underperforming dealership to superstar results in 7...
TRANSCRIPT
![Page 1: Underperforming Dealership to Superstar Results in 7 Steps!4dvai02t8ka4emt0j2hs7ccr-wpengine.netdna-ssl.com/wp... · 2018. 5. 17. · • Psycho-Cybernetics –Maxwell Maltz @DealerOn](https://reader036.vdocument.in/reader036/viewer/2022071508/612921930453d91ddc5d47a8/html5/thumbnails/1.jpg)
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Underperforming Dealership to Superstar Results in 7 Steps!
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![Page 2: Underperforming Dealership to Superstar Results in 7 Steps!4dvai02t8ka4emt0j2hs7ccr-wpengine.netdna-ssl.com/wp... · 2018. 5. 17. · • Psycho-Cybernetics –Maxwell Maltz @DealerOn](https://reader036.vdocument.in/reader036/viewer/2022071508/612921930453d91ddc5d47a8/html5/thumbnails/2.jpg)
About DealerOnDrivingSales Top Rated Website Provider, 2011 - 2018
Only provider to have won the last 7 Years In A Row!
3X Digital Dealer Website Excellence Award Winner
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More Dataium Monthly ASI Winners than all others combined
DealerOn’s website customers have an average documented lead increase of 250%
![Page 3: Underperforming Dealership to Superstar Results in 7 Steps!4dvai02t8ka4emt0j2hs7ccr-wpengine.netdna-ssl.com/wp... · 2018. 5. 17. · • Psycho-Cybernetics –Maxwell Maltz @DealerOn](https://reader036.vdocument.in/reader036/viewer/2022071508/612921930453d91ddc5d47a8/html5/thumbnails/3.jpg)
![Page 4: Underperforming Dealership to Superstar Results in 7 Steps!4dvai02t8ka4emt0j2hs7ccr-wpengine.netdna-ssl.com/wp... · 2018. 5. 17. · • Psycho-Cybernetics –Maxwell Maltz @DealerOn](https://reader036.vdocument.in/reader036/viewer/2022071508/612921930453d91ddc5d47a8/html5/thumbnails/4.jpg)
@DealerOn@ElianaRaggio@MarkTewart
Say Hello To…
Mark TewartAutomotive Trainer, Author, Speaker & President of Tewart Enterprises
[email protected]@MarkTewart
![Page 5: Underperforming Dealership to Superstar Results in 7 Steps!4dvai02t8ka4emt0j2hs7ccr-wpengine.netdna-ssl.com/wp... · 2018. 5. 17. · • Psycho-Cybernetics –Maxwell Maltz @DealerOn](https://reader036.vdocument.in/reader036/viewer/2022071508/612921930453d91ddc5d47a8/html5/thumbnails/5.jpg)
If you have questions during the presentation, please submit them using the “Questions” feature
Questions will be answered at the end of the webinar
A link to the recorded webinar will be emailed to you within 24 hours and will also be posted on DealerOn.com/webinar as an On-Demand Webinar
![Page 6: Underperforming Dealership to Superstar Results in 7 Steps!4dvai02t8ka4emt0j2hs7ccr-wpengine.netdna-ssl.com/wp... · 2018. 5. 17. · • Psycho-Cybernetics –Maxwell Maltz @DealerOn](https://reader036.vdocument.in/reader036/viewer/2022071508/612921930453d91ddc5d47a8/html5/thumbnails/6.jpg)
After the presentation, be the first to answer the giveaway question correctly to win this awesome prize!
![Page 7: Underperforming Dealership to Superstar Results in 7 Steps!4dvai02t8ka4emt0j2hs7ccr-wpengine.netdna-ssl.com/wp... · 2018. 5. 17. · • Psycho-Cybernetics –Maxwell Maltz @DealerOn](https://reader036.vdocument.in/reader036/viewer/2022071508/612921930453d91ddc5d47a8/html5/thumbnails/7.jpg)
@DealerOn@ElianaRaggio@MarkTewart
After the presentation, be the first to answer the giveaway question correctly to win this awesome prize!
