inside a building that was hit by a tornado, onboard one boat that sank and two planes that I was sure were about to crash.
I lived through three teenage daughters and I've been married over 30 years... in a row!
When I'm not battling for truth, justice and the American Way, I spend most of my free time, like every other middle-aged, overweight, native southerner, at the ice rink playing hockey.