The Dealer Playbook
The Dealer Playbook

Episode · 7 years ago

Tom Vann: How to Build a Massive Customer Database and Sell More Cars


"Dealers have been so focused on analyzing data, we forget about the magic that happens between people"

Tom Vann 

There are so many great trainers in the automotive industry that have so much great information that can grow your business. 


 Today on "The Dealer Playbook" podcast session 20 we sit down with not only a very unique and creative sales trainer but also a very successful active dealer. 


 Tom Vann founder of VSM Training has been a dealer for many many years. In a small town of 9000 people he was able to sell 174 Million dollars worth of retrial vehicles! 


 In this session of "The Dealer Playbook" podcast Tom Vann discusses some of the key strategies he uses in his dealership to reach those ground breaking numbers.



What you can expect to learn more about in this session 


 - The key strategy he used to explode his business


 - The VSM Selling Methodology 


 - Why your sales staff needs to focus on building a database of contacts


 - Tips on how to build a power house database 



All of that plus so much more in this ground breaking session 20 of "The Dealer Playbook" podcast. 


Tom Vann has some very unique strategies that are not hard or costly to implement that well you see how well they worked for him. 


Get more from our friend Tom Vann


Connect with Tom by checking him out at 


Learn more about his unique training programs and get signed up for his free video series right here



Now we want to hear from you


Have you tried any of the outside the box tactics Tom discussed? Did you receive any value from this session? What would you like more of? What would you like less of? 


What you have to say means so much so sound off below and lets keep the conversation rolling! 


If you have not yet, be sure to get subscribed to "The Dealer Playbook" so you do not miss a beat! 


See you next time on "The Dealer Playbook" podcast. 



You're dialed into the dealer playbook podcast, where it's all about winning out ter dealer strategies that deliver proven results.And now your hosts, Robert Weissman and Michael Cirillo. Hello and welcome tothe dealer playbook. I am Robert Wiseman and I am well. First off, flying solo today. My tag team partner, Michael Sorillo, was unableto make it to this session, so you just have me today with withmy guest of course. But anyways, this is the dealer playbook. Thanksfor the download. I am so glad you here. You are here andthis is the podcast that we unlock in unleash real dealer strategies that are goingto get real results. And this is session twenty. Thank you so muchfor your support since day one. If you know anybody that that has beenhere since day one, thank you so much. If you're just getting here, I've recommend going back and checking out some of the previous sessions. GetAll. Get all those at the dealer playbookcom. Make sure you subscribe sothey'll get hand the liver to your inbox every week so you don't miss abeat. So today let's jump into it. Today I am sitting down with someonethat was very influential in me when I first got into the auto industryand definitely helped curve my mindset to building the business and doing things in aunique fashion compared to most people in the auto industry today. My guest isTom Van. Tom Van is the founder, Creator and owner of vsm selling technologies. It's a training company for automotive dealers and also he is actually adealer himself. He's been in the business for many years. In a townof Ninezero, of only nine thousand people in Michigan, he was able tosell a hundred and over a hundred and seventy three million dollars worth of metal. So Tom is going to talk a lot about today, about building yourdatabase, the importance of your database and ways to get everybody involved in thedealership, your sales staff, into building a database which does, you know, wonders for your cost per transaction and so much more. So we're goingto dive right into this with Tom Again. It's Tom Van. Check out hisamazing, you know, content at Tom Vancom. But we're going tojump right into this with Tom van. Check it out. Okay, and, as I mentioned before, I am joined with, like I said,somebody was very influential to me and to so many of you, because Idon't know how many people that have now...

