What Are They Saying . . .
Paul, Great training session, I see a lot of enthusiasm with the crew. They haven't stopped talking about how they feel it will make a huge difference in their rapport building. The future would be even brighter if your follow up included you stating, "What a great group at prestige, an aggressively priced corporate training schedule for them needs to be on my planner" Wow, that would be amazing.
Regard,
Bob Baliatico GM
Prestige Audi / Lamborghini
On Wednesday night after your training I had a customer come in that wanted to buy an SUV. We found an Explorer that fit all there needs. We got all the way through the process to the numbers, and then came to the major objective for them (the payment). The payment was about a hundred dollars higher than where they wanted to be. Of course they made an offer of 299 instead of 399. I went back in with new numbers of 369 plus or minus. I told them that they would be alot happier with there new Explorer than they would be with the 69 dollars a month. They took 5 minutes by themselves to talk about it. Then they said yes. Great closing technique -
Great training!
S.S. CG Ford
Hello Paul
It was really a pleasure to be privy to your expertise. I learned a few things that will certainly help me make more sales.
I had a customer who was to say the least very difficult. She was upside down by more than $7000 and was a level four with Ford and I was really surprised that she got approved with that carry over and no money down. We had a problem with how much she wanted for her trade. We came to an agreement and when she came to pick up her vehicle she informed me that she wanted more for her vehicle because another dealer (********) was willing to give her $1000 more than we were for her vehicle. Well I mentioned to her that she was really fortunate to have her deal approved at 5.9% for 72 months and that I did not believe that ********* could get her a great rate like the one that Ford provided and looking at the real picture the difference in payment was going to be about $20 more monthly and I used your close that "she would get a lot more pleasure out of her new vehicle than the $20 dollars a month she would save with the other dealer." She thought about it and responded that I was right and that she did not consider that at all. She took possession of her new vehicle and is really happy that she bought a Ford. She also called me and said that all her friends at work have complemented her on her new vehicle. Thanks again for your help and I certainly will keep in mind all the things that I learned at your seminar.
God bless you and your family and good selling
N.D. - New and Used Vehicle Sales Consultant
CG Ford
Paul,
I haven't yet had the chance to write a "pleasure pleasure" letter because I have sold every single person since the training. I know a good problem to have! When you told us what was needed I knew alot just made sense and clicked. However, I never expected how much it almost makes the playing field unfairly skewed in our direction. Thank you again.
R.R. - Des Moines CP
I would like to thank you for the training that you did the last two days for our Automotive Group. I have had nothing but great comments about the training from everyone. I thought it was excellent and learned a lot from it.
It was a pleasure meeting you and we will be far better in working and serving our customers because of your training. Thank you.
Gene Gabus
Gabus Automotive Group
Hi Paul: I first wanted to thank you for 4 hours well spent with you yesterday. I have been selling vehicles for nearly forty years and I still picked up some new,fresh ideas. Following is a technique you suggested and a follow up letter I sent to a kinesthetic/visual couple whom I sold when I returned to the dealership after your class. Technique was greeting on the lot of "I can help you" instead of "How may I be of service." Secondly, I made a point of frontal facing with the woman and side to side with the man who seemed to be the meek and mild type. This resulted in a very easy and pleasant growth of rapport with them. They did purchase as I mentioned.
KB - Toyota of Des Moines
Hello Paul . . . First - some notes on a success story.
I had the opportunity to meet some people and to help them buy a car. One customer who was not going to buy for two months, and had a friend who sells Toyotas was convinced to buy from me. It was kind of fun because I switched him to a car that had the additional safety feature of Stability Control. I had him agree about 5 times what a great feature that was to have for him and his wife, and then had him agree another few times on how nice that would be to have him purchase in March. He said, "just a minute, I'm calling my wife" - he's picking up the car today.
My last customer last night was one that I went over the check list with her (your sequencing technique) and she agreed she would buy if I could do all of that - the payment was a little high - so we just took away the sunroof, and then we had the sale.
4 Cars sold yesterday!
I also conducted another interesting survey on my own the last two days to see if people are visual or auditory - I asked the question, "would you rather have to loose your eyesight or your hearing?" If they said hearing - they are visual. If they said eyesight, they are auditory! It worked every time.
Thanks for a great class.
