EP 8:14 Road to Riches: The Millionaire Car Salesman's Guide to Selling More Cars in 2024

Millionaire Car Salesman Podcast

In this insightful episode of the Millionaire Car Salesman Podcast, your host Sean V. Bradley is joined by none other than T Got Your Keys aka Tianna Mick! Take a deep dive into a critical aspect of automotive sales: proper qualification. Unveiling the essence of successful selling, Sean and Tianna passionately advocate for a return to the basics, emphasizing how building solid relationships and understanding the unique needs of each customer form the bedrock of effective sales!

Tianna sheds light on the art of rapport-building, exploring how this fundamental yet powerful skill can create a connection that goes beyond transactional relationships. As they navigate the nuances of tailoring the sales process to fit each individual prospect, Sean and Tianna offer invaluable insights for both seasoned professionals and those just starting in the industry!

The conversation doesn't stop there. Sean stress the perpetual importance of training and development, illustrating how staying ahead in the ever-evolving automotive sales landscape demands continuous learning! Through their engaging dialogue, Sean and Tianna provide a roadmap for success in car sales, backed by their years of industry expertise.

Whether you're a seasoned professional looking to fine-tune your approach or a newcomer eager to grasp the essentials, this episode is a treasure trove of wisdom that will empower you to elevate your car sales game. Tune in and discover the keys to not just selling cars but building lasting connections and a thriving career in the automotive industry!

Key Takeaways

• Proper qualification is essential in car sales to ensure customers are landed on the right car

• Salespeople should focus on building rapport, understanding customer needs, and tailoring the sales process to each individual prospect

• Ongoing training and development are crucial to stay ahead in the industry

"You do not want to get into January 2024 and then be like, 'Oh my God, we're not selling cars. Oh my God, we need to start training.' You need to start training now."

- Sean V. Bradley, The Millionaire Car Salesman

About Tianna Mick aka T Got Your Keys

Tianna Mick aka T Got Your Keys is a known industry name for being an expert at Showroom Sales, Lead and Referral Generation, and Customer Satisfaction, specializing in Personal and Business Branding.

At only 19 years old, Tianna was consistently the top-grossing salesperson in her dealer group, averaging 20+ units and generating $10K each month in personal income. Tianna is globally recognized for her award-winning website TGotYourKeys.com, voted #1 Personal Website in the Automotive Industry!

Tianna is a 3x NADA Convention Speaker, awarded #1 Influential Female Car Salesperson, TikTok Influencer with over 3.8 Million Views, Guest of Brad Lea's Dropping Bombs Podcast, Graduate of Ally's A-List Summit Academy, Speaker at the Florida Independent Automobile Dealers Association, TrueCar's TrueTalk Panel Discussion Leader concerning Diversity, published in Digital Dealer Magazine, and reoccurring Digital Dealer Speaker, Internet Sales 20 Group Speaker, and now Chief Marketing Officer at Dealer Synergy.

Most recently, General Motors Corporate invited Tianna Mick to speak on their behalf on the importance of Diversity, Realities & Economics within the LGBTQ+ Community, for the Automotive Industry!

T Got Your Keys... to Success!

The Future of Automotive Sales: Adapting to a Post-Pandemic World

Introduction

The automotive industry has experienced significant changes in recent years, with the COVID-19 pandemic further accelerating the transformation. As we approach 2024, it is crucial for dealers and salespeople to adapt to the new reality and prepare for the challenges and opportunities that lie ahead. In this article, we will explore the main themes discussed in a recent podcast episode and provide insights on how to navigate the changing landscape of automotive sales.

The Impact of the Pandemic on Automotive Sales

The COVID-19 pandemic has had a profound impact on the automotive industry. Dealers and GMs are now facing the challenge of transitioning from a market characterized by high demand and limited inventory to a more normal market with increased competition and negotiation. Many salespeople who have only experienced the boom of the past few years are finding themselves unprepared for the new reality. As Sean V. Bradley, the creator of the Millionaire Car Salesman Network, points out, dealers and GMs are getting scared because they do not believe their teams are equipped to sell cars in this new environment.

The Importance of Qualifying Prospects

One of the main reasons why people do not buy cars is because they are landed on the wrong car. This is why qualifying prospects is crucial. Sean emphasizes the need for a comprehensive customer needs assessment or qualification sheet that guides salespeople in asking the right questions and identifying the true wants, wishes, expectations, and needs of the prospect. By understanding the prospect's needs, salespeople can select the proper product and tailor their presentation to highlight the features and benefits that are most relevant to the prospect.

The Value of a Customized Presentation

A successful sales presentation is one that is tailored to the prospect's specific wants and needs. Tianna Mick, a sales expert and repeat guest on the podcast, emphasizes the importance of customizing the presentation based on the prospect's most important wants, wishes, needs, and expectations. By doing so, salespeople can build value in the product and create a meaningful connection with the prospect. Tianna also highlights the need for salespeople to be more intuitive and flexible in their presentation, starting with the most important aspects for the prospect and adjusting accordingly.

The Role of the Service Department in the Sales Process

The service department plays a crucial role in the sales process, yet it is often overlooked by salespeople. Sean emphasizes the importance of showcasing the service department and building value in the ownership experience. By taking prospects to the service drive and introducing them to the service writer and manager, salespeople can demonstrate the dealership's commitment to customer satisfaction and highlight the benefits of owning a vehicle from their dealership. This not only builds trust but also increases the likelihood of repeat business and referrals.

The Need for Continuous Training and Development

In a rapidly changing industry, continuous training and development are essential for success. Sean stresses the importance of investing in training and holding salespeople accountable. He encourages managers to provide comprehensive training on product knowledge, the road to the sale, CRM usage, and communication skills. By equipping salespeople with the necessary skills and knowledge, dealerships can ensure that their teams are prepared to navigate the challenges of the post-pandemic world and provide exceptional customer experiences.

Conclusion: Embracing Change and Building for the Future

As we approach 2024, it is crucial for dealers and salespeople to adapt to the new reality of automotive sales. The pandemic has highlighted the importance of qualifying prospects, customizing presentations, and building value in the ownership experience. By investing in training and development, dealerships can equip their teams with the skills and knowledge needed to succeed in a competitive market. The future of automotive sales lies in embracing change, continuously improving, and providing exceptional customer experiences. With the right strategies and a commitment to excellence, dealerships can thrive in the post-pandemic world.

Resources

Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.

The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!

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The Millionaire Car Salesman Podcast is Proudly Sponsored By:

Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.

Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!

Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!