...become connected with me or, youknow, part of my little community, that told me they heard about mefrom Tom Van. Tom Thanks for taking the time out of your, Iknow, banana schedule to join me. Man, you got a buddy.I really really appreciate it. All right, so listen. So, guys,like I said in the you know pre interview that you know this guyhere, Tommy's the real deal. A lot of you. He has atraining company. That's the vsm selling technology. It's amazing program but also he's adeal little just like one of you guys, you know in the Michiganarea and the guys it's you're talking a hundred and seventy three million, likeI said, and in retail out of a town of nine thousand. That'sso strong. But also, Tom since you do some traveling and you dosome in dealership consulting and you you're there from such a great angle because you'rerunning a successful dealership of your own. So it gives you, you know, super razor sharp insight what some like what's are some reoccurring barriers, problems, issues that you see? That's it's that that are more unique than theproblems that we all know and we all talk about. Yeah, man,that's a good question and, you know, interesting it seems to be. There'slike one commonality that seems to be, I think, growing quite a bit, and that is it's actually comes from something like all the sales pressurecrisis. And what happens is this is it sales people, in order tobe great, I think, really at folks on to things, selling methodologyand they have to focus on building their own database, right. I meanyou are an x, I mean here like the world's expert at that right. Thank you, thank hey. Well, and I see what happens in alot of dealerships is they're not allowing salespeople to have the autonomy to reallyfocus on building that database side of that, you know, let alone. Ithink there's a lot of methodologies that are a bit screwed up or notbeing filed through with and such, but it's really allowing sales people to fallthrough on database building, client building strategies at work for them and so well, and that being said, what that really comes from, I think,is this lack of culture that exists in side dealerships of coaching in support isopposed to management styles, because when the sales pressure crisis starts to peek up, then what happens, and what I've seen, and I see it allthe time, is it managers have this tendency to start tightening up and overmanagingdeals. They overmanaged sales people and how they operate through their day, theyovermanage phone calls and such, and then ultimately you don't allow sales people tobe great sales people and the pressure starts to collapse dealerships. Okay, sowhen you're saying that that they're holding them back or and not coaching, okay, so is Coaching Camp, coaching and... Aren't the the the thesame thing? Correct? Yeah, that's right, they're not. Okay,these they combined with one another, but they're not exactly the same thing.Now, well, what directions should should they be looking to coach these guys? I mean, you bring people in and you want to to foot forthe salesperson to focus on their database. Where is, you know, totalk a little bit more about that. What is that going to benefit themanagement and the team and what do they do from there? Yeah, fairenough, and that's a good way to ask the question. To is thatwhat happens often here is that sales people kind of get clumped into like they'rejust bodies their heads, like he got so many sales people that will sellyou so many vehicles, you have to have so many on the floor andso on and so forth, and a lot of them met. A lotof those mathematics don't work out as well as they used to way back inthe day, and of course I'm back from the day too. But butwhat happens and what we really know about the individual salesperson is they each havetheir own skill sets. Sometimes that skill sets in voice, sometimes it's in, Oh, analytical management, sometimes it's in product knowledge, things like that, and and everyone's got a little skill and all our talent and all,but but each person has their own really core talents that allow them to connectwith other people. Now, I'm hoping from a dealership's perspective we're all prettydarn good at hire and people. If not, then that's a whole notherthing to look at here, you know. But let's assume that we understand thatsales people come to us with certain talents and that talents is connecting withother those talents have to do with connecting with other people. Well, theproblem that that that that most were, I shouldn't say most, but alot of managers have, is allowing those individual to use the best talents theyhave to connect with people outside of their dealership. There's a lot of waitinggoing on for for for sales people to come in, but sale, I'msorry, for clients to come in, but sales. salespeople have the talentand they should have the expectation of building their own database and the way thatthey can do that is to be able to be supported in what they cando best in order to reach out and find the correct database for them.And that can be through, well, a lot of things. You useto things like Youtube and Facebook, a lot of social network, but alsoa lot of grassroots stuff that still works today. And I work with alot of people and we work with a lot of strategies and how to howto make individual contact and then how to make into a visual contact spider webout into dozens, ultimately hundreds and then ultimately thousands of database contacts. Sowhat are ways that that if the managers listen or dealer that, that that'sthat's into this. What are ways that they can, you know, startto put this in action? How can they empower or the people? Yeah, fair enough. Well, to take...