T.I. - Toyota of Des Moines
Dear Webb,
The other day Mr Allison came into the dealership and said, “I came in to see some cars.”Let me show you some “I said,: follow me “ We went out on the lot. I then asked,“have you seen anything you’ve liked so far?” He then told me of a red Civic he saw somewhere at another dealership. I said,”That's great . . . I have a red Civic also. Let’s go look and see if it fits your needs?” He responded “that’s great, lets go look. If I like it I’ll see about buying it . . . all else equal . . . I’ll buy it from you, the other guy talked too much.”Needless to say Webb he bought the car. He was a Visual customer and I didn't talk. Great training.
Thank you,
JG - Rockingham Honda
“Excellent speaker! Excellent content! Lots of practical applications.”
A.W. – Carter Chevrolet
“Paul Webb is a great high energy speaker. This was the best session at the convention this year!”
T.S. – Duncan Ford
“There was an increase of 15 units per week after the 3rd week, for a combined increase of 45 units, representing additional profits of $54,000 to the dealership.”
Ted Pyle - GM – Walters Auto Group
“Without exception, everyone who went through the program has told me that it was the best they have every seen. Watching them actually use the techniques you taught them is pure delight!”
B.F. – Paradise Chevrolet
“Dealers are still calling me with positive comments.”
D.A. – 20 Group Facilitator
"It's exciting to have accessibility to your training material over the internet."
- Brenda Barta - Sales & Leasing - Ford Motor Company - I.T.S., Inc. Graduate
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Mercedes-Benz CPO 20080-2009 Two Day Bootcamp – 14 City Tour Graduates
“This was a terrific course.The whole team did a terrific job.”Bill Z. – Ray Catena MBenz
“This course, primarily presented by Paul Webb, was on of the best I have ever had the pleasure of attending.Both MOTIVATIONAL and EDUCATIONAL . . . OUTSTANDING.Thank you for a product worthy of Mercedes-Benz.” Ralph H.Pembroke Pines
“Without a doubt, the best and most informative training class I have ever attended.” – Richard M – Pembroke Pines
“Please add additional seminars/training for my sales staff.This was on of the best courses that I have ever had the opportunity to take part in.THANK YOU AGAIN.” Herb S – Loeber Motors
“This class was on the money.” Ray A
“Good Coverage form A-Z!” – Mercedes-Benz USA Market Manager
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Hi Paul,
I have an excellent story regarding the usage of knowledge of the V.A.K. program.
I had previously met the husband of a couple to discuss ordering a new Porsche Panamera for his wife. He wanted to talk about facts and figures and hear about the car.So we sat at my desk and discussed it at length.When he came in a few days later with his wife to sit down and talk about ordering a car for her (birthday present) we started to review everything that we had discussed on his last visit.( Again, just sitting at my desk). I noticed that his wife was getting a little annoyed and impatient with the conversation, and actually suggested waiting to order until she could see the car (which won't go on sale until October 17th).That's when the light bulb went off-she was a visual person.
I immediately stood up and asked them to follow me to see some samples of exterior and interior colors. Fast forward 1 1/2 hours and they were signing a purchase order agreement and giving me a check for $10K as a partial payment for us to place the order!
Thanks for the training.
Christine Clarke
The Porsche Exchange / Audi
Paul I just wanted to express my deepest gratitude towards your training. I've had some of this before but the whole pinching and reminding ourselves of our own greatness. I have been great at everything I've done so I never needed a reminder but that has helped out so much I can't explain it. The other thing that has been working for me is the "...I was looking to pay X amount on a used car; well this is the price we are able to sell this at, if you're looking for a bigger discount try our new vehicles..." and so on. Just wanted to say thanks brother. Hawk
Thank you very much for the GREAT training class with Audi of America in Boston MA on 6-10-09... It has and will continue to make me a better man... Barry Bryant, Penske Automotive Group
Paul,
Thank you for visiting SouthBeach and training our group. I believe I speak for the group when I inform you that we were all impressed with the amount of information we gained from you. I’m sure you realize that most of the time, we have a decent knowledge of the information provided. This was truly unique, and informative.
I am interested in learning more about your company(s), and how they might benefit mine.
Thank you in advance for explaining your program, showing me how it will work, so I feel comfortable proceeding!
Pat Fischer
President
Pat Fischer Chevrolet
Pat Fischer Nissan
Mr Webb,
I attended your training seminar with Jack Anderson this past week in Las Vegas. I wanted to let you it was the greatest training experience I have been through. I have a great passion for the automobile industry, especially the pre owned department. The techniques we covered are what I am going to try to make my foundation for my future with this company. I was greatly impressed by the entire seminar and look forward to seeing you soon.
