The Dealer Playbook
The Dealer Playbook

Episode · 7 years ago

David Bradley: How To Build A Winning Car Sales Team

ABOUT THIS EPISODE

 

" Just because your pumped up about something, doesn't mean you know what your doing".

  David Bradley 

 

Sales Manager for "Cardone Training Technologies" David Bradley sits down with " The Dealer Playbook" to talk about "How To Build A Winning Sales Team" in todays dealerships. 

Dave is a long time friend who knows inside and out how to build a powerful sales team that will deliver winning results. 

In session 11 of "The Dealer Playbook" David Bradley talks about how vital a good attitude is from leadership on down. The leadership in the dealership needs to be inspiring to pump the time up and keep them pumped up. 

 David is a very smart guy that has been able to keep his position with serial hustler Grant Cardone for several years now, so believe me this guy knows what he is talking about. 

 In this session David delivers some free and easy ways to get your team fired up, ready to learn and go out and sell cars! 

 

In this episode you will learn more about: 

- Tightening up you and your teams attitude

- Narrowing in on the right approach 

- The actions that leaders can take to prepare their people

- Tips on role playing with your people 

 

This and so much more are packed into this 30 minute sit down with again David Bradley from Cardone Training Technologies, one of the nations top sales training companies. 

 

Hook it up with David and keep the conversation rolling:

David's Twitter - https://twitter.com/StopDontQuitCom

 

David's Facebook - https://www.facebook.com/david.r.bradley.3?fref=ts

Check out some of David's powerful articles:

http://davidrbradley.hubpages.com/hub/Sales-Success-Tips-How-To-Close-Yourself-First 

 

http://davidrbradley.hubpages.com/hub/Four-Social-Media-Secrets-Exposed-Hiding-In-Plain-Sight

 

Now it's your turn

 

Sound off in the comments section and let us know what you like and don't like about "The Dealer Playbook". We are here for you!

 

This is the dealer playbook podcast,episode eleven, and our guest today will never stop and we'll never quit hustling. Let's do this. You're dialed into the dealer playbook podcast, where it'sall about winning out or dealer strategies that deliver proven results. And now yourhosts, Robert Weissman and Michael Cirillo. All right, everybody, what's goingon? Michael Cerrillo here and Robert Weisman with the dealer playbook. Dude,we are like busting these things out, having a blast. Man In.This is the whole thing. Is Is. You know, we're doing this to, you know, to get some great information out and and try toeducate everybody as much as possible and think differently. But I'm loving just thefree train and that I've been getting out of these SIS. All right,I mean, boy, we got these guys full, don't yeah, andwell, and here's the thing. I mean, I've just been, andI know you have to, just overwhelmed by the response that we're getting.I mean people are taking pictures of themselves watching, you know, listening todealer playbook in their vehicles on their way to work. And you know,just the feedbacks been overwhelmingly positive and you know so I just wanted to quicklygive a shout out to everybody listening and thank you so much. It's beenan incredible journey. Today is is going to be an awesome, awesome episode, because we've got David Bradley, who is the sales manager, or oneof the sales managers, for card down training technologies. That's the online trainingmodule or program that grant card own has put together. I've personally been involvedwith that with my team. We were subscribed to it and, you know, it just did wonders for for our sales abilities and and, you know, just helping us grow our business. So I'm excited to have him.I've known David now for the last couple of years and if there's one thingI have to say about him is he is a proof in the pudding hustler. Like he he's the WHO's who of being in the trenches, you know, closing deals and making things happen. Yeah, I mean this guy's definitelywas a good car guide. He was in the business for a while andhe's so he's so smart and like his he's creative with his words and hisdelivery and he's just he's real intelligent guid and I think everybody's going to lovethis. It's a great follow up to his his old partner in crime,jared gland from again the the VP of sales for, I guess that wouldbe his boss, vpus sales for cartoon technologies, where he talked a lotabout the just, you know, getting it down, getting the trainee schedulein, making it consistent and just drilling it down. Dave's going to talkabout that a little bit deeper and I have this is kind of a thisis the perfect fall blow up to to jared's episode, which was like howto get started with training and the consistency, and this is like a, youknow, a good carry on from...

