Automotive Sales: Transition to Remote and Online Success

In the automotive industry, 401 Auto, with 18 dealerships, transitioned to remote sales using NEQ, resulting in significantly higher show-up rates and sales.

### Transforming Automotive Sales with the Power of N.E.Q.
* 🚗 Marty, General Manager at 401 Auto in the automotive industry, implemented **N.E.Q. (Neutral, Emotional, Questioning) sales methodology** to drive sales performance.
* 🔒 When the pandemic hit, Marty transitioned to remote sales and leveraged **N.E.Q.** to sell effectively over the phone.
* 🎓 By immersing his team in N.E.Q. training and materials, Marty ensured they **fully embraced the methodology** and **improved their sales skills**.
* 📈 Before N.E.Q., the dealership struggled with **low appointment show rates** and **high resistance from prospects**.
* 💬 N.E.Q. helped Marty's team **disarm prospects**, **uncover their problems**, and **create urgency to take action**.
* 🛣 The N.E.Q. sales process involves connecting with prospects, identifying their **problems and desired solutions**, and leveraging **consequence questions** to drive commitment.
* 💡 Through N.E.Q., Marty's team was able to **significantly increase appointment show rates** and **overcome objections**.
* 🌟 Marty predicts that even after the pandemic, the bulk of their business will continue to come from **online sales**, as they have built trust and expertise through **N.E.Q.**

tell everybody what you do by the way. Like what industry are you in? What do you do out there? So we're in. I'm in the automotive industry. Uh, we deal with special financing but also financing for people too as well. I'm the general manager of our online Department that started basically when. Uh, Co first hit last year and around February March is when we signed up with you too, yeah. So okay, so you're in the automotive industry. 401 Auto. You've got several dealerships there in Canada, kind of all over the place. 18 of them now, yeah, yeah. 18 of them now. And then when you first started here, I believe I want to say about four to six weeks later is when the Corona virus just kind of Boom happened, right? Now you're a car dealership. Y your country closes down, yeah, and they say you can't have people come in the doors to buy cars. You have to close your doors, yeah. What was going on in your mind as a general manager?

yeah, when you heard that well, actually, at first I was just a finance manager before, uh, you know, when I reached out to you guys. And there was a little bit of panic like we were, we, you know, the dealerships were going to have to be shut down. So actually, uh, the owner of our company actually called everybody in and just wanted him to patrol the area to make sure no one was breaking into our trailers and cars and things like that. Yeah, so, uh, yeah, there was, there was a little bit of panic and then once we found out, you know, we could do this remotely, that's when the doors kind of opened up to, you know, obviously selling everything online. Yeah, yeah, so we had to make, you had to make a transition, right? So your doors are closed, people can't come in, obviously that's going to affect business and this was right in the beginning when we were starting to train you and your teams how to tie in inq to what you sell. I know that I personally wrote out your sales.

structure with you with another couple of managers and we started to implement it like boom right at the time of the Corona virus. Now, uh let's talk about before you got into neq like how were and I see a picture of me back there that's crazy going on. What's going on back there uh throughout our so I have an arena um with you know 50 salespeople are Finance managers in here right now because we're all online. So we have you know six or seven TVs with all with all your training material on it so they're just 100% immersed in neq and seventh level when they walk in to the uh to the arena. Why have you done that with your team um what switch to well no just have that like have them immersed in the materials. I just I want them I want them living it like I want them fully like drinking the Kool-Aid so they really buy into everything because when they buy into everything that's when the results really start to come but if they're

questioning things and if this is going to work and anything like that then you can kind of see it in the results. It doesn't really result in a lot of sales but yeah once we actually have them fully immersed into any PQ with you know the tonality, the pauses, the right questions at the right time, yeah that's when you see their sales just Sky well. It's 100% you've got it, you know, like your company. There's some other companies that we have where they have these sales flors where they just have all these videos of the training going, you know, like 24 hours a day, seven days a week. They have their salespeople listen to it in their cars while they're driving around so they become so immersed in it that they start to speak the languaging of it if that makes sense. So they understand like what questions to ask, when to ask them, why you're asking them. It's not just the questions, you have to understand why you're even asking them in the first place like what