Best Regards,
Chuck Hardy
West Herr Automotive Group
FordHamburg, NY
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Hello Paul,
My name is Hank Abb. I attended your Sub Prime seminar on 10/14/08. I am in charge of our internet site at Symdon Chevrolet – Pontiac. I signed up for your seminar to learn a little bit more about sub prime lenders and issues. You had mentioned that you have a list of sub prime lenders in our area and which ones are buying and how often. This would be something we would like to check into. Is it possible for you to give some direction as to where I can find this information?
On another note. You told us a story about how men and women communicate with each other and how we communicate differently if it is male to male or female to female. I had a couple at my desk last night when I got back and I figured what the heck, I would give it a try. I squared my shoulders to the female and looked her in the eyes every time I spoke and I would turn my head to the male every so often. You were right!! I had this ladies full attention and we actually had a great conversation.
To make a long story short I had told my dealer principal your story and he laughed out loud and said that is really true once you think about it. I also told him it worked for me as well. I will be doing a short training session with our staff as well.
Thanks again,
Hank Abb
Symdon Chevrolet – Pontiac
Paul, I went through all your training material online.I found it very informative. I hope there will be more training on line in the future. Thank you.I found it to be great.
John Bryant
General Sales Manager
Riverhead Bay Motors
Webb –
There was and increase of 15 units per week after the 2nd week of the 3-week Sales Masters in-dealership workshop . . . for a combined increase of 45 units, representing additional profit of $54,000 to the dealership.
Ted Pyle
Walters Porsche – Audi – Mercedes-Benz
Riverside, CA
When a dealership hires Paul Webb Training for New-Hire Recruiting – they will issue a business card showing Paul Webb as the training director to assist with hiring and training. Here are a few dealerships that have used that service:
Person Ford / Kia
Peyton Cramer Ford – Lincoln Mercury – Infiniti – Jaguar – Volkswagen – Acura - Mazda
Cerritos Pontiac Buick GMC
Toyota of North Hollywood
Hansel Ford
Performance Nissan
Peyton Cramer Ford – AutoNation
Don Kott AutoCenter – Ford Lincoln Mercury – Isuzu – Chrysler – Jeep – Hino - Kia
Hi Paul,
Thank you so much for the entertaining seminar on Neuro-linguistic Programming, in Hawaii. I absolutely get it and have started to take to our managers and show them the difference in our people. We are all about the presentation at our store and I have always had a problem with “follow me”.
Any ways, you had mentioned that you would help write letters for follow up. I am looking for 3. the “thank you for your visit” the “thank you for purchasing” and “The happy Anniversary”. Do you have one or three that I could adopt? I would greatly appreciate it
Thank you,
Brad Brotherton
Brotherton Cadillac Buick Pontiac GMC
Renton
Paul, first I would like to thank you very much for all of the information that I received at your seminars.It was very Rejuvenating and has helped me very much.
You referred to a DVD and 85 objections that would be provided to managers.I have not found any one who has them. I was wondering if you could send them to me.
Thanks again for everything
John Palmer
Sales & Leasing Consultant
Zimbrick Main Lot
Webb, Here are the 3 tie down questions that I owe you.
1. The 2006 Saturn Vue has a self adjusting rear view mirror. What means to you is that you will not get blasted by someone headlights if they have there bright lights on. Wouldn't you say thats convenient for driving at night?
2. You talked about safety being important. The 2006 Saturn Vue has optional Side Head Curtain Air Bag. Wouldn't you agree that's a great extra level of protection in a side accident?
3. The 2006 Saturn Vue 6cyl front wheel drive gets 28 hwy / 20 city. With that fuel economy could you see yourself saving money on gas?
Tim Normoyle
Saturn of Rockford
Paul,
Enjoyed your training very much, and felt this class tied it all together. As I am new, this was just my second class so the previous one left me a little overwhelmed.Could you e-mail me the list of 85 objections, and also copies of the quote of the month club, and pleasure/pleasure letters, so I can make sure my consultants are using them.
Again, thank you for the new ideas, and learning opportunities. ( I should mention I have been doing this for 32 years, the last 20 in the same dealership before switching to Zimbrick)
Sincerely,
Mark Mostrom
Sales Director
Saturn of Madison
Paul:
Attached is the letter we created at Nissan Eastside to fit on our pre-printed cards. These notes are easy to complete and send using Microsoft Outlook "mail merge". Thanks so much for the useful training. We all got a lot out of your class it was fun and informative.
I look forward to our next session.
Thanks again.