...on a like a coaching culture insideof an organization that really takes a different mindset, because coaches need to beexperts at understanding the psyche of their people and understanding the motivations of their people. Oftentimes, when managers get involved with discussions or meetings with their people,it's usually like a gigantic data dump or information dump. For instance, ameeting POPs up, the staff is in there, a staff of fifteen,twenty people are sometimes just five or six people, whatever it is, andthe manager starts laying out all these things that he or she wants to beunderstood on, like well, we've only sold this many vehicles, who everyonehas to make this many more phone calls and and you gotta stop being onyour cell phones, and it's kind of a big hammer session on what everybodyneeds to do, because there's pressure being applied to the manager to produce moresales, when in fact that that's actually contradictory to what works well, becauseinside a coaching atmosphere. A coaching atmosphere takes people one on one and ingroups and allows people to, and in fact it encourages and demands people too, to share their opinions about what they would be strong about and how theywould believe they could best connect to more people. So they're still accountability incoaching cultures, because the accountability says, okay, MR sales person, I'mgoing to make you accountable for reaching or for building a database of this manypeople, maybe per week or per month or whatever it is. So let'ssay it's me and you, Robert and and you're the manager, and youcome to me and you say you're the coach, coach manager, and youcome to me and you say, Tom this is what I need from you. I need you to add another five hundred people to your database this particularmonth and without you telling me exactly what to do, your best move isto say okay toime. So what are your strengths and being able to dothis? Where do you go? Who you going to connect with? Howyou going to connect with them? If you don't know how, let's talkabout a few ways and let's find what way is going to be best foryou, because you do need to reach that five hundred increase in database thismonth. Do you understand? Of course I'd say, yeah, I understand, but she's I'm a little uncomfortable with that, Robert. I'm not surewhere to go. And you'd say, well, let's take a look ata couple of things I've done in the past, I've seen in the past, and let's see what works best for you, and then you can decidewhat's work works best for you. You see in those type of meetings,whether again again, whether their group meetings or individual meetings. What you're allowingme, in fact, what you're really encouraging me and demanding of me,is that I arrive at the best solutions that are going to work for meand you never let me off the hook, because I still need to build thatdatabase and of course I still need to use a certain selling methodology that'sgoing to allow me to be most effective with that database. You seem yeah, I mean there's it's one thing gathering the database and it's a whole otheron what you're going to do with it.