...that, which is like okay,now how do we do the people process thing? Yep, all right,so let's hop right to the guys. Everybody enjoy David Bradley. Okay,and guys, listen. I am, you know, so excited to behere with our guest today, David Bradley, who's The sales and Marketing Manager forcard own training technologies. David, thanks for being with us today.Hey, I'm so glad I was able to get the time to come andhang out with you guys. It's an honor to be on the show.Thank you so much. Thank you. I I think we first met acouple of years ago at Otto Con two thousand and twelve. That was thetime that my company, flex dealer, signed up for card own university andthat was my first exposure to you be in the Hustler of all hustlers.And so, you know, I couldn't imagine a better person to act asthe follow up to jared glant, who was a who we had on acouple episodes ago. Jared spoke all about, you know, volume of training andconsistency and training and how to get started with training. But you,as the hustler in the trenches day after day, pound in the phones,work in the deals, close in him and and, as you like tocall yourself, the the what did you say? The gap closer? That'sright, the gap closer. You know, we couldn't think of having anybody betterto act as the follow up and really talk about today how we takethe training and use it to build a winning team, and you've written anarticle about this. So I wanted to just turn it over to you andsay okay, Great, now we've got training, we know where we needto get our training from. We know what material to be looking into.How do I get started building a winning sales team inside the dealership? Yeah, perfect. So I think if you go back to the what I've nicknamedmyself is like the gap closer. Grant talks a lot about closing the gapbetween what's real for you right now and then where your true potentialize, andwhether we take that as in the micro, so in the macro. So ifI'm taking a large dealership, we look at, Hey, what's realfor us right now? What kind of numbers are we putting up? What'sour right up ratio like? Is a store? What's our demo ratio like? What are we doing right? But that that's what's real for us.But we always know the potential is greater, and we talked about this with youersall the time. It's like, Hey, I'm not hitting it.I know I could do better. I want more. How do I getit? So my job is to literally come in here and help you guys, as a dealership, close that gap. And Graham is put together a formulaand jared touched on this, which is some big fill in jared shoes, picking up after him. That's just intimidating for me. Like what amI like? He touched on so much. That was such a solid call youguys did. Like where do I pick up? So what I'm goingto talk about today is is literally that. Where do we go from here?So how do I take and create a winning and effective sales team nowthat we know that greatness doesn't come without training, that it's part of ourculture. We've made that commitment. Now...

...what? So when jared talked alot about attitude, approach and action, it's like how do we take thosethree concepts and really plug it in? And so grant put together a formulabased on sales meetings, sales training and then sales solutions, and then howdo we put that in every day and really get our heads around those threespecific concepts right? So, I mean, what are you finding? Is thethe biggest struggle for dealerships who have committed to do the training but notreally knowing where the next steps are. I mean, what is the strugglethere? The biggest challenge is always going to be attitude and it's the firstit's the most important piece. If you looked at the attitude, approach andaction as a pyramid. It's the base, it's the foundation. If you don'thave that, nothing's going to happen. And if you want to really puta number on that and quantify it, there have been studies done that willshow you that a customers perception of the deal, not just the dealershipbut the actual product itself. Like if you sell Honda, they'll make avalue decision about Honda based on the attitude of the people they deal with atthe store. Right right. So it's almost a fiduciary responsibility of management tomake sure that these guys show up to work today, not just physically,but mentally and emotionally as well. And the thing we talked about in thisarticle is that this is a sales team and while everybody's out to take careof their family, nobody's going to work for somebody else's family. We're goingto work for our family. We still need to function as a team andI think if you look at some of the great coaches and you look atsome of the great teams, whether that's Vincelambardi or the Navy Seals, theseguys have meetings, but for a football team takes the field, they havea meeting and in that meeting they're not talking about who left the keys instock number eight, seven, zero, four, nine two. They're talkingabout getting jacked up. Today we're talking about what are we here to do? What are our goals? And I remember listening to Tracy's call talking abouthow he makes sure that what these guys want is in front of them allthe time. That's terrific. So, like you got to make sure thatyour guys are here to work on time because, if you think about it, you've got a sales guy who hasn't sold the car in six days.He's already decided he'll never sell something ever again. Right, he had afight with his wife last night. Bills are do right, you can't getthe level forty on candy crush. He's been listening to the news in thecar on the way to work. The dudes crapped out. You don't wanthim taken it up right now, you know. Okay, so let meask you this. This sounds like it could be a daunting task for,you know, the sales manager, general manager, dealer principle, whoever's runningthis team. You know, I'm sure there's senior level executives inside the dealershipwho are listening to this right now going, holy crap, I'm not a motivator. How am I supposed to get my team jacked up when I can'tget to the next level on Candy Sago...