![Page 8: Underperforming Dealership to Superstar Results in 7 Steps!4dvai02t8ka4emt0j2hs7ccr-wpengine.netdna-ssl.com/wp... · 2018. 5. 17. · • Psycho-Cybernetics –Maxwell Maltz @DealerOn](https://reader036.vdocument.in/reader036/viewer/2022071508/612921930453d91ddc5d47a8/html5/thumbnails/8.jpg)
After the webinar, please fill out our short survey and let us know what YOU thought of today’s presentation!
![Page 9: Underperforming Dealership to Superstar Results in 7 Steps!4dvai02t8ka4emt0j2hs7ccr-wpengine.netdna-ssl.com/wp... · 2018. 5. 17. · • Psycho-Cybernetics –Maxwell Maltz @DealerOn](https://reader036.vdocument.in/reader036/viewer/2022071508/612921930453d91ddc5d47a8/html5/thumbnails/9.jpg)
@DealerOn@ElianaRaggio@MarkTewart
Tweet Much?
@Dealeron
@ElianaRaggio
#dealeronwebby
@MarkTewart
![Page 10: Underperforming Dealership to Superstar Results in 7 Steps!4dvai02t8ka4emt0j2hs7ccr-wpengine.netdna-ssl.com/wp... · 2018. 5. 17. · • Psycho-Cybernetics –Maxwell Maltz @DealerOn](https://reader036.vdocument.in/reader036/viewer/2022071508/612921930453d91ddc5d47a8/html5/thumbnails/10.jpg)
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Underperforming Dealership to Superstar Results in 7 Steps!
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![Page 11: Underperforming Dealership to Superstar Results in 7 Steps!4dvai02t8ka4emt0j2hs7ccr-wpengine.netdna-ssl.com/wp... · 2018. 5. 17. · • Psycho-Cybernetics –Maxwell Maltz @DealerOn](https://reader036.vdocument.in/reader036/viewer/2022071508/612921930453d91ddc5d47a8/html5/thumbnails/11.jpg)
@DealerOn@ElianaRaggio@MarkTewart
OBJECTIVES
* Identify common areas for dealership underperformance
* Identify systemic issues that commonly cause the areas of underperformance
* Establish actions to fix the causes of underperformance
* Establish fail-safe measures to keep underperformance from recurring
* Giveaway
![Page 12: Underperforming Dealership to Superstar Results in 7 Steps!4dvai02t8ka4emt0j2hs7ccr-wpengine.netdna-ssl.com/wp... · 2018. 5. 17. · • Psycho-Cybernetics –Maxwell Maltz @DealerOn](https://reader036.vdocument.in/reader036/viewer/2022071508/612921930453d91ddc5d47a8/html5/thumbnails/12.jpg)
@DealerOn@ElianaRaggio@MarkTewart
Change Individual & Organizational Belief Systems
* Dealer principals/executive leaders first“Speed of the boss, speed of the crew. As you think and act, your team shall too”
* Leaders must be willing to change & accept responsibility
* “Leaders must have a “teachable spirit”
* Drill down into the 4 P’s – People, Process, Product, & Positioning
![Page 13: Underperforming Dealership to Superstar Results in 7 Steps!4dvai02t8ka4emt0j2hs7ccr-wpengine.netdna-ssl.com/wp... · 2018. 5. 17. · • Psycho-Cybernetics –Maxwell Maltz @DealerOn](https://reader036.vdocument.in/reader036/viewer/2022071508/612921930453d91ddc5d47a8/html5/thumbnails/13.jpg)
@DealerOn@ElianaRaggio@MarkTewart
Attract, Select, Interview & Hire the Right Team Members
* What is the one choice you have to make first?
