Automotive Sales Training – Tips For Car Sales Training

Automotive Sales Training – Tips For Car Sales Training


you’re listening to the dealer playbook podcast episode 31 and today’s guest is mr. Joe Cala here we go to the dealer playbook podcast strategies that deliver proven results in Michael Sorel oh hey there how’s it going my name is Michael Cirillo and this is the dealer playbook podcast I’m so happy you’re here for episode 31 every single week the dealer playbook podcast is bringing you actionable insights that you can bring back to your dealership to grow profits sell more vehicles and enhance the culture at your dealership that’s right every Thursday new episodes of the dealer playbook podcast go ahead and subscribe if you haven’t iTunes stitcher radio now on soundcloud and of course triple w dot the dealer playbook dot-com this week we are sitting down with mr. Joe Cala who’s the general manager over at dealer synergy this guy’s been in the auto business for quite some time now so knowledgeable and so motivational in fact just a few weeks ago at the internet sales 20 group in Boston I and Robert had the privilege of listening to Joe speak and it was so inspirational so made motivational so encouraging and so we thought it would be such a great idea to have him on the show today you’re gonna hear him talk about how to get the most out of training now we talked a lot about training in the industry it’s so important Grant Cardone episode talks about how training has to be in the right sequence we just heard the alpha dog Jim Ziegler talking about the right training for F&I you’re gonna hear Joe Cala today talk about really what you can do to get the most out of training so that you can transform your career and your life so without giving away too much I know out of excitement I tend to give away a little bit too much information so so for the sake of not doing that let’s just jump right into joke a lot and we are here sitting down now with one of the most motivating and inspiring individuals that I think I’ve ever seen in person inside of the automotive business mr. Joe California synergy how you doing my man I’m great Michael how you doing man fantastic we’re so excited to have you on the show today and you know as we’ve been discussing what you know we wanted to talk about with you you know this is a topic that I’m so passionate about Roberts so passionate about and so we want to be able to give you some time here to drop some power bombs for those listening in how they can get the most out of their day to day routine you know there’s there’s in the industry there are so many events conferences workshops webinars I mean this podcast where you know lots of information is given tons of insights and strategies and techniques and all that sort of stuff but I wanted to turn it over to you and just ask you you know with with the abundance of information that we have in the automotive space what are you seeing as you work with dealerships that one of the most common I guess obstacles is for them kind of getting to the next level of success well well first of all again thank you so much for having me on with with you guys you guys are a huge inspiration to the to the automotive industry with with the dealer playbook so thank you again Robert and Michael you guys I’m happy to have developed our relationship over the last year or so and doing the different things in the industry together so thank you again so much thank you letting me have your welcome so let me have this opportunity to share with your audience so but in the question that you had just stated the biggest thing that I see is the biggest struggle is not the fact that the dealers many of the dealers have the tools they have the resources they have the education and they have the training they just don’t implement they don’t apply and they don’t execute and because of that that is what I see as being the number one thing that causes failure that causes you know decline in their dealerships or their departments or whatever specifically that they’re doing so like you said I mean this automotive industry that we are in is flooded with resources man between websites podcasts forums blogs 20 groups newsletters seminars conferences summits Expos on-demand virtual training platforms on-site training platform phone trainings I mean you have so much we have so much at our fingertips at all times so we definitely are not lacking when it comes to that stuff the thing that I think is the hardest part of this whole situation is the application and I and I’ve used this term before you guys have heard me speak about this and you know I talked about the difference between information and transformation and many times you know I use a formula that I like to call you know it’s like a it’s like a map that we can use to get us to where we need to be and that goes like this it’s education plus training without or – application equals only good information you know you’ve ever been a you know a workshop or you’ve listened to somebody and you’re like man that is really good information that is great information but if you never take that and apply it and execute it and implement it then that’s all it’s gonna ever be is good information the difference in between good information and transformation is the application and again the application is what makes the difference you know if you want to have transformed results you need to transform your routines every day and apply different things in different steps and different routines in order to get different results right yeah absolutely so and and what you’re saying here I mean this is so valid it reminds me of a couple conversations we’ve had in previous episodes like you know I’m thinking a Cardone where he’s talking about having the right sequence of training and and I guess part of that is knowing how to apply the knowledge so that you can get something out of it now let me ask you Joe when it comes to application I mean still kind of we’re still kind of approaching this from the top