are you looking for what emotionally is it doing to the potential customer when you're asking those questions. Now let's go back before you even knew anything about NPQ before you got involved in any of our training. How were you and your people taught how to sell? It was basically, you know, you call the customer and say, Hey, this is, you know, so and so from 401 Auto. We have a great approval for you. You know, the banks are really interested in working with you. Um, you know, you have to come down here today before the banks, you know, pull the approval and we don't have that approval anymore. And it was just kind of like that takeaway close. Yeah. And before Co, obviously, and our, you know, our, our appointment show rates were very, very low. Yeah. And we were trying to figure out how can we get more people into the dealership. So that's when, you know, I. So basically, you were saying like, Hey, you know, the bank's gonna approve you, but you know, if you don't get down here by, you know, within.

eight hours they're going to pull the approval right yeah I remember you guys going over that with us and actually showing me those scripts and I'm like I I I think I simply just asked you like when you say this to your prospects and just be real with me put yourself in their shoes yeah do you believe that most of these people actually believe that no plus other dealerships are contacting them with approvals too as well so yeah so when we say those type of things like the urgency and like we just tell them like my manager's not going to approve this or the bank's not going to approve if you if you come in tomorrow and we think it's building urgency it might do that with a few desperate people but for the most part the most people that are going to qualify the most the more sophisticated people all that does is create a lack of trust because they know that's not true when they don't trust you are they actually going to show up no no not at

all and I remember your guys's your guys' show up rates. Like what were the percentage of show-up rates before we started implementing and training you? It was low. It was, you know, in the almost single digits, like below 10%. Okay. And then when we started training you and you started implementing NQ, what did those show-up rates start to go up to? Um, initially, like they definitely increased, like probably double, like 20, 30, 40%. But then Co hit. So then we switched everything to online. For my team, I can't speak for our other dealerships, but you know, we switched everything to online, obviously. But our second phone calls, I can say almost everybody answers on our second phone calls. And we're at, we're probably right now having about 85-90% commit on the second phone call, which is crazy. A little bit better than 10%. A little bit better 10% to 85%. A little bit better, because if you have that many more people replying now, they can't

come in right now to your dealerships because you're in Canada and you're all locked down so you have to I think set up special appointments for them to like come in but you're making records even during Co now other dealerships you know of that just sell the way car salespeople always taught how to sell yeah how are they doing in the pandemic days a lot of them aren't selling like I I've hired a few people like really really good Finance Managers from other dealerships that uh just basically told me like I took I've taken two months off because we haven't sold a car at all so I always kind of count our blessings and say how fortunate we are to be able to do this every day and and break records every you know every month which is crazy well let's let's break down the sales process so you connect so before uh okay so you're setting records you're setting records during Co which is just crazy right because of inq your show up rates are just massively High even

during freaking lockdowns. Which like I said I find like how is this even possible. Now let's talk about the connecting part. So when these leads come in, are they inbound leads who book on the calendar, or just outbound leads that you're having to reach out to? No, they're inbound. So we actually have a lead generation company within our company. Yeah, and so what happens is we'll get the lead and then one of my finance managers will get sent that lead and then the finance manager reaches out to that lead. Yeah, so they reach out to the lead and typically how are we, you know, I don't have your sales structure pulled up in front of me because I'm on a smaller screen today in the office, but typically what, how are your, how, how do we teach your reps how to connect? What were the first questions out of their mouth and why were we asking those questions? So you know what we'll do with the connecting questions is, you know, we just ask them, you know, first thing we'll

start off with is you know they recently requested some information. It looks like yesterday afternoon about possibly getting financing for a vehicle. And just that neutral language there already like disarms that uh that person like they feel comfortable with us just with that um. And then they'll say something like, Oh yeah, hey how you doing? And then, Yeah, let's talk about that for a second. So why do we want to use the word possibly when we're calling inbound or outbound leads and and Marty hit it right on the head is because of neutral okay when we call the lead like you used to right and you just I what what did you used to say you like assume they wanted it or something or what I can't remember what used to yes exactly like we have a you know we have an approval for you when can you get down here like we just assume they haven't even bought anywhere either like we haven't even asked that question sure so you're like assume assume assume and then hardly anybody shows up so when we say looks like you

