Power Past the Competition

In this episode, John Latka talks about Buying Signals and how prospects
give them all the time. The challenge is to recognize, respond and use
them to further the sales process or close a deal.

John shares a number of examples along with a story about a sales person
that missed buying signals throughout his interaction with a prospect.

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For more information:
https://www.automotivebusinesssolutions.com/

In today’s episode, John Latka will be talking about Performance
Management and how simplicity makes it easier to interpret and
understand the numbers which represent Key Performance Indicators.

These stats show where your opportunities for improvement are - both in
individuals and in teams.

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For more information:
https://www.automotivebusinesssolutions.com/

In this episode, John Latka talks about customer experience, employee experience and customer service. All three are equally as important and play a major role in the success of automotive dealerships.

Trying to compete on product or price alone is not going to cut it. To stand out, you need to brand your business as being “experience focused” and live it every day by making it the focal point of your company culture.

With all manufacturers building really good vehicles, product differentiation is becoming increasingly difficult. John will share some examples of how to stand out from the pack.

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For more information:
https://www.automotivebusinesssolutions.com/

In this episode, John Latka will be talking about mental ownership through presentation and demonstration.

John breaks down the 3 major steps in the selling and buying process: selection, mental ownership and commitment.

From his perspective, the most important is mental ownership because it’s at that point that your prospect actually buys the vehicle. And if your prospect does not own it mentally, he or she, will never commit financially.

So how do we help create mental ownership? Through a professional walk-around presentation, followed by a professional demonstration drive.

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For more information:
https://www.automotivebusinesssolutions.com/

In this podcast, John Latka reviews some key points in each of the following segments of the HR process: recruiting, hiring, onboarding, training, developing and retaining.

Effective hiring is essential in the world of automotive sales, and John will walk through his proven steps to taking on the right employee for your dealership.

Also hear how to retain good employees by setting them up for success in their career.

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For more information:
https://www.automotivebusinesssolutions.com/

Today’s program is about Closing Ratios.

In this episode, John Latka shares with you how to work smarter, not harder by focusing on high gain opportunities like appointments, repeat customers and referrals.

You’ll hear how closing ratios range from 5% to 80% depending on the source of the opportunity.

John also shares an analogy that compares the M.I.T. Black Jack Team and selling vehicles.

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For more information:
https://www.automotivebusinesssolutions.com/

In this episode John Latka shares with you how to structure a productive and uplifting sales meeting through a standardized agenda that also allows for flexibility of content - if and when necessary. John also shares a case study to illustrate just how successful a sales meeting can be.

Just imagine - people actually wanting to attend, rather than avoid, their next meeting!

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For more information:
https://www.automotivebusinesssolutions.com/

Today’s podcast is about change management & creating a winning culture.

Listeners will get clarification on what change management and a winning culture is. In addition, we’ll talk about visioning – a look to the desired future and the 3 elements at play.

We’ll also hear about 10 things to keep in mind when initiating change along with how to get buy in.

The episode will wrap up with highlights of a case study that resulted in a successful change initiative and a winning culture.

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For more information:
https://www.automotivebusinesssolutions.com/

Today’s program is about improving the odds; through in-game – performance analytics. In baseball, it's about winning games. In retail automotive, it's about winning or closing more deals. 

In many cases, we forget that analytics and people are tied together and how you link one with the other will determine your level of success.

Back in the late 90’s and early 2000’s John Latka started developing simple in-game analytics for automotive sales teams that lead to dramatic increases in sales volume and profitability.

At one point when the numbers were analyzed, the increase was an average of 2.47 deals per month per sales person. Today, our goal, when working with dealers on performance management, is to increase their volume by at least 2 deals per sales person per month.