level how do you suppose that maybe the struggle when it comes to application is just not knowing that first step to take yeah I think that that could be it but I think it’s I think it’s not that solely because I think many times we can even have the steps to take I mean look you know you can have the map you can have the list and if I was just let’s just say I wanted to come to your office Michael and I decided to go ahead into my car and put in the final destination whatever that addresses into my GPS I plug it in and it generates and calculates to me every single turn that I need to take to get there I know how to get there I know the steps to take the only way I’m going to ever be able to experience your presence and be there at your office is if I actually press turn the car on step on the pedal and start driving right so so many times it’s it’s just a matter of beginning to start to go through the motions and I know Robert you’ve talked about this many times about drilling rehearsing role-playing taking action I mean when we look at let’s just say for example sports when you look at baseball and I know we’re tailing the baseball now and in the season that that this episode is being recorded and we’re in the football season also we have two sports here that are very very big and attractive to a large or large audiences but let’s just say for baseball if a professional ballplayer wants to improve their swing they’re not going to just watch a video they’re not going to just look at the tape and listen to the coach on how to do it they’re gonna actually go out and sign the batting cage they’re gonna take the ball they’re gonna they’re gonna happen the the arm a electric arm throw the ball and they’re gonna start swinging they’re gonna lift their elbow they’re gonna get into their stance they’re gonna hold into positions that they need to to get better it’s the same thing with when we talk about football you know you have the Seattle Seahawks that won they won the championship last year and then they came back this year and Russell Wilson picked up the football in practice in training camp and started throwing it again what’s wrong with you Russell you’re your professional quarterback why would you try to why would you have to know how to throw a ball yeah of course he does but he’s going through the motions he’s drilling he’s rehearsing he’s role playing he’s training and again we’ve always and I said this practice never makes perfect practice makes permanent practice makes permanent if you practice wrong then you’re gonna have permanently wrong ways of doing things but if you practice perfectly then you’ll have perfect right so it’s not just about practice makes perfect it’s about practicing the right way and applying yourself to go through the motions and it’s always going to be harder at first and then gets easier as you go go through it and I think that sometimes is the obstacle because it’s not we many times judge ourselves where we are now against somebody where they are 15 years later in other words somebody who’s an expert in a position that is flowing naturally they’re free-flowing they’re very good at what they do and they’ve practiced and they put in the time and all the effort and energy to be as excellent as they are and as in to deliver as smoothly as they do and then we start and we stumble we we’re not as good and we trip up and we make mistakes and so therefore we get frustrated I think that could be a barrier that is going to what you said Michael about why sometimes people don’t go to that next level and they don’t take that first step yeah yeah let me ask you this Joe what do you think how much does and I think we touched on this in a conversation we had the other day and like me like I am like a sucker for buying just like you know and you know you know books from from so many different people man like I’m always buying courses online and stuff and where do you think that how much does overwhelm quote unquote you could say have to do with not taking the action or not you know implementing executing applying well I think that’s a great point because overwhelming is is also something we live one day at a time right mmm-hmm so we can get overwhelmed with the length of something when we start looking at oh my goodness how far we look how much I have to do look how much I have to take on look how long it is look how long the road is exactly and and again it’s it’s you know driving from where I am to where you are Michael and where you are Robert yeah it may look like a long road but I just have to focus on the first step what I need to get to the second step then I can focus on the second step and I think many times that’s that’s what happens is we just look at the long road and we get overwhelmed and instead by by not just looking at the long road we need to start looking at the step we need to take right now and then then when we get to the next step then we can take that next step we start worrying about all the steps that have to be taken after the first step and we never took the first step your first Danny yeah I love this your first goal should be the closest to your achievement right great state it reminds me of you know in this I mean I guess this this just has to do with people I was reading an article about how people actually I think it’s like January 18th is kind of the Meridian cutoff for when majority of people give up on their new year resolutions because they they say man I’m gonna lose 30 pounds no dude you’re gonna you’re gonna book a pass to the gym you’re going to start eating healthy and come up with a meal plan and I think part of this too I mean where does where does willingness fit into this mix is that I mean you have to have the willingness right to I mean aside from learning and acquiring the knowledge there’s got to be a certain level of willingness I’d imagine to want to take the steps right you half you have to have a willingness to be able to to push your your flesh to do things that doesn’t want to do you know what I mean to push