you know booked on the calendar about it looks like you'd replied to an ad. You know a couple days ago about possibly getting, you know, financing for a new car. Whatever. When we use the word possibly, what that does is it removes any sales pressure from the start of that call. And what we have to all understand, it doesn't matter what industry you're in, what your products or services are. In the first 10 seconds of any sales interaction, whether it's on the phone, whether it's on Zoom, whether it's in person, it does not matter. Your prospects, subconsciously - this is just the way our brains work - are picking up on verbal and nonverbal cues based on your tonality and what you are saying and/or asking that trigger their brain to respond in one of two ways. Now, if you don't know the right questions in the right tone to use, okay, what happens is a lot of leads that you talk to, it triggers them to feel like you're just trying to sell them something. And so it triggers them

to want to get rid of you. Well, we don't really need that. Or, you know, I'm too busy right now. Or, you know, we've looked at it and we'll do it later. Can you, you know, we don't. Are you, you know, your prices are too high. We don't. We're not interested. And they try to get rid of you. Now, if you know the right questions, if you understand NEQ like we train you in our virtual training programs, our courses, in our group trainings that we have for our clients like Marty, his company, then what that does is it triggers their brain to become so curious that they feel like they have to engage with you, that they feel like if they don't engage with you, they're missing something very important. Right now, once you get, let's keep going. So, after that first couple of questions, where are you going in that conversation? What are you wanting to find out? We still go for the connecting question. So, I'm going to ask something like, you know

have they found what they're looking for yet? To even figure out if we can even help them in the first place. Yeah, um, and why do we, why did we teach you how to ask that question? We don't want to, you know, if the person's already bought something, we don't want to go over our whole entire script that they've bought something and then them tell us at the end, Oh, I already bought something. And it's, I already bought something yesterday. Yeah, exactly. I don't know why you guys are calling me. Yeah, so it's on those outbound leads a lot of times we're saying now, Have you, um, you know, after the first connecting question, now have you found what you're looking for or are you still looking? And we pause there, right? Now, why do we want to have that pause there rather than just saying it really quick? Um, pauses really, really help. It makes it seem like you're more of a human. It's not like a robotic scripted anything like that, but it also

it also helps them kind of process what you're asking. Like, if you're asking it too quick, I find we get a lot of reactionary answers. Where if it's slower, it helps them process what you're asking. You get a more thought-provoking about the questions we ask that pulls out more pain and more feelings and more emotions. When we just say a question real quick, it's like you going into the mall and you're looking to buy a pair of jeans. And the salesperson comes over and says, How can I help you? And you say, Just looking. Because it's a knee-jerk question that is getting you a knee-jerk reaction. So that's why we teach that verbal pausing in a lot of your questions to get them think to think deeper. Okay, so they say that, Yeah, you know, we're looking for possible a car financing, blah, blah, blah, blah. And then at that point, you jump into what we call situation questions. What are you looking for in your situation questions? Basically, what, you know, what cars are driving now?

what type of vehicle they're looking to get into, you know, how long have they had the type of vehicle that they have now, so just anything basically to find out what kind of situation they're in, and even if it's something to do with like credit, let's say too as well, you know, do they know what their credit situation is, anything that kind of just paints the overall picture for us of, you know, why this person's, you know, contacted us. Yeah, so you're finding out like with situation questions, you're finding out the basic facts of what their current situation is, right? So what do they drive now, how long have they been driving it, what got them into that car, um, those questions kind of help them also realize maybe that they don't, they've had this car for a long time or whatever and they don't really like it, right? So it helps them see how long they've had the situation. Now one thing we also have to understand, this is for everybody, every industry, doesn't matter, most of your prospects