* Ideal employee profile
* Combine a little science to the gut
* Set interview questions
![Page 14: Underperforming Dealership to Superstar Results in 7 Steps!4dvai02t8ka4emt0j2hs7ccr-wpengine.netdna-ssl.com/wp... · 2018. 5. 17. · • Psycho-Cybernetics –Maxwell Maltz @DealerOn](https://reader036.vdocument.in/reader036/viewer/2022071508/612921930453d91ddc5d47a8/html5/thumbnails/14.jpg)
@DealerOn@ElianaRaggio@MarkTewart
Create A Positive Culture & Environment
* Challenge & stretch
* Formal & informal channels
* Acknowledge & reward efforts & results; both team and individual
![Page 15: Underperforming Dealership to Superstar Results in 7 Steps!4dvai02t8ka4emt0j2hs7ccr-wpengine.netdna-ssl.com/wp... · 2018. 5. 17. · • Psycho-Cybernetics –Maxwell Maltz @DealerOn](https://reader036.vdocument.in/reader036/viewer/2022071508/612921930453d91ddc5d47a8/html5/thumbnails/15.jpg)
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@DealerOn@ElianaRaggio@MarkTewart
Onboard - Educate - Train
* Minimum 30 day detailed onboarding plan
* Training calendar
* 4 Skills – Sales, People, Life, Marketing
* Utilize others & varied formats
![Page 17: Underperforming Dealership to Superstar Results in 7 Steps!4dvai02t8ka4emt0j2hs7ccr-wpengine.netdna-ssl.com/wp... · 2018. 5. 17. · • Psycho-Cybernetics –Maxwell Maltz @DealerOn](https://reader036.vdocument.in/reader036/viewer/2022071508/612921930453d91ddc5d47a8/html5/thumbnails/17.jpg)
@DealerOn@ElianaRaggio@MarkTewart
Motivate
* Know each person – Discover each person’s “why”
* Money is often not the motivator for many
* 85/10/5 Rule
* Coach
![Page 18: Underperforming Dealership to Superstar Results in 7 Steps!4dvai02t8ka4emt0j2hs7ccr-wpengine.netdna-ssl.com/wp... · 2018. 5. 17. · • Psycho-Cybernetics –Maxwell Maltz @DealerOn](https://reader036.vdocument.in/reader036/viewer/2022071508/612921930453d91ddc5d47a8/html5/thumbnails/18.jpg)
@DealerOn@ElianaRaggio@MarkTewart
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@DealerOn@ElianaRaggio@MarkTewart
Have Constant, Consistent & Extremely Clear Communication
* “If it’s not written, it does not exist”
* “What you think they know…”
* Repetition is the mother of all learning
* Processes, routing procedures, daily rituals for success
![Page 20: Underperforming Dealership to Superstar Results in 7 Steps!4dvai02t8ka4emt0j2hs7ccr-wpengine.netdna-ssl.com/wp... · 2018. 5. 17. · • Psycho-Cybernetics –Maxwell Maltz @DealerOn](https://reader036.vdocument.in/reader036/viewer/2022071508/612921930453d91ddc5d47a8/html5/thumbnails/20.jpg)
@DealerOn@ElianaRaggio@MarkTewart
![Page 21: Underperforming Dealership to Superstar Results in 7 Steps!4dvai02t8ka4emt0j2hs7ccr-wpengine.netdna-ssl.com/wp... · 2018. 5. 17. · • Psycho-Cybernetics –Maxwell Maltz @DealerOn](https://reader036.vdocument.in/reader036/viewer/2022071508/612921930453d91ddc5d47a8/html5/thumbnails/21.jpg)
@DealerOn@ElianaRaggio@MarkTewart
Create Accountability & Tolerations
* Eliminate passive-aggressive management styles
* Coach, Counsel, Cut
* “Lead people, manage things”
![Page 22: Underperforming Dealership to Superstar Results in 7 Steps!4dvai02t8ka4emt0j2hs7ccr-wpengine.netdna-ssl.com/wp... · 2018. 5. 17. · • Psycho-Cybernetics –Maxwell Maltz @DealerOn](https://reader036.vdocument.in/reader036/viewer/2022071508/612921930453d91ddc5d47a8/html5/thumbnails/22.jpg)
@DealerOn@ElianaRaggio@MarkTewart
SUGGESTED RESOURCES
• www.tewartonlinetraining.com
• “How To Be A Sales Superstar” – Amazon