How do you nurture it? Howdo you you've, you know, keep it thriving, but I likethat. I like that. So they're setting so setting goals for not somuch as x amount of phone calls, x amount appointments. You know.Do you still have your sales goals? Of course, I would assume.But then you got to you have your you know your contribution to how manypeople you know you're bringing in and putting into the database, and I thinkI mean a that's a great way to lower your costper Le Transaction with Ye, doubt and but it's important on one you get in there, you putthese people in. You're not sending on what kind of content or what kindof emails? How are you communicating with this, with this database? Areyou building a database of fool names? Are you getting what you can get, or how do you recommend? What what to collect? What information doyou need from someone to really put them into database? I think that's fair. Well, I think you get what you need, but of course,the the the the ultimate thing is if you get it all, you get. You get first name, last name, phone number, email, addressed textnumber, if that's separate, hard mail number and face. Well,not just necessary facebook, but also social connection strategies, which includes Youtube.If you can pull all those. Now you got the ultimate database. Butbut there is an understanding when you're building database that that you want to makecertain that that that if you're a salesperson, you're connecting with a new a newpotential client or a client, or a new contact, I like tocall them, that will lead you to primary contacts. Is that every timeyou make this connection, you want to know from that person how they wantto be contacted, because that's simply the most important thing. If the clientsis, Oh yeah, contact me this way. I love facebook chat orI love chat me or I love email, whatever it is the that's the wayyou're going to contact those people consistently. But you always want at least twoforms of contact. Otherwise you'll start losing people in that database. Gettingtheir preferred method as well, preferred method is necessary that so you know theyyou got us it, you got some, but you figure out somebody's me theirway to build their database that works for them. As a matter offact, like give give an example of a way, that a way atsomewhat a salesperson could build a database. Let's just say this is what workedfor them. Give me something that you need, that you you developed withsomebody based off of them? You Bet you. Okay. Well, now, there are multiple ways to connect with people, but I'll give you acouple of simple ways that that have been very effective for a few people.Well, first off, you need to find out each and into each individualsalesperson needs to find out who their primary database would be, and that's bethat be those people they connect with best. For instance, if, if say, you're out in the entree, for instance, and you're surrounded byany enormous amount of farmers and such is... You may want to builda strong connection with the farmer, but only if you really understand the lifethat they live and you understand how to connect with those particular people. Ifyou're a kid that grew up in the city, never understand about farms andyou don't go out and start talking to dairy farmers about about how you canhelp them build their businesses and such and what type of impact you can makeon them, because you'll look like a dumb dumb right. Okay. So, so one of those things is is that, let's say we're sitting downwith the sales representative, and with the Sales Representative I will say whether itanother dealership or my own. I'll say all right, so who is ityou connect with? Beth? Where your best? Who are your what's yourinterest and what do you think will be those type of people you connect withbest? So, for instance, there is a super strong now she's asuper strong gale. Her name is Kate Lee and she's a different dealership andanyway, she didn't know who to contact. But she's a younger Gal and butshe feels like she connects with older people. Well, so I said, well, here's your first here's your first moment. Is that the whatis that you like the best? What do you like the most? Andshe says, well, I love studying things and I love outdoor activities.I Love Rock climbing and I love outdoor biking and such. And I said, well, okay, so who's in your area? And she said,well, there's a large place that's called Patagonian and everyone knows Patagonia. It'skind of like a north face type of the group. Anyway. So Isaid, well then, you ought to connect with the Patagonia folks and whatyou're looking to do is you're looking to connect with them at a facetoface levelwhere you could say, look, what can I do to help build yourbusiness, and I said I want you to go in there and talk tothem about how you can help build their business and what they do. Soshe goes into the Patagony, she sets to a pointment with an HR personand then she alternately gets to a vice president. I won't go through allthe bits and pieces of this, but, but, but she goes and makescontact with these people and they say, Geez, we would love to havesome level of contact between you. What it is you sell, whatyou offer up in us, and she said, well, that's really notwhat I'm looking for necessarily. She says, what I'm looking to do is isconnect you with because I love your company, I wear all of yourstuff, I buy your stuff, actually down to two major store outlets fromwhere I live. Says, I'd like to be able to introduce my databaseof clients to you, because I have roughly about Elevenzero people that I've connectedwith overtime and I constantly connect with them and I want to introduce Patagonia anda lot of things that you do for the community and for for Earth Healthand a lot of things that Patagonia believes in by the way. And sonow they're blown away by her and they said, she's well, we wouldlove to offer up stuff to you, and so let's do this. Andso they start going through a bunch of the a bunch of the things thatthey do charitable events with, and a lot of those are running races andoffsite races and mountain by like racing and things like that. And she saidwell, and they said to her,...

...well, Jeez, we're going tohook up with a couple people on our in our division and will introduce youto each one of those things and if you'd like, we could help you, you know, sponsor water tens and things like that. She said,I'd love to do that. So where went to? Is this? Isthat? So she makes this connection with Patagonia. She immediately hooks up inthree major events. In these three three major events accounted for somewhere in theneighborhood of about thirtyzero people. So when this thirtyzero people, she then startsdoing a contact list on how she can better support their causes and then sodoing. You know, they share database. So her database grew from what wasjust over elevenzero too, roughly about Nineteenzero people in a matter of aboutOh, it turned out to be about five weeks total. And so nowshe's got all of these folks in her personal database that she contacts with inall the ways that they want, that they see best, and she likesto float those down into three things, into an online newsletter which she sentsends out once a month and it's very eight. It's not typical. Weworked on this type of newsletter quite a bit so that she knew what wouldimpact these folks in the best possible way. And and by the way, Iknow when I start talking about this stuff people are going, wait,what about cars? Well, the fact is that the ultimate connection that peoplehas have with this girl is, and she sells keys, by the way. So so she she calls herself Kate Lee, the Keya girl, andand then she's made a couple of switches on that, by the way,since we started doing that. But anyway, so, so, as we buildthis now everybody knows her as Kate, the Kaylee, the Kya girl,but she's really kately. And so the connection people has have is thiswonderful, very powerful, very giving girl that wants to be involved in thisculture out there. That is the outdoor culture, you see. So ina matter of five weeks, just with one connection to one person, thatled to too. That's now led to increasing her database by roughly about sevenor eight thousand people. She now continues to move her head because she's gonefrom where she was a gal selling roughly about twelve to sixteen key as amonth. She's now up to about twenty to twenty three in that short periodof time, because now that's been about, Oh, two, two and ahalf months. She's not waiting on any fresh opportunities or anything like that. Oh Yeah, well, she doesn't want to. Why is her penetrationratio is float you know, it is protectors only. I got to Istarted to see the business and looked at it when I was in retail,and I was at one point. I looked at it and I was like, I'm all, it's only possible to deliver as an individual x amount ofcards a day, you know. So I'm going to spend it with peoplethat or I like being around, that are enjoyable, that I might haveseen before or they already trust me, come in the door and feel goodabout me. You know, it's it's...