your body I mean look I why don’t we get up and go to jobs and drive you know ungodly hours in the morning and do certain things to go certain places to do what we do many times when our bodies would rather be sleeping in bed yeah because there’s there’s a willingness to go and do that I mean you know it’s it’s the willingness and you know I heard I heard a statement that says you know if you’re willing and obedient yeah you’re gonna eat the fat and the good of the land you know what I mean so you’re gonna you’re gonna get to experience the good stuff with willingness and action so it’s the two coming together not and again it’s always gonna work hand-in-hand but what I wanted to go back to real quick was what we were talking about just before this was about knowledge because we talked about how many times people may have the knowledge and they think that just because they have knowledge they have power okay and knowledge is power I’ve heard that saying and I know you’ve heard that saying but that’s only half true because knowledge is power but it’s it’s really potential power because the potential for that power of the knowledge that you have is there to be released but it’s never going to be released until it’s acted upon and one of the things I like to use as an analogy is electricity you know I’m in a room right now or all the lights are on I got my laptop my iPad I got everything working right here you know it’s all it’s all based off of electricity and so what happens is when I came in to this room and the lights were off there was potential power that was stored within the walls that once I turned the switch on I got to see the results of that power and so it’s really until I take action to turn that switch on that the power that’s protect that that potential that’s in there is is released to show off what it’s supposed to do love it now knowledge isn’t power until you ain’t know what to do with it and B take action absolutely love it all right so that being said then like let let talk about you know what are the steps then to taking the action to making it just like breathing to make like it’s you know to avoid the overwhelm to avoid you know the unwillingness and to just you know take what you learn and dive in can i case i may be sorry to cut you off can i maybe expand on that question to Robert and say you know can I let’s let’s look at I mean because what you do is you you help dealership specifically you know expand a knowledge and be show them how to execute can we take you know a real-life example a department within the dealership and say hey we see a lot of dealerships struggling with whether it’s phones or or sales process or BDC or appointment setting or whatever and just kind of walk us through some actions that a dealership could take like right now today to start seeing results okay yeah okay definitely so so the first thing is is whenever we do our trainings and whatever we do our you know consulting we always we always make sure that we that we go ahead and and tell them listen when you hear what you hear think to yourself how can I take what I’m hearing right now and apply it to help me in my role in my position in my daily routine now we asked them to do that many times they don’t even do that so that’s why we have to come up with how to apply it as well so we want them to figure it out first because at the end of the day you know I can help you do it but what’s gonna happen is eventually is you’re gonna find ways that will be more natural for you and then you’ll start to you know change it up and make it more personalized right and more comfortable for you and what you’re doing in your daily role but again I’ll go ahead and I’ll create for example we have for our process and how we set it up and we expect our phone coordinators to make 120 calls a day and so that could be overwhelming when we start looking at you know one day and you’re saying Wow one day how in the world am I going to be able to do a hundred and twenty calls in one day and then when you start thinking of the month and again it’s like we talked about the long road right you start looking at the overwhelming stuff and then you just you can get discouraged and then you can just you know not do anything and then just you have that call reluctance and you just you don’t pick the phone up and you’re just afraid and all that stuff but when you start looking at let’s just say it’s a twenty one workday month and you have now to not just make 120 calls a day that equates to twenty five hundred and twenty calls for the entire month and you’re going how is this gonna happen right alright so what we do then is for example for our process is we have coordinators that their goal is to dial 120 calls per day and that can be very overwhelming at first especially to people who are in that position and who are new to the auto industry who are new to having to you know figure out this process and go through the whole entire you know you know orientation of a new job the new culture a new atmosphere new people it’s all overwhelming it can be so we created in order for them to be able to do this an outbound call tracking sheet and so that tracking sheet shows an eight-hour shift that has 15 calls per hour in that eight-hour shift to break it down to the smallest bite-sized pieces so and again this is one thing that we always want to make sure that that you know if you’re wanting to learn how to apply something you want to figure out okay I want to take this how can I apply this and how can I cut this down to the smallest pieces so that I can learn how to get to my ultimate goal one step at a time okay because we always have the end result in mind so we begin with the end in mind and now we got to figure out okay now how do I get there well and I like what I like about that too is I think that it’s showing them you know every hour they’re knocking out a goal like they’re accomplishing a goal you know and like that feel that you know and everybody you know you can’t sit there and tell me that one you know hitting a goal in accomplishing a goal I mean that’s motivating me to do more exactly it reintroduces hope back into the this overwhelming equation it’s like hey stop focusing on the length of the road and start patting yourself on the back for being on the road in the first place a hundred percent and the other thing that we’ve done with this too am i doing this is it’s helped for them not only to be able to go through the the little steps of the goals of you know okay I did fifteen and it also shows them that it’s not as hard as I thought and you know what this this can be done because you know we understand that the connection ratios are between eleven and fourteen percent on average so you know out of these calls you’re not connecting with every single person so you’re wondering in your mind at first how it makes sense and then you start realizing wow even a lot of messages so we even showed them that okay look whenever you leave a message you just put a slash across that number when you go ahead and set an appointment you circle that number when you actually you know talk to them and let’s just say you know you made a connection but you didn’t set the appointment you just put a square around it so now each one of those those symbols symbolizes what’s going on and then when the manager gets these sheets they can see Wow from you know to third and fourth hour that’s when our most connections are taking place maybe we should make sure we’re saturated saturating the phones in that area does that make sense yeah love it and and you’re gonna you’re gonna get us a link so that we can link to this this template in our show notes right absolutely love it you know what I what I’m really enjoying about this too is I mean now we’re seeing the breakdown of how to achieve you know like you said in in small bite-size chunks I mean we’ve talked about a or number one having a willingness to even execute then you’ve got to have a plan and a goal set up then then the strategy which is this this template that you’re talking to us about pertaining to the outbound call concept and then the last part is do it do it and that’s it because listen we all get to do it part you know we’re in a car industry and you know basically the main to is this you know just go just get up just get on the phone just get them in you know just go ahead and just just start calling you know just pick up the phone and start dialing right I mean so so we’re always hearing what to do but what about the steps like not just okay ultimately yeah I got to pick the phone up but you know how do I there how do I stay organized in the process so it’s just not a big mess and and we don’t really know how to be able to track it and we don’t really know how to pull the right information you know strategically from this so we can get better because that’s the ultimate goal is all of this is about getting better it’s all about improving and sharpening becoming more exceptional in our skill set and in what we do love it love it so the thing that I think is important is to understand this is that information it’s like treasure it is only gonna do you good and you’re only gonna banish benefit from it when you use it if it’s buried it’s valuable still the treasure is still valuable if it’s if it’s hidden if it’s under you know wraps yeah it’s still valuable but you’re not you’re never gonna benefit from it until you like you just said do it and use it it’s the same thing so you watch it up you got to dig it up man and sometimes it takes you got to dig through a lot of dirt to get to the gold and get to the treasure this has been so powerful in that you know you’re breaking it down I love where we’re going with this how can those listening in right now get a hold of you to get more information about how to execute so you can hit me up on Facebook and you can look me up on Facebook Rev joke-a-lot are evo2 LA and then also you can email me or call me I can give you my email and my phone number and my cell phone yeah go for it it’s Joe at dealer synergy calm and then my phone number is eight five six nine five two one seven eight six eight five six nine five two one seven eight six love it thank you so much Joe for being with us today this is such valuable information that you listening in can take right now to see massive things happen for yourself and that’s really the objective of the dealer playbook is each week we’re getting you know powerhouse figures inside of the automotive business like Rev Joe Cala and who are dropping these nuggets these power bombs so that you can be as successful as possible Joe once again thank you so much for being on the show today thank you guys my owner yep thanks Joey we’ll see you soon and just like that that’s right I’m stealing Roberts line that was Joe Khaled general manager at dealers synergy wasn’t that inspiring wasn’t that motivating to know that you can take good information great information and with application have or achieve transformation and that’s the whole point that’s why it’s so you know such a cool topic for us to talk about on the show because that’s what we’re really all about that’s what we should be pursuing consistently transformation you can have everything that you want in your own career in your personal life the difference the thing that will set you apart like you heard Joe talk about is whether or not you apply the things that you learn and the level of willingness that you have so check it out do me a favor right now visit triple W dealer playbook Cobb forward slash 31 where you will get access to some of the free materials that Joe’s offering that are gonna help you apply what you need to to transform your career again triple w dot the dealer playbook com forward slash 31 and again don’t forget to subscribe on iTunes stitcher radio and now on soundcloud we would also love your feedback don’t hesitate to give us your feedback or if you have any topic or guest suggestions we are open to it all until next time we’ll talk to you soon


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