...or you know, I'm right there. I mean, how are they going to get people that are themselves?How our unmotivated people beat that have no experience to motivate people aspose, youknow, adapt, to adapt to that challenge in and accept that challenge andbe accountable for that. I mean how did, how do they go about, you know, starting there, because that seems like the big starting point. Yeah, totally. So. The for us, we've got, youknow, you had the Carton University. We've got car down on demand.That's one option and not to get I'm not going to go into a salespitch here, but that is an option. And whether you use grants material orsomebody else's material, you don't have to be the motivator. Nobody said, you know, when you signed up for the GIG that you got toturn into Tony Robbins or you got to be Matt folly from Saturday night live. That's not. It's not your deal. That's not most managers came up becausethey were performers, not leaders, and so now you found yourself inthis for karious position. How do I get these guys jacked up? Well, you take a program like car Don Underman or you you go to Youtube, or you crack open a book or you just read something. Put somethingin front of these guys that not only motivates you but motivates them, andthen we use this to have a guided discussion. So in our world willlaunch, will watch a video from cardown on demand. We use that tostimulate a discussion. We do that in our office. So you know,jared talked about how they role play. But before that we have a meetingand will watch a segment. We have a discussion about it. We neverstart our day without talking about what we need to do to be successful.Now, and I think right there is a super nugget for anybody, iffor any and everybody that's in there for and the dealership level, is thatyou know, instead of putting it all onto your sales manager, which I'venever been into a sales meeting before that they did something like that, andyou know what it's easier. It gets you off the hook. If I'ma sales manager, like most sales managers, I'm looking for the easy way out, you know what I mean, and and like most people are.So boom, put that on. It's going to be more effective because theperson on the F if it's one that's inspiring you, obviously you know it'sa professional up there. That's either professional motivator, a professional trainer, etc. What have you. Boom, take the weight off the so shoulders ofyour people and and put it on this content. That's that's on demand,whether it's a paid service or again, I mean that's a great, greatgreat not get their Dave on Youtube. I mean that's people missed the boaton that. Like you could sit into a sales meet every day, goin and take your team and do you know, the cardown stuff is whatyou like. Most of them were between two to five minutes. So ifand if you're not plugged into that or or somebody else's version of that,boom, go to YouTube. There's IT's nothing. And I'll tell you what, there's plenty of videos on youtube that of jacked me up over the years. Man, without a doubt. Imagine if every day for one week ata dealership, we just watch the game of inches speech that Theo gives anygiven Sunday. You go there's that, there's the raw I love the rockyone from rocky, like the six,...

...where he's like, you know,it's not how hard you can hit, how hard you can hit, it'show hard you can get hit. Keep going. So boom, guys rightthere, like that was what that was worth. It alone is just trythat once a week. It costs you nothing. And I would go asfar as saying that just an attitude alone. You know, they still have toexecute upon that that, you know, with that great attitude, but atleast it's going to deliver that, if not for you know, goodhalf an hour, an hour. Yeah, and I'm almost hearing you say today. And what we're talking about here is that, you know,part of getting your attitude straight and part of being who your team needs youto be as a leader means that you need to make the commitment. Imean, well, you know, whether it's a book, whether it's thetraining videos, whether it's youtube, you need to make a commitment as aleader to you know, make sure that your head is right, that youare in the game that you're doing, the things that you're expecting your teamto do. Is that what I'm hearing you say? Absolutely, and ifyou take a look at some of the great leaders, and I mentioned Vincethen Barty, you take a look at Phil Jackson, you look at oreven some of these, Mark Divine, for example, he's a I don'tknow if you'd red anything by him, but he's a former navy seal,business professional. Now the GUY is not this raw row dude. None ofthose guys were. They weren't these guys jumping around talking about living in aband down by the river, and they certainly weren't going down the Tony Robbinsroad. It just getting people pumped up for the sake of being pumped up. These guys have purpose. You look at Phil Jackson and you want todo something, it's just a look in his face. So you don't haveto save that guy. You just you need to be a leader, youneed to take charge. This is what we're doing, this is how we'regoing to do it, this is what I need from you. Go getthem right. So do you feel like you know in your observation when ateam is trained, when they show that commitment. Do you still find thatthere's a gap between their commitment and their knowledge, now that they've been trainedand that, and between maybe a fear to execute? Do you know whatI mean, because I feel like I feel like that's the second piece ofthe puzzle here. It's like, great, you have all this training, it'sbeen consistent or jacked up, motivated, pumped up, but do you stillfind that there might be some sales reps out there that are fearful ofex secuting on the knowledge that they receive? Yeah, just because you just becauseyou're pumped up, doesn't mean you know what you're doing. You know, grant will say even a blind squirrel can get enough and showed debt.You know, squirrels are active there, they're energetic, they're bouncing all overthe place, they're full of energy. They got the right attitude, butif the approach isn't there, then forget it. So jared touched on thisa little bit too. Is it you got to have some consistent training inthe dealership. That happens daily and that...

...is the approach piece of the puzzle. So you've got your attitude. We're doing that with our daily meeting andnow we need an approach that we can do, that is customer centric,that we can train on it daily and that removes thought. Okay, sowhat do you what do you mean by removes thought? Well, look,if I throw a football at you right now, or I'm so you're inCanada. So if I shut a hockey pucket you right now, okay,how much time do you have to respond? Split Second Right. So you needto know what to do about it. There's no room to decide, there'sno room to think. You got to you got to react. Andif you take a look at leveraging your sales training with that same level toget your people to the level of knowing this, that they don't have tothink about it. And High School, in college I did a ton oftheater, and if you get stuck on stage having to think about your line, you are so screwed it's not even funny. Okay, so this isthis is deep. This is deep because what we're talking about here is likesubconscious competence. It's like, you know, the first time somebody said Hey,tie your shoe and you reach down and you realize you don't know howto tie your shoe. That's conscious incompetence. But then you start training and youstart learning how to tie your shoelaces and you become consciously. You know, you're made aware. So it's like conscious and competence to conscious competence whereyou still have to think about it. But I mean any of us nowif we said, hey, tie your shoes, we just know how todo it, we don't have to take any thought. It's it's subconscious competence. So you're saying, Hey, train yourself, this is what I'm hereand you say train yourself to the degree that action become becomes some subconscious competence. You just do it without thought. Yeah, you should be able tohandle an objection with as much use as you drove to work today, becauseit's the you know, jared talked about this. We hear the same stuffare every single day. When a customer says just looking, not buying aday, whatever it is, there should be an immediate response. There shouldn'tbe any thought involved. So is true? Is Getting that into your team?Okay, for the for dealers, managers and whatnot out there that wantto get their team ready and Sharp, okay, they need to do training. But is it more than okay, playing the videos, reading out ofa book, even sending them with material. When it comes to role playing,what is it? What is a good example? Because role playing ispowerful and I did it, you know, with my girlfriend at the time ona nightly, nightly basis when I first started getting into, you know, this business and was introduced to your material. Yeah, and now she'snot, and listen to this. She's not with me anymore and now neverwas in the business ever, but now she runs a BDC department for adealer group. Go figure, just from bouncing off, just from it,bouncing it off of me, bouncing off or all night long, but said, training off of her all night luck.

Yes, exactly, so, so, so, so what tell how can they easily do that? Ithink a lot of dealers, like I've seen them talk about it, butI really don't think they know how to like get their team together and doit. Okay, break off in the pairs, or let's do it allas a group. I mean, what have you seen from being inside,in and out of dealers and within your organization, the way that that typeof prep training for and preparing with role playing is just works and roll smoothlywith big groups of people. Yeah, so, like, here's this,here's a simple example. You take an objection that gets in your way.You can whether you use grants, book the Closes Survival Guy, you useour online program, you bust out our clothes of sale, out whatever itis that you do. And today in in our training session, we're goingto work on that. So let's and we just talk about, Hey,what's getting in the way? You know, well, it's the wife objection.Okay, so we're going to find a way to handle let me talkto my wife, let me talk to my husband. Will find a wayto do that, and then we're going to split up into groups and we'regoing to practice it until we're blue in the face and then maybe later onin the day a manager is going to roll up to Joe, salesman andsay hey, Joe, let me talk to my wife and if Joe Respondsright away, pass, if not, flunk. So it's just handle thatparticular objection. Don't continue with with going through the sale like after that.Just drill that initial response and don't be distracted with where you go with itafter that. Is that what you're saying? Totally, because then you then youstart thinking, well, if he says this, then he does additor. Just let's just handle what's in front of us right now, good enough, which is I need to talk to my wife. Okay, so I'mgoing to handle it before I worry about anything else. I'm going to getthat out of the way. Okay. So there you go that. Thatsays it and that makes complete sense. So all you got to do outthere with your stores as you go and then you take even if you're you, you don't want to turn to your team for feedback or they're shy,they're like, oh, I don't know, well, not much. Well thisone. This will just go through the lists of any any seasoned thatcan tell you what objections they hear it on a daily basis anytime they engagewith a customer, and then just go down the list get, you know, formulate the response, pair them up and together and just keep it likethe word of the day. AH, most but but around the dealership,just always being a running anybody ask him about the objection. Make sure theygot that that response. That response. Yeah, Cock and regular store.That was that was working on there was really struggling on the phones and sothey found the one call that they thought was the biggest challenge and every dayin their meeting for two weeks they practiced, drilled and rehearsed and role played theexact same call for two weeks. The GM told me that like onthe eighth day, sales people started threatening to quit if they practiced it onemore time. This is not we're doing it for two weeks. If youblow out, you blow out what. We're doing this for two weeks.And at the end of the two week period, guess what? That wasnot a fact. Every call got better.

So it's like Hey, we've gotpeople who are committed their training. Now we're learning some solid process,we're role playing, we're figuring out how to overcome these objections with subconscious competence. I'm going that's my word for the day, that's my phrase. Hereyou go. But it's like doing that, like having these people, these committedpeople who are committed to training themselves, and then having, you know,those people paired up with the right process. That kind of eliminates thenumbers game in selling. I mean I feel like we always think that sellingis a numbers game, but it could be more just like having the rightpeople in the right process or having people with the right attitude. It exactlyit is. That's what it is about. Yeah, I mean just a number. No matter how hard you try, it's going to be a numbers game. But at the same time that that doesn't excuse you from taking fullresponsibility and control for what those numbers look like and taking responsibility for your sideof it. It's like, okay, you know, there's nothing stopping thatindividual by pulling the wife card, but you can control how you respond tothat individual. I feel like I remember. This could be a really harsh example, but I remember like listening to a grant rant or something about beingalways in control, and he was talking about, Hey, look, ifI'm in a car accident, I want to be the one that caused itbecause I'm in control of the situation. Yeah, and even if you didn'ttake responsibility for it anyway, so somebody crashed into you, it's my faultfor being there. Yeah, you could have took a shortcut, you couldhave drove a little faster, a little slower. You could have won anotherway. You could have just called in sick and broke the first rule andnot even showed up. Yeah, you know so it's like, Hey,I can't control it's guaranteed that I'm going to get objections today as I'm tryingto pitch these vehicles or as I'm trying to present these vehicles. That's outof my control except that. But also accept the fact that you are incontrol of how you respond to it and how you like what process you follow. Yeah, I mean one of my favorite words in the English language isis responsibility, because when you break that word in half, its response ability. It's the ability to respond. Boom, right, it's a it's it's Ithink it's what separates man from from beast. Right, the power nugget. Right, if you know Mama, Mama Bear doesn't choose if you play, if you pick up Mama's bears cub, she does not pause to figure outif you're going to eat that cub or not. She just destroys you. If you look at a human being, Mama, when you touch your kids, she'll take a moment. Is this person safe or not? Andthat, when we translate that into dealer speak, that's my instinct. Justtold me that's a jack or a stroke, but I get to decide what I'mgoing to do about that stimulus. I can act on that, ifyou have the Gut, my business card...

...and go out back and have acigarette, or I can handle just looking correctly and move this guy into myprocess. Okay, so let me ask you this. You've got the Imean you're the person, you've committed to training, you're doing it, you'reexecuting, things are going well. What's the incentive to continue training? Imean, we know can. I mean I know continued education is a bigthing, but why? What's the incentive? What do we tell people? Or, as a sales manager, what do I tell my team or doto my team or share with my team to keep them motivated to continue training? Grant spins a lot of time talking about he mentions the word why alot, and why can dial into your customer, which is understanding why they'rehere today. But why also needs to apply to why you're here today.And everybody at home has a family, has to some degree, they havegoals, they have dreams. If you're a leadership in your in if you'releader in the organization, you hire these people because you saw potential in them, and so we need to tune into what are they doing here, andone of the first things I learned from grant, which blew me away,was you don't go to work for the dealership, you go to work foryour dreams, in your goals, and if you don't have those things,then you need to get those things. And whether you're in the car businessfor one week, one year or thirty years, the moment you walk inthe door or the moment you pop out of your car, you got tocommit to that day to make that the best day you can possibly make itand you got to commit to that for a purpose that's bigger than you deep. So you know, grant, I'll talk a lot about the acceptance ofaverage, which I think is incredibly dangerous. If you look at another great teamI'm I'll bringing up all day long, the Navy Seals. They train notto train for the sake of training, because it's the right thing to do. They train for a mission right and they trained and they trained toexecute on that mission. And so, as a leader in a group,I want to know what my salesperson mission is. I need twenty cars thismonth because I need a bigger house, because I want to have a boat, because I, you know, whatever it may be that gets him jackedup. We need to make sure that they're training from mission, not becausewe're supposed to. So it's really in the best interest of a sales managerto know the, will call it the y statement of each team member.Yeah, why do you want to be here? And then why are younot where you're at right now? You know, and one of the thingsthat can be very effective with sales training is to make it very specific tothat individual. We could consistency in the store and while one day we're workingon the life objection, if salesman billy doesn't need help with the wife objection, I need to make sure that I'm...

...helping him with what he needs helpwith. Maybe he's got that down, you know. So, I meanboth of you. Correct me if I'm wrong, Dave, but you startedout in a dealership, correct. Yeah, and Robert, I mean we allknow Robert's been inside the dealership. From both of your combined experience,how often are top level exactit the dealership invested in actually knowing what your reasonwhy we're coming to work is? is nothing I've ever seen. It's prettyrare. I think in the almost ten years that I was on the deala level, I saw maybe one manager that really pushed and took you undera wing and made you you know, wanted to see you succeed legitimately.So I mean the bit. The big value play here is for sales managerslistening, general managers, general sales managers, whoever, dealer principles, if you'resitting there and you can even remotely relate to Gosh, how do Iget my team motivated, going or whatever? Here's your power. Power play issit down with each of them and find out, you know, whattheir goals, dreams and ambitions are and then figure out how you can playinto that. Yeah, because if you have a one on one coaching sessionwith the salesman were not only do you talk about, you know, whatdo you want to have in your world and what do you want your lifeto be like in ten years, but then we start looking at what standingin the way of making that happen right now, and we bring that downto today, like it's the twenty four of the month and your right upratio is only at forty percent because you've had a hundred ups and you've onlydemoed twenty right well, you know, if that's the case right now,why is it? And you want to have this three bedroom house because you'rebreeding faster than your income. You need, right, we need to get yourride a Racio up man, which means you got to be driving morepeople. So here's some things that we can that you can work on tomake sure that you're putting more people on a drive and then you bring theminside to look at numbers. Right, cool. So, and I'm goingto link to it here in the show notes. But you know, we'vekind of used an article that you've written as a guide here, and Isomething that popped out to me was you say success is a skill. Whatdo you mean by that? Well, if you take a guy like MichaelJordan, for example, right, this, here's a dude that flies right,literally flies gay. Right. That guy, though, had some talent, but what he also had was some mad skill. Yeah, the talent, the talent, God gives you the skill, you got to go outand get yourself. Yeah, the people that we see that are the mostamazing people, and whether there's Jordan on the court, put Chino on thescreen, you know, grant and a seminar, whoever it is, theseguys do not get there. There's no such thing as an overnight success.There's no such thing as just being born...

...that way. You Bust your assto get like that. That's not something that just POPs up. There's nopill for that. That's work, without a doubt, and that's and that'sthe thing. I mean. If they investing dealerships, you know, inventthe more they invest in their team, and I'm not saying just doll youknow, investing capital into him, I just mean invest in their education,invest in knowing them, knowing what drives them. It's, you know,could get you some lowhanging fruit that's not there right now. And that's whatI think. Something so easy like look here, instead of having your saleyour sales manager, whoever, lead the meeting for a week, just dolike you, like Dave said, play a youtube clip of something that thatthat jumps out to you, that's relevant to your team and you think mighthave the same effect on them that it did you, and see what couldhappen, because it's not going to hurt but chances are if it, ifit moved you, it might move them and that'll help at least grab somelowhanging fruit just from their great attitude, because you know, grand thoughts aboutit. How many of how many people have even witnessed it and done it? How many times have you bought something off of somebody and, like,they didn't even seem completely raised or sharp about the product or whatever, buttheir attitude was just, I mean, a dime? You know, weall do. Yeah, yeah, you know it's interesting too and and I'mglad you brought that up because it kind of reminded me of like my earlyexperiences in the car business, and Tracy Myers talked on a little bit whereyou just didn't quite get you know, you got some stuff and you gota pat on the button. Good Luck, kid, and go get them anddon't let them leave. You know, you get that thing. But whatI found was really interesting was that when I looked at the demographics ofmanagement and leaders, at the first yew a ship I worked at, youhad there was two managers and manager. A manager be manager. A wouldsee a salesperson and be like that dude can do it, there's greatness inthem and I'm going to help him get it out. Same me, differentmanager. Same salesman would be like he's a week suck and in the samevein that we've all the salespeople decided that that customer was a stroke. Wedidn't bother to up the guy, the guy that did up them, youknow, lay them away and made like a fifteen hundred commission on them.We learned that lesson, but I think management sometimes can fall into the verysame trap of doing that with sales. For you, without a doubt,I mean that's that's a guarantee. You know, you can't judge the bookby its cover, you know what I mean? And and eat two Scottto empower your people, believe in your people, get behind them. Yeah, you want to expect greatness, you then you have to believe that there'sgreatness in them already, and then we just put a plan in place topull it out. Dude, David, thank you so much. I'm goingto wind this thing down. You've dropped some serious power bombs on us today, which I mean, listen, if the people listening in don't see thevalue and what you've shared with us, I don't know what will, becausethat was extremely powerful. Tell me, how do we get Ahold of you? How do we get in touch with...

...you? How do we follow you? Okay, so I'm I'm on twitter, it's the at stop don't quit.Calm okay, hold on. Why? Why is it at stop don't quitcom? Tell me about that real quick. So yeah, the shorthistory of that is granted a social media contest right when I started, rightbefore I started working here. In fact, that contest was what led me tocome work for grant. But I didn't have a twitter account at thatpoint. But what I did have was a self published book on how toStop Smoking. It's called how to stop smoking without killing anyone. and Asgrant was driving this contest, you said, Hey, promote you know what you'vedone. Promote yourself. So when I joined twitter, stop don't quit. That's my website. So for the book it's Dot Stop Don't Quitcom.So I said I'm going to make that my twitter handle. So that's howit is. That's how much my t and will link to that in theshow notes. For everybody. How else can we get a hold of you, David, at grant card owncom is my email address and then my badphone at the office is three hundred and ten seven seven seven zero five two. Oh, and everybody please note that David is not on eastern standard.He is on still on Pacific Time. So he's three hours about. Youhad to throw that in and resist the last man standing out lest they hadpacked up and head east. Than Dave is left to hold down the entirewest coast. Good for you, but work. The whole place was cleanedout. It didn't even leave. It's not like the movie. The office, though, right, like you actually still do work there. Yeah,wait, yeah, wait, that I need to let me do some compformation before we put this thing live. Man, this could be a hoax. Love it, David. Thank you so much for being a stats amillion brother. I appreciate it so great to be here. Thank you,guys. Wow, that was incredible. I mean that guy drop some powerbombs on everyone who is listening. Power bomb, great, classic, WWeexecuted move. Yeah, and I mean, as I was saying, that afterwe wrapped up the call, something like those youtube videos, and Ijust don't think that a lot of people that all get the value. Yes, a lot of you are like, well, Duh, you know howmany of you don't? You know the real hustlers and go getters. They'rebanging those videos out on a regular basis. Take an advantage of any free contentthey can get. But a lot of you go are not, andI highly suggest you do that because I again that's low hanging fruit, thatwill cost you nothing and I can and for sure at least will improve attitudeof the team. They're without a doubt. Like you said, it's so obviousyoutube. I mean you're sitting on Youtube anyways nine times out of ten, yes, and you know, you even see him on facebook. You'rescrolling through your news feed and somebody's posted something that's inspiring, motivational and andso I love the fact that that's just something that's so accessible, that doesn'tcost any money for you to get in and you know if you're feeling motivated, nine times out of ten, just through common sense, you know thatshowing it to somebody else will get them...

...motivate exactly exactly. And Guys,David, I mean we had them on here because he is you know,I've known David for for a long time now and he is razor sharp andhe is open to talk. Anytime he dropped his email in there, itwill be in the show notes. He'll help you even build kind of likea training strategy for your organization and he's not going to sit there and justtry to cut hard close you on his products or anything like that. GreatGuy Really knows what he's talking about. So definitely take the time to connectwith him if there's any way you feel that he can help your organization,please. So, Michael, I mean I'm I had a blast with that. I again, we're so grateful for everybody that takes the time to tolet us, you know, into your headphones, into your car, whereveryou listen to us at. We we are appreciating the love more than youcan now. Yeah, absolutely, and don't forget check us out. Subscribeon Itunes. We've been blasting new and noteworthy on itunes. It's been incredible. But we're on stitcher radio as well, and don't forget to check out ourwebsite, the dealer playbookcom. You can listen to the episodes there.Check out the show notes from today's episode, where there will be links to thearticle that we were referencing, and will also throw in a link thereto David's book so that you guys can check that out. But leave usyour feedback, leave us some suggestions for future episodes. We love that kindof stuff. Talk to you later. Right, everybody WHO'S.

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