Thanks, Together, WE CAN do it -
Theodore (Ted) L. Pittman, III
Zimbrick Eastside: Buick & Nissan
Webb,
Good afternoon. I hope that you can help us with an issue that we are having. It's regarding a question on our Acura customer satisfaction survey. Our customers are not scoring us highly when asked about their satisfaction with our explanation of features and controls. We are kind of between a rock and a hard place. Sometimes our clients prefer a very short (just toss me the keys) delivery and other times our deliveries have great detail. Sometimes 2 1/2 hours. We have plethora of information to provide our customers but it can be overwhelming. Regardless if we give a little information or all the information, it seems that a number of our customers rate us with less than a "5". Our guests are typically take charge people who don't necessarily like to be told things and may not always want to ask. So we were wondering if you could assist with any word tracks that might help us in setting up a custom tailored delivery process with our customers. We want to ensure that we are addressing the needs of our clients, respecting their time constraints, all while creating a proper delivery experience that will prompt a survey response of "5". We are looking for wording that could be added to our delivery process, and used by all our consultants in setting up their deliveries.
Brian G. Bennett
Zimbrick Acura Sales Manager
Hello Mr. Webb,
Thanks very much for your time and interest yesterday.
It was my pleasure seeing you speak. An even greater pleasure would be to hear you say, "Andy, give me 20 minutes and we'll take away your fondness for McDonalds food. It looks like a good idea, and I'm looking forward to seeing you soon." To hear you say that... would be wonderful!
Need help, please call. Your complete satisfaction and loyalty is my future.
See you soon,
Andy DennisInfiniti of Madison
Paul,
I wanted to express my sincere gratitude for your training session.I've been utilizing the view points and have had great success. I anticipate our next meeting on September first and look forward to hearing you say "Zimbrick Incorporated is by far the best company in the world!"
Respectfully,
Nate Schmidt
Hyundai Sales Manager
Dear Webb,
It was a pleasure meeting you last week during the first of our 4 sales training classes! An even greater pleasure would be to hear you say, "Congratulations, you have mastered the techniques I have taught you.Your're a real natural."To hear you say that would be wonderful!
Sincerely,
Karin Gaines
Hi Paul,
It was a pleasure participating in your first training class. I was able to see many opportunities I may have missed by not watching for the signals I can get from everyone I meet. An even greater pleasure would be to hear you say, "You have mastered the concepts of my program, and I see you becoming more successful in every aspect of your life as a result."
To hear you say that....would be wonderful!
Thank you,
Jim Cox
Zimbrick Honda
Webb:
Thank you very much for the time and energy that you spent with us this week. The feedback has been very positive towards the training and people are looking forward to your return.
Thanks again,
P.S.
I'm looking forward to the DVD. Please send it to this address:
Thor Gilbertson
Zimbrick Inc.
Hello Paul,
Thank you very much for having me in your class yesterday. It was a real pleasure to attend a class that not only gives me valuable tools and information for use in my career but in my personal life as well. I'm going to be a father within the next few weeks and hearing your insights into how to more effectively communicate with my child and help them grow and develop more quickly meant a great deal to me. I'm sure this will help me be a better father and husband, and a better sales consultant to boot!
What would give me even greater pleasure would be to hear you say, "That's somebody who got the most I had to offer out of that course and has made the most of it." I look forward to seeing you again in the coming months and continuing what we started. Thanks again!
Best wishes,
John McClellan
Saturn of Madison
Hello Webb,
Great workshops! Your delivery was Teerriifickk!
Can you send the NLP video, "Quote of the Month" and "Pleasure, Pleasure" prospect letters to me. The dealership is Acura of Brookfield. Our top box is overall satisfaction.
Thanks again for time well spent this week.
Peter Agnello
Sales Manager
Mr Webb,
I will be sending e-mails later for the free letters and the DVD, but in the mean time wanted to drop you a note while this was still fresh in my mind.
To be brief:
1) Thanks for a great seminar for managers today, I look forward to executing some great ideas I came away with
2) In the future, when you have completed your NLP training, another way for you to market yourself to dealerships with healthcare costs going through the roof, you could take a day to meet with salespeople, technicians, and office staff struggling with tobacco addictions, and get them off of it. Just a thought.
Thanks again, and I will see you Wed in class
Sincerely
Josh Tregoning
Infiniti of Madison
Hello Paul,
Can I get an email copy of you presentation. I was at the St. Louis event at the Doubletree on October 21st. Also, I would like online access to your website. The training was excellent.