...twice the work for usually half themoney dealing with just working with walkins. You know, yeah, been blind. The data be stuff I like so much because, especially when you putyour team out there. I don't think that dealers really I don't know ifthey just over the years, they just, you know, some of these dayshave been in the business for so long that they just don't have faithin salespeople, their salespeople like that to take that approach. But it's youknow, it's not necessary that every single person on there's going to buy acar from you today, tomorrow, the next day or you know, itstarts paying off directly, but in the long run you cannot go wrong ifyou've got ninetime, mean Hack nineteen thousand is bananas, but even half thator you know, the four thousand, five thousand, even to a goodstart. It's it keeps given to you. You know, you can pump italmost and get results. Man, I agree with you and I gotto tell you, you know, I what I've seen out in a lotof dealerships is it is it a lot of dealers you know who grew upselling. Man, a lot of dealers are just incredible sales people themselves.You know, kind of old horse traders and such, but a lot ofthat's been lost. You know, we've, I think that, and I'm notgoing to say we overanalyze things, but we become such a such amanagement group of data, that we've forgotten a lot of the magic that reallyhappens, the magic between individuals in and once you stifle that in in yourselling staff, even though they have the talents to begin with, once youstifle that and you say, man, this is all about you know howmany people you can connect with versus this, how many facebook adds you do,and and not that that stuff isn't important and not that it's it's powerful. But when you get of an individual and opportunity to build their own followingbased upon just personality connections within friendship building in such my goodness. Not onlyby the way, as you mentioned, not only do your cost per salegoes down to nothing because, like my aunt, my cost per sale inmy dealership is a hundred and thirty seven dollars and most all dealerships they're runningsomewhere between like four seventy five up to six hundred and twenty five dollars,some even more, I hear, which is crazy, but they've stopped evenlooking at referrals, you know, because referrals is all part of what youand I are even talking about here right this culture of database building, thisculture of coaching, ultimately bleeds and database management building, this bleeds into massive, massive referrals. And in referrals cost nothing, cost you nothing and justjust your time and your attention. So so look at easier and they're usuallywhat easier to you know, easier to convert and convert for more and payyou more money than most completely and yeah, it overall, if we and everybody, and I think most people, most dealerships, understand this too,is that the type of dollar figures you make our referrals versus cold leads andsuch, is just mass. If you...

...know, we usually find it somewherein the neighborhood of about eighty five percent greater. But we work with somany referrals now kind of we've lost the ability to manage the yeah, notreally, you know, but we've kind of lost the this desire for howmany brand new clients can we bring in through a new ad? You know, it just doesn't happen anymore because our culture is all about building referrals offbuilding our own database, and I'll just build comes down to building relationships.Yes, it does. What the so another thing quick, because I knowwe're we're running on time here. When what? Whatever your way. Soso, for the example and Kate Lee, the key of girls, scenarios,she you know, share it did some lists sharing, some database sharing, and was imply a basically imported, you know, for the technolog thetech end of it, probably imported a list into her list or something likethat. What about like pounding the pavement? How do you ask somebody? Doyou ask somebody what scenario would you like? Just ask somebody that to, you know, to get them into your database? And what do youtell what are you selling them on? What is the benefit to them toget into these databases? Well, specifically, you know, it's an interesting waythat you ask it and and cut me off. I start getting justa little winded here. I'll try not to. But when you when you'rewhen you're pounding the pavement, and that means when you're doing things like Ido a lot of work with chamber of commerces wherever I go, because chambersare incredible sources of information and connectivity to others. Anyway, so so inconnecting, let's say, to a chamber, people that work in the chamber thenultimately people that are members of chambers and such, is that when yougo to people, your first step in is not about selling cars. Yourfirst step needs to be how it is you are going to help them withtheir business. Now the best way to do that, as you tell people, I want to introduce you to my database. And and even if anindividual says I want to introduce you to my database, because I talked toa lot of folks and let's say somebody's database is only about three hundred people, and I work with a lot of people out there that they're starting withthe database of a hundred, sometimes eighty people, sometimes a hundred and fiftypeople, sometimes three hundred people, and that's okay. You got to startwith something, you know. If you've never been in the business, you'regoing to start with about ten you know. And so so the advantage that wegive the the brand new person into our database is I want to introduceyou to a lot of my people and what you do. I want tointroduce people to your cause, to Your Business, to your organization, toyour to your church. That type of thing and people go boy, that'dbe fantastic. And it is so simple, because people, when they see thatyou're not selfishly motivated, that this isn't all about you selling cars topeople, then people say, Gosh, I want to contact with you.They see Robert Man. I well,...

