This is a segment from Teaching Salespeople how to Build their Own “Book of Business”, digging deeper into how to get the most from Facebook Marketplace. It introduces you to Groups, how to properly join them, how often to post, how to detmeurine which group is working and which is a waste of time and much much more.
Scott Hembrough of Hembrough Business Systems worked with Cannon Auto Group in Lakeland, Flordia – a 2nd generation dealership that was struggling from bouncing back from the financial slow down the entire auto industry suffered from.
Scott helped with Internet, phone training, overall dealership processes and listen to the credit Danny Cannon gives Scott regarding the dealerships profitability.
In this session we look at the benefits of creating a profitable follow-up system that makes money.
What to say
Who to call
When to call
What to write
All of the ingredients and techniques of putting together a Book of Business
Like many new salespeople – Matt was thrown on the floor with that ole speech: “Go get em Tiger”.
Scott shared with Matt good fundamental practices with qualifying – building rapport with people – helping him get the people to like him. From their they began prospecting his friends, relatives, people he did business with – they knew that if Matt worked with people he knew he would build confidence fast.
And that is what happened. Matt sold 10 cars in his 1st two weeks and has been at the “top of the board” ever since.
Barry P. is a “Seasoned Vet” salesperson, the most challenging for a training to work with in a dealership. Many times they are set in their own ways. Most of the time the feel they “have a better way”.
Barry explains how he “resisted”, “fought” techniques Scott wanted to share with him. But in the long run he gave it a try. Now he credits four to five additional sales each month by using the techniques Scott taught in his dealership.
Colin Giddings has been an automobile dealer for 20+ years. He has ben in the business for the good times and the tough times.
Over the past few years he has struggled attaining the numbers he felt his store was capable of generating. He hired Scott Hembrough to come in and help get the sales that constantly were just out of reach. October 2012 sale exceeded any month in 2012 and showed record profits that he hadn’t seen since 2006.
After viewing call Scott and have him exp0lain how the Internet played a significant roll in attaining his results.
Jered Shaw has been with Gladstone Suzuki for 11 years. He is now the General Manager and describes how working with Scott has not only benefited him – but the dealership and the entire sales and Internet Teams.