Thanks,
James Mercer
Account Executive
Protective
Mr. Webb, thank you again for taking the time to present The Sales Masters Workshop to our group. I found the training extremely useful yesterday as I was meeting with a customer who continually doodles on paper as he is speaking. I had an ahh haa moment when I discovered that I was dealing with a 'visual' and new how to act accordingly.
At your convenience, would you please forward the user name and password to your web site?
Make it a great day
Tim Blochowiak - South Division Vice President
Protective
Webb:
My sincere thanks for making a long day of travel to and from LA worthwhile 10-fold. The CPO seminar was very professional, educational, and most of motivating.
My sales team already is implementing the Pleasure/Pleasure Follow Up Letter and I can tell they are feeding off the positive energy I came back to the store with after attending the class.
Best Regards,
Ryan Dohogne
PORSCHE NORTH SCOTTSDALE
LUXURY 101 PREOWNED
PENSKE WYNN FERRARI MASERATI
Hello Webb,
I greatly enjoyed your training session with us in Kalamazoo, MI. I was the guy that talked to you about my background in education and now I am the Director of Talent Development and also do a large amount of recruiting. Can you please send me anything you have regarding recruiting people for this industry? You had mentioned some blind ads, word tracks for the car business to alleviate the fears of sales, and a recruiting packet with pleasure pleasure letters for follow up on interviews with top talents.
I talked to Glenn yesterday and here is a quote from me…..
“I have spent over 10 yrs in education as a teacher and principal and we spent a lot of time focusing on multiple intelligences and learning styles with children. Paul Webb does a great job using his energy and passion for the business world to relate VAK to business and directly car sales. His excitement for making change is contagious. I left the session with many great, practical ideas to implement right away to help me become more successful and make more money!”
Mike Van Ryn
Director of Talent Development
Harold Zeigler Auto Group
Webb,
Hello from Al West Chrysler -Nissan. Your training methods are very effective and I thank you for that. I have been using every bit of it. The prospecting tactic you taught us was especially helpful. I should have a flyer in all 500 paychecks at our local Wal-mart store in a couple of weeks. I was also invited to attend their weekly meeting to teach better communication and hand out my business card. If that isn’t a busload of ups or what?
The reason for my note is I wanted a recommendation on NLP books. I have found so many I don’t know where to start. I would assume that Grinder and Bander are the first authors I should look at. They just have too many titles to look at. I read a lot so I need something that isn’t too dumbed down. But I don’t want to want to start in the middle of the evolution of the theory.
Thank you for any help.
Sincerely,
David West
Hi Paul,
Once again, you were excellent!
Joe Verde was my favorite, but you are by far much more effective, exciting and right on the money with your training. I could have listened to you for another week. I was motivated to a new level and your training has gotten me re-focused.
Thanks again.
Please email me the BDC manual and any follow up and prospecting letters and emails with embedded commands.
I will put it to great use.
Thank You,
Steven Siomkin
Steven Siomkin
NIADA.TV RELEASES END OF YEAR VIEWERSHIP/RATINGS REPORT
Paul Webb’s “Street Smart” Sales Training series, one of six monthly special programs on NIADA.TV, took top viewing honors in 2008, with over 24,457 video views throughout the year.
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Dear Paul,
Due to your professional and customized style of training, Peyton Cramer Ford has won the Presidents Award from Ford Motor Company. This letter is to acknowledge your efforts and to say thanks.
It is an overall team effort for a dealership to win this prestigious award. Your participation as Director of Training for the past year and a half has been a key ingredient to our team winning.
Your enthusiasm and attention to detail will be missed as a full time co-worker.
I wish you great success in promoting I.T.S. and it's services.
Please feel free to use me as a reference. I know when a company invests time and money in your system of selling, productivity will increase.
Sincerely,
Jeff Zwerling
General Manager
PEYTON CRAMER FORD
TORRANCE, CA
Paul, thank you for the great meeting, everyone said it was the best speaker we have ever had. I will send you the agenda and you can pull the roster out of it. I am still in Vegas and do not have my normal things on hand.
Paul West
NADA 20 Group Facilator
Paul: I wanted to thank you for the training this past month. I use the VAK method and the embedded responses often.Thank you for the free password to your web site as I have gone back and watched section 8 sales masters a few times since our training. Is there a section that covers the second lecture you gave us at Audi? I would like to review that as well. Thanks again,
Bob Pope
The Audi Exchange
Paul,
The training yesterday was GREAT! I can see (V) how this will impact my life as well as my staff. You touch (A) topics needed in today’s economic status. And you make everyone around you feel (K) important … NICE!