...of course I do, I'd lovethat, and then Robert will say absolutely, I don't need to promote myself asas Robert Wiseman, the car guy. I just need to say, look, I'm Robert Wiseman and I'm about you. I want to help youand build your business because you're important to this community. In in that connectionthat you have with people ultimately gets people to ask, well, what isit that you do? And Robert says, well, I'm in car sales.I sell cars for a living, but really what I love doing morein anything is I love building this community and I love making connections with peoplethat are important to this community, like you are. And when that andwhen that message is sincere, and it better be sincere. We're not actorshere, is it if we turn out to be? And by the way, this is critical to coaching, is that you don't coach people on howto be actors, you coach people on how to find their sincerity and howto find their soul, because when they do that they connect with people inthe right way. And when the connect with people in the right way,then people geese. They become believers in humanity again, and that's what webecome. You know, the great sales people out there are people that showthat they're really about humanity. Is. This isn't a trick we're pulling offhere. It's really true human stuff we pull off, and when we canbuild that trust, then people will trust to buy their products and and andservices from us. It said it's pretty impossible to fake it. You canor you finally fake it for Tou for for so long, man. Well, put yeah, I guess Tom Listen. So that's a lot in there.That's great. You know, it's it's I love it's just put yourteam to work. It's like, imagine if you have a showroom full ofpeople that are that are doing that. You know, it's it can onlylead to good things and it really doesn't cost it like it's not like buyinga full paper ad, newspaper ad or, you know, Radio Slot. It'snot even going to cost you any kind of you know, to costthe incidentals, I'm sure. But yeah, inscidentals. It'll it'll look. Yeah, it'll cost you, you know, a bag of donuts, sir,some coffees or pizza party or a barbecue. See that in your training. I remember what, way back then, that was one that I saw andI was like Duh, you know, and I went did that. Andthen it's funny because it reom made me remember at the dealership when aninsurance person came in like that with the doughnuts and stuff for in a bunchof cards, and I'm like man, you know, I thought back atthat and I'm like look, so sale it's working. Other salespeople are doingit in other industries, but not enough of it in this one. Nota hell man, not enough at all. You got it. So I'm goingto give you. I didn't tell you, you know, I didn'tdiscuss this with you before, before the call, but where I wanted to. I want to send some of these folks, if they're interested, tocheck out your your programs and your the the vsm selling methology. Man,it's awesome. It did so much for me and it's so interesting and there'sso much I mean what do you have? Like twenty seven free videos? Theycan sign on infl sign up for something? Yeah, exactly. It'sactually grown. The promotion still says twenty..., but yeah, it actuallytakes even brand new sales people through an understanding of really how to sell,the right the right methodology that that works and in the modern world of selling, not necessarily a bunch of old style stuff that's still taught some places outthere. Then there's still some effectiveness in that. But but this is aboutselling in the new world and in what it means and it's effective selling wellanyway. So a lot of I've got roughly about nineteen thousand, yeah,just over nineteenzero followers worldwide. It's reach like ninety ninety eight countries now orsomething like that. And and that's free and that's just they can go toanyone can just go to Tom vancom and there's a I got a link onthere. They can click and get the free video set. I have thelink to all that in the show notes here on the dealer playbookcom, whereanybody can can access that link now, if I'm correct, like for managementand dealers out there, you know, don't you? You kind of likehe had such a unique selling, you know, process that he implemented itin his place, which we told you what he did over there, andI loved it and I, you know, I really believed in it, butI couldn't ever sell my dealer on it. So you got you prettymuch reveal that and and and in detail in there, right sure, man. Yeah, there's no embarrassment. There's that. A lot of dealers havea have a tough time sucking it down and a lot of it is justbecause dealers have been used to doing one thing for so long. Man's andI don't necessarily man mean the dealer, by the way. A lot oftimes it's just managers in the middle, you know, is that is thatthey filed one way for so long and they just can't crack their way fromit and they keep trying to sell their their sales people on it. AndMan, there's a lot of salespeople they get that get pushed a lot ofselling methodology that just doesn't work for them. And Gosh, I see it.I mean it's it's thousands and thousands of salespeople out there, a lotof waste of talent and and so yeah, man, you're right. It's right. At first it's tough for people to swallow it and then some peoplego my cat, it's such it's so common sensical, and I go,I know that it's at it is definitely and it's so easy. It costsnothing to just start and doing that. Start to do that one day too. Well, yeah, you're right, man, doesn't cost you a thing. But but it's a methodology that has to permeate an entire organization. Itcan't be, and I guess some people out there were it's just a couplesales people doing it on their own and they're the superstars and the management justshrug your shoulders and you know. But, but, but it's been an injust about me, man. It's about individual sales people out there thatthat are looking for help that can really turn dealerships into superstar dealerships well beyondwhere they are, just as long as they get the support to do so. Yeah, Tom Thank you so much, as you hear, because I'm noteven going to edit that out. My doorbells are again because my son'sfrom the next or they're waiting for him to get here today, guys.So that's again. That's at Tom Van.

