Consumer Portfolio Services’ Post

There’s opportunities in every market. All you need is the right advice. Reach out for a ☕️ to discuss your real estate financial plan.

As April begins, I wanted to close out the month of March. Finishing 3rd amongst our sales team, I sold 17.5 units for the month. One of my favorite metrics to pay attention to is closing percentages, as the customer didn’t just drive to the dealership for no reason. For New: 7.5 sold with 51% closing. For Used: 10 sold with 100% closing. Being able to fully take advantage of the opportunity in front of you, and knowing your customer’s motives to purchase, leads to a successful sale. Especially when you have quality inventory and KNOWING what you have on your lot. Often times after doing my interview, I’m saying, “I know just the car for you.” And leading them to their future car. There’s no reason for a customer to leave the lot when you have plenty of options for them. I put a lot of work into this month, not only selling 17.5 units but also scheduling and delivering 33 different courtesy fleet units. Being directly involved in 55 vehicles leaving our lot for the month of march.

This is AMAZING. Listen to Don Mastro, EVP of Global Sales at AVI Systems share the impact they have seen across their sales organization. This is what happens when you implement a comprehensive system with the right partner: - Turnover from 50% to 5%. - Output per seller has increased from $1.5M to $3.7M PER SELLER! - Grown 70% over last two years. - 8 consecutive quarters of record growth. You can continue checking boxes and doing the same thing over and over expecting different results, or you can maximize impact.

In analyzing the lead follow-ups of more than 7,500 franchise dealers in the US, the first thing that jumped out was the duration. Duration is the amount of time dealers are spending working the lead in follow-up mode. The average follow-up duration was just 17 days. 17 days? Car buyers are in the market for 90-120 days (longer in the current market). For most dealers, lead follow-up is stopping just as the buyer journey is getting started. It's not surprising, then, that dealers across North America get less than 1% of sales from leads after 30 days. https://lnkd.in/g_XMB_m2

Celebrate every win, even the the small ones. 🎉 It’s so easy to get lost in - to-dos - escalations - unexpected surprises - grind of life Celebrating the small wins is a great way to remind yourself of the progress made Sharing those wins with others gives opportunity to form stronger relationships. - Found a new job to apply to? Win! 🪩 - Advanced your prospect to the next stage of a sales cycle? Win! 🤝 - Renewed that long time at risk customer? Win! 🔥 - Began investing in your personal development? Win! 🙌 - Starting something new, even if you aren’t good at it (yet)? Win! 🥳 By celebrating the small things, it eventually leads to the big victories. What small (or large) wins will you start celebrating?!

How do you choose to celebrate? As a sales leader today you celebrate a big win, a 100%+ month, quarter and year. By…….DRINKING (typically) How do you choose to take in hard day, a hard month, or a hard week? Lost a deal? Struggled finding appointments, partners or wins? Maybe helping your team win? Seeing success? By……DRINKING (typically) I did this for years. I would celebrate and deal with my anxiety by drinking. The joy or the pain we face is up to all of us to deal with, to lean into and learn how to manage the highs and the lows. Are you running the rat race or hamster wheel and feeling overwhelmed? This picture is my son winning his teams baseball tourney this past year. He experienced joy and celebrated the way he knew best. Ice cream and knuckles. Why does our society teach us all that we need a drink to feel great after a win or after a loss? If you’re like me it became daily. It became the norm. Break the norms. Set up new habits and re create a sales celebration without something that you need. For some you need help. Get it. Ask now for it!! Reach out. We are all struggling as well. Celebrate and deal with the good and the bad. Enjoy the ride either way. Alcohol free!! Join me!!!

Are you in sales and haven’t gotten an order lately?   Sometimes, the best thing you can do is focus on the little things that ARE in your control, like effective follow-up.   Making sure your customers have what they need to promote your product or service internally can be what results in the sale you’re looking for.   Share pricing, samples, sale sheets, features and benefits presentations—everything your customer needs to understand the full value of what you’re selling to them.   Then, celebrate the small wins along the way to the “big” win of the final sale!

Listen to understand. Not to respond. Observe every move. Read between the lines. What is the real art of negotiation? Not your pitch. Not your price. It is in the signals you catch, and the questions you ask. Like that car dealer's sticker price—there is always room to dance. A former Coca-Cola executive taught me this: There is no winning in sales. Just two sides finding their sweet spot. Stop trying to sell and start trying to help.

To quote my favorite St. Louis philosopher back from my teenage years… He goes by the name, Nelly #1 “Now, let me ask you, man. What does it take to be number one? Two is not a winner and three nobody remembers, hey What does it take to be number one?” It’s been an amazing past couple weeks here at Model 1 Commercial Vehicles! We just wrapped up our Annual Sales Meeting where we reflected on what it takes to be #1. Digging deep into sales strategies, solving our customers problems, and shaping our story. Here’s to deepening our customer relationships! 🚀 #W1N

Gareth Edlington taking the spotlight today 💡 - Gareth is the 'brains' behind Straight Forward Sales Limited. Aside from running the day-to-day of the business Gareth's role as 'a business coach' is truly misunderstood. Many people assume that Gareth is a life coach for business, this is not the case. As part of Gareth's role he works with business that are looking to grow, change direction or even reduce costings. He assess everything behind the scenes, including the sales strategy, implements new or different procedures and removes ones that do not work. Strategic planning is a vital part what Gareth does. He can also plug in as your Sales Director and help shape the Sales function of your business to increase the results. #fractionalsalesdirector #sales #northamptonshire #northampton #unlockyourbusinesspotential