I look forward to seeing you in our store!
Jason Perry
Sales Manager
Audi, Mercedes Benz, Porsche
Autohaus of Sylvania
Hello Paul,
My name is M. N. I am the Sales Manager here at W. Imports. I attended your workshop at NADA in Las Vegas, your workshop at the Vermont Automobile Dealer meeting, and most recently at W. Motors Tues. Myself and my entire team have been viewing your online training as well. I have got to say I am completely sold on all you teach. What I immediately incorporated in our sales process was determining how our customers process information (V.A.K). We all know what to look and listen for. Once we determine this we circle the appropriate letter which is now on every sales consultants worksheets. I noticed right away that the sales consultants were able to build more rapport with the customers that were at the store, and the appropriate words/methods to use during follow up. We are currently practicing the feature/benefit/tie-down questions as well, with flash cards/ roll playing. I will continue to use your training with my entire staff. Thanks for all the great ideas!!!
M.N. - Sales Manager / W. Imports
Paul,
I really enjoyed your portion of the seminar in Las Vegas this week. I just returned to the office today and it hasn't taken long for me to come up with a story to share where I used what I learned about NLP.
I was sitting in my office today and a customer walked into the showroom and told the receptionist he wanted to talk to a salesperson. This gentleman was in his 60's and dressed in very casual clothing. After one of our sales staff progressed through our steps to the sale, I was asked to appraise the trade. Upon inspection of the vehicle I found it in good shape, but a little dirty and a fast food bag from breakfast still in the passengers seat. I also noticed that the guy had a HAM radio mounted in his car with his call sign taped to the dash. It seemed everywhere I turned I saw sign after sign of an auditory processor.
While penciling the deal with the salesperson, I gave him a brief rundown of the three people types. I promised to give all the sales staff more information as soon as possible, but in this case I just asked him to trust me. I told him to go back with the trade offer and say "I'm going to TELL you what we came up with." I also told him to tell the customer the numbers and NOT point to the deal sheet.
After a similar brief discussion with the finance manager and instructions how to proceed, the customer was turned over. In just a few minutes, we had a deal!
Now I don't know if we could have achieved the same results without employing the techniques I described, but I know it didn't hurt. And, it sure was fun to do!
I look forward to the information you are going to email and to sharing more of this knowledge with the staff.
Thank you,
T.D. - Gen. Mgr. / E.D. Subaru
To:Paul Webb
Now here is the story of how it worked for me:
I greeted a V/K customer (Jay S.) on Monday ... he said he was there to "just look" at the cars, that he "saw" our commercial on TV, and that he couldn't "picture" himself in this nice of a car (he mentioned how surprised he was that it was more affordable than he had expected). He was currently driving a Toyota Celica. He also said he wanted to improve his "image" ... he's starting a new photography business (how much more visual can you be than a photographer)but didn't think he deserved this yet. We went on probably one of the quietest test drives ever, then I invited him in to "look" at the numbers to "see" if they made sense for him. After a brief "tour" of our dealership, he asked for the out the door cash price ... after going over the numbers and the extended warranty info with him he wanted to "look" at the car again, while we were standing next to this beautiful 2006 Jaguar S-Type he again said he didn't think he deserved it ... I asked him what does a successful photographers car "look like" ... he pointed at the Jag and said "It looks like that". Guess what, He is the proud new owner of that car!
To recognize the clues as to how people buy did make a huge difference and I believe helped to make this sale!
I appreciate the tools I have been given and look forward to improving these skills.
Again, thank you ... this is probably the best and most useful seminar I've ever attended,
E.M - JaguarLand Rover V.
Good day Paul.
I sat attentive in your class and watched how you weaved a "webb" that encased me and had me succumb to an ideology foreign to what I had been taught. It wouldn't be until a week later that I would get the opportunity to use that knowledge to its fullest.
I had a repeat customer call me that I sold a vehicle to his fiancee, he wanted me to take a look at the numbers on his trade and see what we could do on a new car. I called him back and told him to come in because the trade numbers depends on how the car looks and that I would be sure to take care of him.
He showed up a few hours later and everything went like clock work. I didn't tell him anything but put everything on paper or showed him on the vehicle or in a book or the inter-net. I sold the vehicle despite his fiancee being against the purchase and he likes me better that he did before. More importantly he trusts me even more than the previous sale.
B.H. AT Autos / "How To Sell Using NLP - Visual - Auditory - Kinesthetic Workshop"
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Porsche of North America – CPO 10-City Tour 2007 Graduates
Webb,
Thanks for the great class. Your information and the presentation is excellent, and I’m sure having attended will benefit me greatly.
