|
July
2004 - August 2008 I created the company, provided sales, customer service, training and billing to all clients. I authored a 320-page Internet Sales Training Manual for auto dealerships and a 206-page ebay Motors Training Manual for auto dealerships. Conducted one-day training workshops for auto dealers on a monthly basis. Conducted in-house 2-day advanced training sessions for auto dealers. A division of Etail Experts called Greenpea Recruiters consisted of a telemarketing department with over 20 Recruiters that would contact job seekers on Monster.com, YahooHotJobs.com, and CareerBuilder.com. Our Recruiters would invite applicants to the dealership for an interview, and if qualified, the applicants would attend a sales training workshop facilitated by our Recruiters. The Recruiters utilized my 196-page instruction manual to teach people new to the auto industry on how to be successful selling vehicles. I personally recruited, trained and placed over 500 salespeople at over 80 dealerships. I also recruited, hired and trained 37 Automotive Retail Recruiters & Trainers. Sold my shares of the company to my partner August of 2008.
Christopher Ried has over 15 years of experience helping dealers succeed on the Internet. In 1996 Chris started IPublishers, Inc. a Website & Inventory company specializing in Auto Dealerships. When Chris sold IPublishers in 2002, IPublishers had over 300 Auto Dealer clients across the country. Chris's clients typically were not selling any vehicles on the Internet before his unique training courses. His average client generally increased their total sales by ten to fifteen percent and increased their closing ratios on Internet leads to 25 to 30%. Chris knows the Auto Industry and what it takes to be successful selling online and on the bricks side of the house. Chris personally trained over 700 Internet sales people at more than 300 dealerships! Chris has been a featured speaker at the Auto Retailing on the Web Conference twice. Chris has had websites featured in NADA's Auto Exec Magazine and Dealer Magazine. Chris used to write a monthly article for Dealer Magazine and the Dealix Online Newsletter. Chris has also done Internet Sales Training for Numerous NADA 20 Groups. Chris authored a 196 page manual to teach new people in the auto industry, how to be successful selling vehicles. While operating Greenpea Recruiters Chris personally trained and placed over 500 salespeople at over 80 dealerships. Chris also recruited, hired and trained 37 Greenpea Trainers.
Click here to learn about Etail Experts Automotive Recruiting Services!
Below is information on Internet Sales Training and ebay Motors Training:
First: We complete an evaluation or your dealership’s people, place, processes, Website, inventory, advertising, customer follow up and much more. By the end of the evaluation, we help you determine where you are now and how we can utilize your dealership’s strengths to get to where you want to be.
Second: Strategy session. Now that we know where you are, we determine where you want to go. What is your overriding objective with the Website? Is it to be a marketing tool or a sales tool? Do you want to sell parts, accessories and service? Do you want to sell financing and extended service contracts? Do you want to have an E-Mail marketing program that reduces costs and increases sales? Third: We have an implementation session to determine how you are going to get where you want to go. Based on your strategy, we help you develop a structure for your Internet department as well as developing sales and marketing processes:
Attended by: Internet
Director – Internet Sales Managers – BDC Staff First, find out exactly who is doing what and what they think their current responsibilities are? Then define for them what their exact responsibilities are. Second, outline the plan we have set forth with management. Third, your sales staff will be trained on the custom plan built for your dealership based on the strategy meeting. When your salespeople are done with training, they will have the knowledge and skill to be able to make your Internet department a success. The sales staff will be trained on the following modules plus more:
Fourth, answer any questions. Fifth, the staff that is trained will sign an acknowledgement that they have gone through training and understand the sales processes and tools that were covered. Sixth, we will present a copy to management and have them sign, acknowledging same.