when you first originally talked to them, don't even know they have a problem, right? Do they just come to you, be like, Oh my gosh, Marty, thank you, dear Lord, for calling me. I have been waiting. I have so many problems with my car. I'm ready to sign up. How many people say that? No, a lot of times, we actually have people try to like brush us off a little bit, and then we start asking the right questions, and then they start opening up. And then once they open up and really pull that emotion out with our, you know, our problem awareness, solution awareness questions, yeah, then it's like the floodgates are open with the, you know, the pain points and things like that, yeah. So it's really cool, yeah. So okay, so then we're finding out their present situation, they're finding out their present situation, they're starting to realize that they have problems, maybe they didn't even think they had before they were on with you 10 minutes earlier, right? And we're, when we're able to help them visually see in

their mind that not only do they have one problem, but now they have two or three or four other problems. They didn't even realize that causes them to view you and your company as the trusted authorities, the experts in your market, the go-to company. Now at this point we found out their situation, we want to then dive into finding out what their problems are, what the root cause is, and then how it's affecting them. What question do we train you? What questions do we train you how to do that? We're in a stage so they'll tell us something, you know, why they're looking for a vehicle. Let's say they want a larger SUV. So we'll ask a question like, So besides a larger SUV, do you like what you're driving now? Yeah. And how did they respond to that? A lot of people will be like, I don't really like it, or Yeah, it's okay. Okay. And then if they have like kind of a hesitation, I'll say, Well, hold on. You don't sound so sure about.

that how to do that there uh Sorry my phone's going off right now oh you're fine uh teach us the yeah why don't we teach you how to ask that question so that tonality is very important when we asked that problem wear so with the card that you have now do you do you like what you're driving or or whatever the problem awareness question was now why would we want to it's the same thing we there because it forces them to think deeper about what we're asking yeah right now before you learned that in Q how what how did you what did you even say to find out what their problems were in your old sales process didn't even find out it was just like yeah we'll get you approved we can solve all your issues it's like well what are the what are the issues to begin with just you know we thought our product was the absolute best the approvals we had were the absolute best because we had the best relationships with lenders just kind of went into that you know feature

Advantage, benefit, pit, yeah, and uh, you know, got a ton of, and how would most people respond to that, a ton of objections and rejection like we actually had scripts on hey, how to handle the objections and rejections that we were G to get so the way you were taught how to sell was triggering resistance and objections, the way you were saying it and the questions you asked and then you had to learn objection handling techniques to overcome what you just triggered with the prospect, yeah, I love that type of training, it makes so much sense, you know what I mean, now um, okay, so you got a lot of objections, you got a lot of resistance, now once we implemented these problem awareness questions, what started happening with the resistance, uh, reduced quite a bit, yeah, um, up back there, there's somebody looking back there, that's the vice president of our company, oh hey, vice president, nice to meet you, yeah, um, it started just almost eliminating resistance completely, uh, and they were really opening up, and now what happened

was is they were just they were just answering our questions so there really couldn't be any objections to their own answers and that's what we started to find right. We're like, okay, well this is a lot easier even to contact people now, yeah, so it's much easier to sell when you get a lot less objections, right, because the more objections you get, I hate to say, there's a myth out there that, oh my gosh, the more objections you get that somehow they're more interested, nothing could be further from the truth, yeah, right, because think about all the sales you lost where they had tons of objections, yeah, right, think about the laydowns you made that had zero objections, yep, it's better to have hardly any objections, right, so we taught you certain questions to ask in your sales process with inq that really prevented objections from even happening in their mind, right, now they do have some objections at the end, we help you know, help you overcome that, hey, guy with the red shirt, nice to meet you.

whoever that was, all right. So, problem awareness questions, you've helped them find out what their problems are, how the problems are affecting them. The rationale questions, then you moved into your solution awareness questions. Yeah, tell us a little bit about what solution awareness questions we have. You start out with your company. So, we just want to find out if they've done anything to actually solve this issue now that they've realized what they have. So, before you started talking to me, were you out there looking for other vehicles that you didn't have to, you know, pay the $2,000 a month you're currently paying on maintenance and things like that? Yeah, and just kind of pull in what their pain was into that solution awareness question. Right now, the reason why we have to learn solution awareness questions is because it involves the other Prospect and the Prospect and what they've done in the past to help solve the problem, which for a lot of people, they start to realize that they really haven't done anything.