Please send me all the things you spoke of on yesterday.
Thanks and best regards,
Steve Huett – Tom Williams Porsche
Paul,
I wanted to send you an e-mail and express my appreciation for the pre-owned vehicle training you conducted for us in Chicago last week. Before joining PCNA I was an independent in-dealership consultant and stand-up trainer for 10 years, and I have seen - and worked with - the good, the bad, and the ugly. I believe you may be one of the very best I have had the pleasure of sitting in on. I learned a lot and I'm even looking for more.
You had said that if we sent an e-mail we could get access to some of the online training modules, and things like :
A calculation for "costing" the per-day price of holding a pre-owned vehicle on the lot.
Pleasure / Pleasure Letters
Various Stories (Pile Story and Ski Story)
Information on your "Trade Walk" process,
and other pre-owned sales tools.
I would appreciate access or e-mails on some of those tools, and again, thanks for your time last Thursday!
Brian McNulty
Dealer Business Consultant
Porsche Cars North America
Paul,
I want to thank you for your insight into our business. I thought it was very helpful and extremely beneficial. Again I apologize for being late but it was beyond my control.
You had mentioned about getting a log in to take the course on line, as well as getting your letters of follow up for myself and my sales associate Bill Hotchkin, plus all of the other information package that will make me and my staff a much better sales organization.
Any tips on sending out emails to clients wanting pictures of our cars?
If I can I would like to contact you again in the future.
Thank you again!
Sincerely
Gene Hauck
Sales Manager
Fred Baker Porsche
Paul,
Thanks for the training meeting last Thursday I took away a lot of good information, please forward me the complete packet of information and web site tools.
Thank you,
Ed Pasquale
General Manager
Ken Garff Porsche / Audi / VW
Webb,
Thank you for your workshop in Denver on 14 December. I spent 14 years in the Food Brokerage Business attending hundreds of hours of "training". I took away more from your 8 hour class that any single workshop I have ever attended!. All this with you having no voice. Will you kindly send me the agreed upon items (DVD, pile story, Power Point presentation, Audio Track #5, audio as well as the copy for " aerodynamic design, break away motor mounts..." If you will also send the Pleasure/Pleasure letters for my name (Mark Boyer) I will adapt them for the others. Thank you again.
Mark Boyer Ken Garff Porsche
Greetings Paul “I CAN HELP YOU!”
Thanks for putting on such a great CPO class for us in Denver, I hope your voice has recovered.
Please send us the DVDs and the Pile Story as mentioned in class. Also here is a list of Sales
Consultants, and if you have suggestions NLP books that would be great!
Thanks,
Doug Drake
GSM
Ed Carroll Motors
3003 S. College Ave
Fort Collins Co. 80525
Paul,
I wanted to take the time to tell how much I learned and enjoyed your class, after 20 years in the car business I still realize that you can never stop learning. Again thanks to you.
Thanks
Oscar Smith
Paul,
I enjoyed the insight you provided to us in Atlanta. You are a very inspirational person. I have been in automotive management for 16 years with over 7 manufacturers, and I must say Porsche uses the most tallented and knowledgeable people available. I found the NLP and VAK information very interesting and useful for all personal interactions that we have.
Thank you for taking the time to provide us with all the additional support materials.
Have a Merry Christmas and Happy New Year.
Sincerely,
Bill Smart
Furrow Automotive Group
Webb,
It was a pleasure attending your training in Atlanta on Tuesday. It would be an even greater pleasure to see an email from you with your 86 objections, mileage script, pile story, blind ad, and letter templates for my salespeople.
Thank your for brightening my future, and I look forward to seeing you again.
Respectfully,
Charlie Schieren
Sales Manager
Leith Porsche
Paul,
Based on what I heard and the materials that we reviewed, I can now create positive changes with my team!
The training was excellent. I’ve expressed my thoughts to Fred Adamczyk as well. We can apply 98% of what was presented immediately. Please send me everything you can. I need the sales letters especially. I’ve also spoken with Braman’s Director of Sales; Steve Grossman, about you doing a company wide training. He will contact you soon.
Thanks again,
Sid Barron
General Sales Manager
Braman Porsche Palm Beach
2901 Okeechobee Blvd.
West Palm Beach, FL 33409
Paul,
Hello, my name is Wallace, I can help you.