Introduction We talk about the differences in training and how this training was developed. We talk about the commitment needed to compete in the cyber world and what is needed to compete effectively. We talk about the selling processes you need to have in place. Module 1: Internet Overview: The Opportunity! We talk about how many people are online. The growth and changes of the Internet and the affect it has had on consumers and businesses alike. Specifically, how the Internet affects your dealership and why we should care. We talk about how the Internet gives us an un-paralleled opportunity to gain new business, keep old relationships alive, and all while reducing expenses. Module 2: Strategies & Structures for Your Internet Department We talk about the three main strategies of successful Internet Dealerships and the Four Main Structures for setting up your Internet Department based on the strategy you choose. Module 3: Setting Up Your Internet Department We show you how to set up your Internet Department and how to develop an Internet Business Plan. We show you the Four Conditions that need to exist to be successful selling online. We teach you what tools the Internet Department needs to operate efficiently and effectively and how to use them. We teach you how to set up a selling Website that is consumer-oriented, how it should be structured to guide the consumer through the buying process, what information it should provide, and things to avoid with your Website. Module 4: Staffing Your Internet Department We teach you the minimum staffing requirements of a successful Internet Department, who you need and what their skills should be, based on the structure you decide when we go through the Internet strategy meeting. We give you job descriptions and teach you how to hire the right staff. We teach you how to measure the success of the staff and determine needs for future training. Module 5: Understanding the Internet Customer We teach you how to recognize the differences of Internet Consumers and what they want and expect out of their car buying experience. We teach you what the biggest complaints online consumers have and how not to make those mistakes. Module 6: Customer Relationship Management (CRM) We show you why you need to have some kind of Lead Management/CRM Program in place. We tell you what to look for and what to look out for when shopping for a Lead Management/CRM Program. We help you develop an E-Mail Marketing Program and what type of marketing to do with it. We teach you how to get E-Mail addresses for current and past customers. Module 7: Advertising & Marketing Internet Operations We show you how to use the current advertising more effectively and we teach you cost effective advertising techniques for your Website. We show you how to reduce your overall advertising budget without losing sales. Module 8: Lead Providers/Lead Aggregators We teach you the differences between lead providers and lead aggregators. We teach you what you should look for and look out for when hiring lead providers. We show you how to track leads and cost per vehicle sold from your lead providers. Module 9: Wholetailing Vehicles (ebay Motors) We teach you the best practices for selling vehicles on ebay Motors. Which vehicles to sell. How to price the vehicle with reserve or no reserve. When to start and end the auction. What duration of auction works the best. Plus, how to merchandise your vehicles correctly. Module 10: Selling Used Vehicles Online & Merchandising We teach you how to merchandise your used vehicles online and why it is so important that you merchandise them well. We teach you how to take good photographs, write good descriptions and share with you all the information you need to include in your listings. Module 11: Reducing response times to increase sales We show you why a rapid response is so crucial to your success selling online. We teach you techniques to reduce response times and how to “wow” your Internet customers while doing so. Module 12: The Power of E-Mail We teach you how to effectively utilize the power of E-Mail to get the best results. We teach you how to write an effective E-Mail, what the E-Mail should include and mistakes not to make. We give you numerous E-Mail templates that work. We help you set up an E-Mail response system with pre-built templates for each contact date. We teach you about SPAM filters and how to make sure SPAM filters don’t stop your outgoing E-Mails. Module 13: The Selling Process We go through the entire selling process from getting the E-Mail to responding to the E-Mail. How to make the out-going phone call to set the appointment. What to do when the customer shows for their appointment. Closing the sale and delivery of the vehicle. Module 14: Overcoming Objections We teach you how to overcome the most common objections from Internet customers such as: What is my car worth? You are not giving me enough for my trade. I can get it cheaper somewhere else. I’m just looking for price. Let me see the real invoice. And many more. Module 15: Handling in-coming phone calls We teach you how to handle in-coming phone calls to the Internet Department and how to get the customer off price and set the appointment. We teach you proper phone techniques to help insure that the customer shows up for the appointment you set. We teach you how to handle the most common phone objections and questions. Module 16: How to Listen and Ask Questions We teach you how to tune in to the customer instead of broadcasting. We teach you the three types of questions to ask that help you take control of a conversation in a nice way. We teach you how to use the questions to build rapport with the customer, investigate their needs so you know what to cover in the value part of the presentation, and how to close the sale. Module 17: Search Engines & Search Optimized We teach you how to build your Website so that it is search engine optimized. We teach you how different search engines work and what it takes to be included in the results. We teach you how to maximize your Website to get the best rankings available. We teach you how to submit your Website to search engines and directories. We teach you about Pay-Per-Click or Cost-Per-Click Websites. Module 18: How to retain high CSI Scores We teach you how to ensure that the CSI forms are not only filled out and returned but that they are filled out correctly. We teach you things to do to help increase your CSI scores and make sure customer keep coming back. Module 19: Track & Measure Your Success We teach you how important it is to track the department so that you can improve on the good things and avoid the bad. We teach you how to track and measure the success of the Internet Department. We teach you what you need to track and how to measure the results – what kind of benchmarks should you be trying to achieve. Conclusion We cover the secret to success for Internet Auto Sales.
On ebay, every business is built differently. What works for one dealership may not work for others. Our training can be used to get you started selling on ebay Motors quickly. We have talked to many successful dealerships selling on ebay Motors to come up with a Best Practices Program. Our Best Practices Program will cut your learning curve dramatically and help you make money on ebay Motors immediately and avoid costly mistakes. We have combined the training we received from ebay and our Best Practices Program to provide you with the best training available. You will not find a better, more up to date or more comprehensive training class for ebay Motors.
Chapter One:
ebay Motors Basic Info
Chapter Two: Setup
Chapter Three: ebay Motors How To
Chapter Four: ebay Motors Methods of Creating a Listing
Chapter Five: ebay Motors Create Listings
Chapter Six: PayPal
Chapter Seven: ebay Motors Manage Your Listings
Chapter Eight: ebay Motors Manage Your Account
Chapter Nine: Manage the End of Your Listings
Chapter Ten: Building Trust
Home -
Consulting Services -
Ziglar Performance -
Etail Experts -
IPublishers -
Contact Me!
|