• “Eliminating Time Vampires That Kill Productivity and Profits” – NADA 2018
• Nido Qubein, Jim Rohn
• Psycho-Cybernetics – Maxwell Maltz
![Page 23: Underperforming Dealership to Superstar Results in 7 Steps!4dvai02t8ka4emt0j2hs7ccr-wpengine.netdna-ssl.com/wp... · 2018. 5. 17. · • Psycho-Cybernetics –Maxwell Maltz @DealerOn](https://reader036.vdocument.in/reader036/viewer/2022071508/612921930453d91ddc5d47a8/html5/thumbnails/23.jpg)
@DealerOn@ElianaRaggio@MarkTewart
ACTION ITEMS
* Recruiting & onboarding plan
* 100 Interview questions
* Written processes
* Education & training plan
![Page 24: Underperforming Dealership to Superstar Results in 7 Steps!4dvai02t8ka4emt0j2hs7ccr-wpengine.netdna-ssl.com/wp... · 2018. 5. 17. · • Psycho-Cybernetics –Maxwell Maltz @DealerOn](https://reader036.vdocument.in/reader036/viewer/2022071508/612921930453d91ddc5d47a8/html5/thumbnails/24.jpg)
@DealerOn@ElianaRaggio@MarkTewart
![Page 25: Underperforming Dealership to Superstar Results in 7 Steps!4dvai02t8ka4emt0j2hs7ccr-wpengine.netdna-ssl.com/wp... · 2018. 5. 17. · • Psycho-Cybernetics –Maxwell Maltz @DealerOn](https://reader036.vdocument.in/reader036/viewer/2022071508/612921930453d91ddc5d47a8/html5/thumbnails/25.jpg)
Be the first to answer the giveaway question correctly to win this awesome prize!
![Page 26: Underperforming Dealership to Superstar Results in 7 Steps!4dvai02t8ka4emt0j2hs7ccr-wpengine.netdna-ssl.com/wp... · 2018. 5. 17. · • Psycho-Cybernetics –Maxwell Maltz @DealerOn](https://reader036.vdocument.in/reader036/viewer/2022071508/612921930453d91ddc5d47a8/html5/thumbnails/26.jpg)
@DealerOn@ElianaRaggio@MarkTewart
Be the first to answer the giveaway question correctly to win this awesome prize!
![Page 27: Underperforming Dealership to Superstar Results in 7 Steps!4dvai02t8ka4emt0j2hs7ccr-wpengine.netdna-ssl.com/wp... · 2018. 5. 17. · • Psycho-Cybernetics –Maxwell Maltz @DealerOn](https://reader036.vdocument.in/reader036/viewer/2022071508/612921930453d91ddc5d47a8/html5/thumbnails/27.jpg)
@DealerOn@ElianaRaggio@MarkTewart
Today’s Expert
Mark TewartAutomotive Trainer, Author, Sales Superstar & President of Tewart Enterprises
[email protected]@MarkTewart
![Page 28: Underperforming Dealership to Superstar Results in 7 Steps!4dvai02t8ka4emt0j2hs7ccr-wpengine.netdna-ssl.com/wp... · 2018. 5. 17. · • Psycho-Cybernetics –Maxwell Maltz @DealerOn](https://reader036.vdocument.in/reader036/viewer/2022071508/612921930453d91ddc5d47a8/html5/thumbnails/28.jpg)
@DealerOn@ElianaRaggio@MarkTewart
After the webinar, please fill out our short survey and let us know what YOU thought of today’s presentation!
![Page 29: Underperforming Dealership to Superstar Results in 7 Steps!4dvai02t8ka4emt0j2hs7ccr-wpengine.netdna-ssl.com/wp... · 2018. 5. 17. · • Psycho-Cybernetics –Maxwell Maltz @DealerOn](https://reader036.vdocument.in/reader036/viewer/2022071508/612921930453d91ddc5d47a8/html5/thumbnails/29.jpg)
![Page 30: Underperforming Dealership to Superstar Results in 7 Steps!4dvai02t8ka4emt0j2hs7ccr-wpengine.netdna-ssl.com/wp... · 2018. 5. 17. · • Psycho-Cybernetics –Maxwell Maltz @DealerOn](https://reader036.vdocument.in/reader036/viewer/2022071508/612921930453d91ddc5d47a8/html5/thumbnails/30.jpg)
Thursday, April 5 12pm EST / 9am PST
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How to Increase Showroom Visits & Service RO's with Waze Local!
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Justin NaboznaHead of Channel Sales & Agency Partnerships