SELL TO SURVIVE

1
SELL TO SURVIVE

• How to make the problem
• an opportunity!

2
The New World

• You are no longer in an environment where
  old-acceptable practices and performance
  standards will be tolerated. And realize that
  most of your people have never sold in this type
  of environment.
• Grant Cardone

3
4 RESPONSES TO ECONOMIC CONTRACTIONS

• Cheerleader Response- I refused to participate.
• Back to Basics Response- Just get back to
  basics.
• Quitters Response- Nothing I can do about it,
  just wait it out.
• Solution Response- Conditions have changed, I
  have to change with it and I must be unreasonable
  in my actions.

4
CONTRACTIONS CREATE OPPORTUNITIESMake bad news
your opportunity. gc

• Opportunity 1- Less Competition.
• Opportunity 2- Competitors retreats.
• Opportunity 3- Able to demand different level of
  activity.
• Opportunity 4- Dealers dependent upon advertising
  for traffic.
• Opportunity 5- Competitors focused on the problem
  not solution.
• Contractions are opportunities to expand,conquer
  
• and seize market share. Grant Cardone

5
REBUILDING YOUR BUSINESS WITH THE REACTIVATION OF
YOUR POWERBASE

• Service Traffic
• Previous Owners
• Lease Renewals
• Friends, Family, Relatives

You can no longer depend on advertising to
rebuild your business and your people will not
help you rebuild your business if you dont
insist on them doing so and if they dont know
how to sell.
6
Those that CHOOSE to expand and conquer will
work those opportunities that others ignore. gc

• Actively Work Service Traffic with Same Payment
• Reactivate Lease Renewals
• Reactivate Owner Base
• Reactivate Friends, Family and Relatives

7
Service Call

• Staff- John, this is Grant Cardone with Cardone
  Motors.
• I noticed you dropped your car off for service
  this morning and wanted to tell you about a
  program we have going right now, where we could
  take you out of your present vehicle and move you
  into something new or newer and show you how to
  keep your payments the same. Would that be of
  interest to you?
• Customer- Can you do that on a ____________?
• Staff-Absolutely, how would you like it equipped?
  While service is working on your car I will put
  a proposal together for you. How long will you be
  at this number. Great, I will get back with you
  before the day is over.
• (Bring the vehicle to your client.)
• NOTE- (You must have mgt present same payment
  and do not wait until they come in to work terms
  out!)
• Customer to offer- Not interested.
• Staff- No problem, I just wanted to make you
  aware of this offer. The guys in service are
  getting to work on your car now, what time will
  you be in to pick it up. Great, I will see you
  when you get in tonight.

8
USE ELECTRONIC PROPOSALS TO REACTIVATE

• Scrub data base
• Orphan owners
• Previous owners
• Service traffic
• Lease renewals
• Internet,
• Incoming calls
• Walk-ins

9
THINGS TO DO IMMEDIATELY

• Have sales people call service traffic daily
• Staff must reactivate friends, family and
  relatives daily.
• Staff must reactivate owner base daily.
• Positive Sales Meetings Daily NO EXCEPTION to
  counter the negative news and keep attention
  focused on the solution.
• Save a Deal Meetings Daily NO EXPECTION
• Use Electronic-Desking Solutions to Structure
  Deals and to Prospect.

10
BE UNREASONABLE!(Manage without reason or logic)

• Insist on prospecting daily by all staff.
• Insist on traffic generation not just effort
• Insist on daily reports of activity.
• Insist on management follow up.
• Insist on personal visits to potential clients.
• Insist on sales training daily and solutions
  throughout the store during the day.

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13
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