How to Hold More Gross Profit through Time Maximization, Lead Generation, & Special Finance with Vicky Cooper
What is the first step to becoming an Automotive Professional? How do I generate more prospects and leads? How can I gross the most from my car deals? These are the key questions about the automotive industry which we fix on a daily basis and why Vicky Cooper is this week’s guest on the Millionaire Car Salesman Podcast.
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About Vicky Cooper
Vicky Cooper is a 16-year Automotive Industry Veteran and Special Finance Guru – from being an Internet Manager to having a niche in lease retention and generating prospects, Vicky was then bestowed the “Millionaire Car Saleswoman” title. She has known Sean V. Bradley since 2005, and met at the Internet Sales 20 Group conference in Philadelphia, PA. Vicky is an automotive expert and shares her accomplishments of breaking 36.5 sales, and grossing over $216K for her dealership just in one month!
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3 Key Automotive Sales Takeaways
1. Time Maximization / Organization is the most versatile philosophy able to be used in every profession and personal life. Knowing which tasks to tackle and prioritize first-hand is the key to mastering any career, especially in the automotive sales industries.
2. Motivation is one of the keys to sell more cars and make more money selling cars. When looking for more effort and better results from your staff: the easiest way to motivate the team is to show some green - and as an Automotive Sales Professional, you have the opportunity to multiply your money and, most importantly, have different sources of obtaining that money.
3. Special finance and subprime deals are very rewarding. Special Finance customers are misunderstood and never listened to yet they are the most loyal customer base an automotive professional and dealership can obtain. More importantly, automotive sales associates typically make higher commissions on special finance customers. With this in mind, dealerships and sales representatives need to have an actual strategy and process to gather those clients.
Show Notes
How to Hold More Gross Profit through Time Maximization, Lead Generation, & Special Finance with Vicky Cooper
[02:55] – Vicky shares her accomplishments and success by breaking 36.5 sales, and grossing over $216K for her dealership in one month.
[06:25] – Vicky explains how the CEO of Dealer Synergy, Karen Bradley’s, Time Maximization and Organization courses on Bradley On Demand is what jump started Vicky’s automotive success.
[09:18] – Sean V. Bradley drills in how training is retained, and how to maximize and utilize the information given to you, especially with Virtual Training in 2021.
[14:30] – A timeout to thank our sponsors, AutoWeb and VinCue!
[15:42] – What really motivates and drives automotive sales representatives to want to become a true Automotive Professional…? Money!
[22:30] – Vicky shows her “old school” tactics of prospecting and selling that STILL works today.
[26:07] – Coaching Sean V. Bradley’s daughter, Kalina Bradley, step by step on how to prospect by using “The Lost Art of Prospecting” and the importance of “planting seeds”.
[30:44] – Sean V. Bradley shares his top-grossing amount when he was selling cars on the showroom floor.
[31:35] – A timeout to thank our sponsors, Auto Credit Express and Dealer eProcess!
[33:01] – Special Finance opportunities have the greatest profit in return, yet a program that most dealerships do not have a plan/process for. What is the proper protocol when handling Special Finance leads, prospects, and deals?
[35:17] – Sean and Vicky break down everything needed when looking to build a process for Special Finance prospects, and the mindset and benefits of dealing with bad credit/no credit customers.
[42:50] – Listen to Live Phone roleplaying between Vicky Cooper, acting as the sales professional, and Sean V. Bradley, acting as a “bad credit/no credit” prospect.
[49:17] – A timeout to thank our sponsors, Auto Credit Express and AutoWeb!
[51:16] – 2020 changed the business for car dealerships and for their prospects/customers – along with that, Covid-19 opened up a new category of objections from customers… and what exactly are you supposed to say?
[53:38] – Find out the exact questions and ‘stipulations’ needed to be overcome when working with Special Finance customers… especially during Covid-19.
[58:34] – A timeout to thank our sponsors, Dealer eProcess and VinCue!
Learn More About the Speakers
Resources:
Millionaire Car Salesman Podcast: The #1 Resource for Automotive Sales Professionals, Managers, and Owners
Dealer Synergy: The Automotive Industry’s #1 Training, Consulting, & Accountability Firm
Bradley On Demand: The #1 Automotive Sales, BDC, CRM & Management Training System
Millionaire Car Salesman Facebook Group: The #1 Automotive Sales Industry Community On Facebook
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
VinCue: Built by dealers for dealers, visit VinCue.com today to learn how their All-In-One Digital Platform can help your Dealership!
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
Dealer eProcess: Specializing in responsive websites, DealereProcess.com is the auto industry’s leading custom website provider.
Internet Brands: Visit InternetBrands.com to learn how they connect auto dealers with qualified, in-market car buyers.
CarNow: Sell more cars now by visiting CarNow.com. The market leader in tailored digital solutions built to help dealers sell more cars.