about the problems that they didn't even know they had. Right so that causes them to take ownership of their own problems. Yeah, now when you're able to ask the questions that the prospect to own their problems, that means they become attached to solving those problems because as a human being, we want to do what get away from Pain. Yeah, that's how we're wired. If you don't understand those questions, you don't get them attached to their problems, and there's no urgency for them to do anything. That's why if you're getting a lot of I want to think it overs, we don't have the money, I need to think, I need to talk with my spouse about this, more I need to talk to my uncle, my aunt, my great-grandmother Betsy, the man in the van down by the river, if you're getting a lot of those objections because you haven't learned neq and solution wearen questions that get them to attach to the need of wanting to solve that now before you learn all that from us how were you what were you doing

in that part of the sales process, that would probably be just more, you know, what we can do for them, how we can get them the best rates, and build their credit, and you know, get them the vehicles that they're looking for, and just again trying to keep going into that pitch, pitch, pitch, pitch, pitch, and you could just feel them, even on the phone, like starting to draw more away, and like it's almost like they weren't even paying attention anymore, and then they would say something like, yeah, yeah, okay, I'll book an appointment, just to kind of like induce the act of reciprocity, just get us off the phone, right, they'll give us something, get off the phone, they treated you almost like a telemarketer, yeah, 100% ex it was that's what they did, that's why you got less than 10% would actually show up compared to now getting 85% that show up completely different scenario now they're owning the problem, so they're actually coming into what to solve the problem with you rather than some other.

car company who might give them the same rates or have the same type of deals, but they don't have the same trust as they do with you because other salespeople from other companies don't know how to pull out the feeling side, in the internal side, and the emotion side like your team does. Now also solution awareness questions, as you know, are very important because now that we understand what their current state is, their current situation, from our situation and problem awareness question questions, solution awareness questions help them see and internalize where they want to be, what their objective state is, right? Why is it so important for them to also not only understand the problems they have now and how it's affecting them, but also be able to see where they want to be and how that's going to make them feel? Why is that so important internally for them? It just makes them feel good, like knowing that okay, where they are now isn't the end, like we can actually help them get to that point where they want to go if they

follow the steps and everything. You know that the solution that we provide it's just like, um, you know, it's almost like when Tony Robbins, you know, when he does his, a couple of his things where it's like, Here's where you are, but if you keep doing this, you can get to here, and people all believe and internally buy into that, right? And that's what, right there, it's when they've, or now they've convinced themselves, they've persuaded themselves essentially to want to get to that point. Yeah, and now we're just, you know, again like you said, we're The Trusted Authority helping them guide to that point now, yeah. So they pers to themselves that they have all these problems they didn't even know they had 12 minutes ago before you were on the phone with them, and now they've internalized that they have to do something about solving those because you've helped them relive the pain, whether that's paying too much money for gas so they need a smaller car, whether that's they need a bigger car because

they want to go hiking, and now they're stuck at home with their Prius. I mean, there's so many different things that they could be looking for and problems they have in your space since you sell cars. Now, after they've realized, here's where I want to be, here's where I am, yeah, here's where I want to be. What's the Gap in the middle? All those problems that you're questioning has helped them see that they really have, and the bigger that Gap from your questionability, the more likely they are to purchase. The smaller the Gap, because if you can't open them up, if your questions are off, if you don't understand an epq, if you just ask regular consultative questions that you learn out and just generalized courses, the smaller the Gap means the less likely they are to buy. And that's what triggers a lot of objections. Now, at that point, we move into consequence questions, yeah, and consequence questions like rip that dream away that they just said they have to have. What consequence question do you have, do we have, do we have?

your team asked, there, yeah, so they'll they'll, you know, they, we'll go for the solution awareness, and you know what they're actually looking for, and then they'll be all psyched about it, all really happy about it. Well, hold on, what if, what if you don't do anything about this though, and you keep having the same issues with the car breaking down, and you actually costing you money at work for the next three, six, even 12 months? And how do they respond to that? I would, I can't do it if you can't help me, then then I'll go somewhere else, and they start like panicking a little bit, and then that's when we're like, okay, so what's important for you to do something then? Yeah, it's really important. Okay, and that's what I needed to hear, because and then we go in our transition, right? Yeah, so after we've got them to realize here's their current situation, their problems, where they're at now, we don't tell them that, we ask questions that allow them to see that in their mind.