I wanted to Thank You for a fantastic training course yesterday. I have been in the business for 23 years and your class is by FAR the BESTI have EVER attended. I learned several new things I can and will use every day. I am very interested in learning all I can about NLP and the use of VAL techniques. I may bother you from time to time to find study material. I started applying it last night with my wife.
You said to send the names of my sales staff to get the follow up letters.
We will start using them immediately and let you know the results.
Basil Massey - Client Advisor
Steve Potter - Client Advisor
Doug Stemple - Client Advisor
Tom Ditzig - General Manager
Wallace Higginbotham - Sales Manager
Tom and I talked about your course all the way back to Hilton Head and I have been sharing the information with my sales staff as well as service.
Thank You Again for an eye opening day,
Wallace Higginbotham
Sales Manager
Porsche of Hilton Head
Webb,
First let me tell you how much I truly enjoyed your class yesterday. It’s really opened up my eyes to many ways to become a more effective manager. I have 4 sales people that will benefit from what you’ve taught me. Also, would you be so kind as to e-mail me “The Pile Story”, a PDF of the workbook as well as the presentation, “The Mileage Story”, and the walk around video that you showed us some clips of, as well as anything else you feel could help my team become more efficient? Thank you again for your time yesterday, It was well worth the trip to Cleveland
Sincerely,
Timothy Denstedt
Sales Manager
Howard Cooper Import Center
Porsche, Audi, VW
2575 S. State St
Ann Arbor, MI 48104
Paul,
Well, it’s truly amazing. The day after I got back I started sending the pleasure-pleasure cards to my prospects that I’ve had into the dealership and a customer called me today and said he’d like to do exactly as my card stated, to call me and tell me as the card read, “Mitch, let’s go ahead with the Boxster.” Wow!!! That was so cool to get that phone call-----thank you!
Thanks, have a great night!
Mitch Schneringer
Porsche of Omaha
Part of Woodhouse Auto Family
Hello Paul...
Thank you for providing insight to the selling process, specifically VAK. I did respond to a 'visual' showroom up in kind yesterday. Also used your suggestion about suggested responses highlighted by quotation marks in my follow up email to them.
Thank you.
David Mathews
Mercedes-Benz / Porsche Sales
Concours Motors
Paul,
As I am sure that you will here this from every one that attends your class… Wow, I can’t say enough. I love tune-ups! I am in need of your power point presentation, used car silent appraisal, and any other paraphernalia that you can send for my “Daily Shift Meetings”
Again, many thanks. I can not wait to attend and or bring you into our facility for a major tune-up!
Have a great day
Jason Perry
Porsche of Toledo
Paul:
Thanks for the great Porsche pre owned sales manager course in Chicago.
Could you please send me whatever other materials you were talking about that could be sent, including the appraisal DVD?
Greg Moisley
Porsche Approved Sales Manager
Pfaff Porsche
101 Auto Park Circle
Woodbridge, ON L4L 8R1
CANADA
Paul,
Thank you for the seminar yesterday. I learned a lot not only about the car industry but something’s about myself. Please forward me the info we discussed in the seminar to Joe Rizza Porsche, attn Aaron Zielinski.
Thanks again.
Aaron
Joe Rizza Porsche
Paul,
Thank you very much for the great seminar yesterday in Chicago. I look forward to implementing your strategies into our dealership. I look forward to receiving more information from you in a response e mail (pleasure-pleasure letters, power point presentation, etc, etc).
I’ve already started listening to the tv and radio shows to determine if the messages are being conveyed V.A.or K. This was my first formal pre-owned car inventory training and I truly enjoyed it. Myself new to management, as we are a new dealer, I enjoyed learning from you and also listening to others’ dealer stories.
My immediate implantation plans:
Salespeople:
Start Cars
“I can help you.”
Customers:
Classified Liners
“Left side of Paper”
Inventory:
Turn more important than gross
Prices/miles in ads---not both.
Thanks again, I’m looking forward to a more prosperous future in pre-owned cars.
Mitch Schneringer
Porsche of Omaha
Part of Woodhouse Auto Family
6625 L Street Omaha, NE 68117
Paul,
Good talking to you ... I appreciate your energy....
The guys from my Region that attended:
Michael Scaffetti = Concours Porsche - Milwaukee
Jack Porwoll = Maplewood Imports - Maplewood, MN
Dave Kummer = Zimbrick - Madison, WI
Aaron Zielinski = Rizza - Orland Park, IL
Tony Koralis (SP?) = The Exchange - Highland Park, IL
George Christ = Porsche of the Fox Valley - Appleton, WI
Mitch Schneringer = