The Dealer Playbook
The Dealer Playbook

Episode · 7 months ago

The Power Of Influence w/ Shaahin Cheyene


Shaahin Cheyene, CEO of Accelerated Intelligence, explains that despite everything going on in the automotive industry today, influence is the most powerful element of driving sales. 

Car dealers are competiting against big tech, electrification, direct-to-consumer buying models, and many more carmageddon-level events. Disription is not new, and Shaahin explains how car dealers can overcome adversity and rise to the next level. 

Click here to listen to the full episode featuring Shaahin Cheyene

Yeah, it's something that we believe so deeply in, not just in my business, but also here on the podcast. It's one of the reasons why we produce this show because we want to reach as many professionals in the auto industry as possible to get what you just said across. And I go, you know, how many more people do we need to say? Something similar to what you just said, putting yourself below the person service senior to sell him um the power of pre suasion, the fact that customers today are more educated, walking onto the lot than they've ever been in the history of our planet. Because you can get all the information need already. And I love specifically what you're saying about being an authentic, genuine person. This is like the thing that there's no tactic on like I can't be like here are three steps to becoming...

...more authentic. It's like, you know, it's it's that thing. Do you have a desire to serve and be a good person and to do what's right? Even if that doing that right thing is not the popular opinion. Like there's just so many elements into it. I've experienced what you've just said in my own career so I can I can add my, my testimony if you will to what you're saying for those listening. My team has witnessed quote unquote sales calls where we didn't even talk about what we were going to do and the deal closes and they go, wait, did you just close a deal by saying, I want your kids to feel comfortable enough calling you uncle mike like what how does that? And I think it's you know it's what you're saying, it's it's that you know it's being an alignment with that individual. Understanding them showing empathy, being authentic, doing what's right for them. The sales already happened. People aren't dumb. People know what...

...they want. So how did where did you make that connection? And you've mentioned some books here by Professor Cardini um along the way, how did you make these connections or what did you do to master this art of sales or pre suasion or being a good person? As I like to say, I think everything is sales. I had a mentor when I first started off and he took me out and he showed me he's like look yeah I know you don't have any money now kid but look around you and I looked and I was like what? I don't see anything actually benches, cars, houses like what are you talking about? And he's like everything you see around you has been sold from one person to the next. I said okay he's like master that. Master how a human influences another human to do something and you've mastered life, you'll never be hungry again, you'll never be broke again. And that's what I did. I started learning about the great salespeople do, how how do you become a salesperson? You know...

...american culture is something that stigmatized? So when we think about sales people immediately, resistance goes up right and a lot of people come at it with a different perspective. Eastern perspective is very different. I'm a big fan of Alan Watts. I don't know if you've, if you've heard of Alan Watson, great philosopher and he talks a lot about the difference between east and West and just like you were saying a lot of the times this, especially in the situation that you just demonstrated the sale was made before you even got on the phone. That was just a formality. The fact that you were on the phone talking to these folks is just a formality. They had already decided to buy from you and that's exactly what we're talking about here. You know, for me that was the big shift, was having a mentor who had succeeded and me trying to emulate him and learned from him and understand the importance of influence and all influences the sales. I teach that on amazon now, what we learned from Jeff Bezos and from creating products on the... platform is that now we can compete with these big companies. I've got students all the time in this course that I teach to make 50 100 150 grand a month Selling on Amazon when they started from zero and they do it because they're competing with these mega companies, these massive brands and they can do it successfully on amazon why? Because they know how to tell a better story, they know how to tell that story in a way that converts on that platform. If you're doing face to face sales, it's a different form of influence. But the pillars are the same. The foundation of that influences the same and influence is everything. Mm. Mhm. Yeah. Mhm. Mhm. I'm Michel Cirillo and you've been listening to the dealer playbook podcast. If you haven't yet, please click the subscribe button wherever...'re listening. Right now, leave a rating or review and share it with a colleague. Thanks for listening. Mhm mm. Mm. Yeah. Mm.

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