which is powerfully persuasive. You tell them, It's in one ear, out the other because it's coming from you, right? Then we get them through S awareness questions where they see, Here's where they want to be, this is their objective state, and how it's going to make them feel once all these problems are solved. And then the consequence question, like, rips it away where they're like, No, no, I have to have this, and they pull you back in, No, no, no, I'm going to do something about it. Okay, so it's important for you to do something, that's what I really needed to know because based on what you told me, and then we transition, right? See how that works now? Before you learned inq and consequence questions, what would you ask there to try to get them to realize the consequences if they don't do anything? Didn't even know about it. Like, But I just say, okay, if I could get you this price, like, would you buy the car? If we could get you the best deal possible, would you buy today? Yeah, yeah.

exactly how did people respond to that uh well I gotta you know I got to talk to my wife or we're just kind of we're kind of looking right now but you know send us send us your best rates and your best quotes and you know we'll get back to you yeah and they commoditized you yeah see how that works and then they start competing with you on price right okay now we transition into your presentation how have you structured the presentation differently than you've done it in the past before any PQ so first for the transition so we have a like a presentation are you talking about transition or present well the presentation like how how have we set it up a lot differently than what you had before you learned inq so when we call them back we want to make sure that we're still on the same page because you know we have to work on the approvals and and everything like that so we ask them you know just want to make sure we're still on the P same page on the

last phone call. We talked about, you know, this. Are we still on the same page? Yes, okay. So based on what you told me, you know, like I said, we do have some options that would work for you because, you know, how you said, and whatever issue they told us versus what they want. Yeah, and because of that, it's, it's causing you to feel, I think you said, maybe a little bit of stress. Sometimes why do we teach you to like, even though they said in the call that they were frustrated or annoyed or stressed or burdened or whatever, because the questions that we've taught you have brought that out of them where they F, they opened up and really told you how they feel. They didn't hold anything back to you. Why do we say at that, at the end of that, I think it's caused you, I think you'd mention a little bit of stress. Sometimes why would we say a little bit because you want to downplay it because they'll up play play it. No, not a little bit of.

stress man, like I'm stressed, or a little bit of stress, like, dude, this has caused me so much stress. And now they're telling themselves, we're not telling them, they're telling themselves how stressed, yeah, because if we go into that and we say, I think you mentioned it's caused you a lot of stress, well, a lot of people say, Well, it's not that bad, yeah, they say the exact opposite. But when you downplay it and you say, I think it's caused you, I think you'd mentioned a little bit of stress sometimes, oh my gosh, have no idea the stress, right? And then they start to own it more, okay? And then with your presentation where you talk about problems they said they have, yeah, and how each part of your specific solution solves each of those problems, yeah, and other problems they didn't know they had, then that connects the dots and it justifies the pricing of what you're offering, yeah, that makes sense, yep, 100% all right, so then you get to the end, you

go through the presentation Y and then at the end uh at that point yeah uh you you know you want to ask what we call committing questions that get them to commit to take the next step to solve their problems. What committing questions do we have you use so we'll say something like, Do you feel like this could be the vehicle to help you get your family to where you need to go safely or whatever, whatever, whatever the pain they told, whatever their pain point was, right? And then how did they react to that, Yeah, I really do. Well, why do you feel like it is though? Do you feel like that vehicle would be the solution for you? And why did they teach you how to ask that any probing question there, uh, it's really powerful because again they're again telling themselves but they're also selling us now. Like when I ask that question, they're like, Oh man, like being able to travel and do this and do this and do this. And it brings back that like future pacing, that future dream that they're they're want to.