That's via double andcom super easy toget there at. The link will be in the show notes. Tom, thanks a million, man. I appreciate your time. You know it'sbeen I've been, you know, involved and following what you've been doing andengaged with it for a long time and it's got everybody check them out.But Tom, thank you so much for sitting down and we and guys,why I didn't. We didn't go over this selling mythology on this. Iwould have liked to, but, as when I talked with Tom Pre show, it's just a little too long. We wouldn't have been able to squeezeit into you and give you like the full really sink sink in to youand really understand it in the amount of time and just with the audio.So go check out Tom vancom. Tom, I can't thank you enough. BrotherRobert. You got it, my friend, man, keep it,keep it going. Buddy, you are awesome man like you very much.Thanks for that, man. I'll see you soon. All Right, talkto you sooner. Bye, boom. And right there you have it.My friend and early mentor to me when I was in the car industry thatI learned so much from Tom Van. I can't thank Tom Enough for takingthe time. This was on a Saturday when we record this, you know, it's beginning of August. This guy's lot, you know, in thedealer ships every day and also, you know, helping dealers and sales peoplearound the country day in and day out. So the guys got you know,he's dialed in for real. So make sure you go check out hisstuff at Tom Van docom. This is, you know, if you're a manageror you're a higher up or you know you've got some pool in yourdealership, you definitely want to check out the the selling methology that he promotes, that he implemented it into his stores and he saw, you know,amazing results and it's what he teaches his dealers. He goes over at alland unleashes it on to you at Tom Vancom that's two endscom. That'll bein the show notes, of course. Thank you so much for spending yourtime. Hopefully you still enjoyed it. Even though it was just me.Michael was a course here in spirit. He will definitely be here for thenext session of the dealer playbook. Head on over to the dealer playbookcom anythingand everything having to do with this session you'll find there. Make sure yousign up, but don't miss a beat. You know this thing, you cancome right to. You don't have to worry about remembering to go checkit out or, you know, forgetting it and happing to go there anddo a you know, a cram session and listen to a bunch of sessionsin a row. Will hand deliver it to you on a silver platter tosign up for at the dealer Playbookcom I'm Robert Wiseman. This is the dealerplaybook, where we're giving real strategies to car dealers that deliver real results.Thank you so much for your time today and I will see you next week.

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