get to right. Yeah, so yeah. So they basically pull you in an almost fight like, no, no, no, it's for me because of X and Y and Z. Now, before you learned any PQ, yeah, how did you try to close? Um, you know, there was the, you know, the takeaway clothes, there was the fear, like, you know, fear of taking something away. There was, uh, honestly, I can't even, I can't even remember 'cause I've reprogrammed my vein so much for any PQ that I've tried to block all that. Do you want the red one or the blue one tomorrow or Thursday at five? Yeah, yeah, all that. All right. So, okay. So, uh, now, okay. So your closing ratios are up big time high even during lockdowns. Yeah. What are you predicting? Because, you know, probably lockdowns in Canada, I'm assuming are going to end in the next couple of months. I mean, good, good Lord. I mean, everybody's going to be vaccinated or had it. So they have herd immunity or something by that point. Where do you

feel your dealerships. Yeah, and your sales people really going to go from there when they can actually have people come to the store. Uh, we're we're still going to have our brick and mortar, but I believe um, I believe the bulk of our business now is going to come from online because we've proved that we can we can create that trust and become that trusted Authority for a customer so powerfully on the phone that we don't actually need to spend that $10 million on brick and mortar stores. We can just fill an arena up with you know a hundred people that can do this on the phone all day. Yeah, yeah. And from what I understand you guys are out there, you know, basically trying to acquire tons of these dealerships now that have kind of gone out of business business because of Co because they don't know how to sell properly, right? Where do you guys think you would be and just be real with me where do you think you would be if the pandemic happened, yeah, you know 14 months ago and you

didn't know anything about neq, and you were just selling the old traditional way of selling. Yeah, uh, not where we are, that's for sure. I mean, I'd probably be a lot more stressed. I'd probably, my, uh, retention would probably be a lot lower because people would be stressed and not making money. And I mean, I could tell you one story with one guy. I have was a, uh, a service adviser before this, so we kind of had that, that service background. Yeah, most money he ever made before was $3,000 a month. Yeah, that guy embodies, I mean, embodies any PQ in seventh level, even when he's talking to me to ask me questions and, uh, like that. Dude's making 12 to 15K a monthly. Clockwork every single month now. So we went from 3K a month to 15K a month. Has that changed his life? Possibly 100%, it has him and his kid. I mean, he's happy, buys his kid every game system now. Yeah, during the pandemic, so even after the pandemic.

probably going to make a lot more money as well because more people in your country are going to have more money because right now a lot of them can't even work right any last uh hey that was really helpful. I wanted to like I said I wanted to break down your sales process. You know a lot of people come to us and they're like oh my gosh we see all these testimonials because we have about five to seven new testimonials that people post in our Facebook groups every single day. So that's about 170 to 200 every month of new testimonials about 3,000 a little bit over 3,000 now are somewhere around that range in the last two years. And that's over hundreds of different Industries but we still get people some people like well I know it works for this industry and that industry and this industry and that but you don't know our industry like it's so hard to sell like you know you can't ask questions to our prospects like it's just not going to work for us. Yeah what

would you say to somebody like that because you're I mean you're in car sales completely different industry than a lot of people in our in our training. Sure, yeah. Uh, you got to get past that belief system. That's it's old school. Uh, you know, a lot of the reason that people don't do this kind of stuff is they just it's Comfort zones. You gotta you got to break past that comfort zone of asking the right questions. And if it just makes sense, like if you ask the right questions at the right time, you're gonna get the right answers. Yeah. And I think that's right. You know, you I think sometimes they just become comfortable with being uncomfortable. Yeah, because they don't know what they don't know, right. So for us to get to any new level financially or spiritually or anything in our life relationship wise, we first have to do what we have to step outside our comfort zone. If we want to learn more advanced skills to make us more money as sales professionals and companies. Now I think I'm coming out.

sometime after the lockdowns, possibly yeah, we're gonna get you down here soon as uh soon as Canada opens up a bit here. We're gonna have you train our entire I. I think right now if I fly up there, I had my uh executive assistant do some research, and she's like what when you fly up there. I think you have to stay in a hotel for like two weeks. Yeah, have to be quarantined. Then you have to fly back, and I'm like no, no, no, no. We're not going up can yet. I'm not staying in a hotel weeks. It's our and then most of the people are getting covid in the hotel, apparently my good, good Lord. You know I love these guys up there, but I don't think I want to stay in a hotel for two weeks. You all right Marty, you're the man. We really appreciate the help. Uh, we love I love all those big Jumbotron TVs of the training in the background that you have there in the call center. Keep crushing it. Really excited to see what

you guys do even when the pandemic opens. I know you guys are setting company industry records with what you do now with any PQ and sales, but I know that that's probably going to even double from there after the pandemic for sure. So I'm really excited to see the company go from 18 dealerships to 30 to 50 to 100. Maybe we even have dealerships down here in Missouri. I've been asking Indianapolis. I'd love to get a dealership down there. I know probably all right. My man, thanks for being on. Appreciate it. Now, everybody else that's on here, if you want to join our private Facebook group Sales Revolution, I'm going to have Chris here on our team post the Sales Revolution Facebook group. I know we stream here on YouTube, my personal Facebook, Instagram, and Sales Revolution Facebook group. So we got people all over on here. So Chris will post that. You can join that. You'll answer a couple question surveys so we know what industry you're in, and then we tag you right when you join the group.

and we'll send you over a free 30-minute training on OB objection prevention. How to prevent objections from even happening in your prospect's mind right when you join the group. We'll give you that free training. Marty knows about that as well. Uh, thanks for being on. Tomorrow we will go live in the Facebook group as well to answer any questions you have. I'm going to spend about 40 minutes in there answering your sales questions, what objections you get, how to resolve those, how to start up the calls, whatever questions you have. Be in the Facebook group tomorrow 4 pm Eastern. Thanks, Marty, to everybody said hi, and we'll see you soon. Thank you.

Watch us Break down this client's Sales process who found success during Covid!

Jeremy Miner

Adapting Car Sales to the Pandemic: A General Manager's Experience

The general manager of 401 Auto, a Canadian automotive dealership with 18 locations, had to quickly transition to online sales when the pandemic hit.

By immersing the sales team in NPQ training and language, they saw a significant increase in sales performance.

Before NPQ, the dealership's sales approach relied on the traditional method of offering bank approvals to customers, with low appointment show rates.

Improving Show-Up Rates and Sales During Lockdown

A sense of urgency and lack of trust is created by false statements about approvals, leading to low show-up rates.

Implementing NQ and switching to online appointments has massively increased show-up rates from below 10% to 85-90%.

The company's lead generation system provides inbound leads, and using neutral language has helped to disarm potential customers and improve connections.

Using the word "possibly" at the start of a sales call can help reduce pressure on the prospect.

The right questions and tone can make leads more curious and engaged, rather than trying to get rid of the salesperson.

Using verbal pauses in questions can help elicit deeper thoughts and emotions from the prospect.

Situation questions are crucial in understanding the prospect's current position and can help them realize their needs.

Effective Sales Techniques for Identifying Customer Problems

Customers often initially brush off salespeople, but through the right questions, they open up about their problems and pain points.

By helping customers visualize the extent of their problems, salespeople can establish trust and authority.

Implementing problem awareness questions not only reduces resistance and objections but also makes the sales process much easier.

Understanding Solution Awareness in Sales Conversations

Solution awareness questions help prospects take ownership of their problems and feel the urgency to solve them.

These questions are crucial for getting prospects attached to the need to solve their problems and creating a sense of internal motivation.

By guiding prospects to see where they want to be and how the solution will make them feel, salespeople can help them internalize the desire to change.

Using effective questioning techniques can help customers see the gap between their current situation and what they want, increasing the likelihood of a purchase.

Transitioning to consequence questions can emphasize the need for a solution and push customers to take action.

Structuring the presentation based on customer responses and using questioning can help address their needs more effectively.

The Power of Using Committing Questions in Sales

Using committing questions can help customers acknowledge their own needs and sell themselves on the product or solution.

These questions also help in justifying the pricing of the offering by connecting the solution to the customer's problems and needs.

By using committing questions, salespeople can effectively guide the customer towards taking the next step in solving their challenges.

The Impact of Comfort Zones on Sales Success

Stepping out of the comfort zone is crucial for sales success, allowing for the acquisition of advanced skills and increased income.

The reluctance to break past the belief system and ask the right questions can hinder sales professionals' progress.

Joining the Sales Revolution Facebook group offers a free 30-minute training on objection prevention and the opportunity to get sales questions answered.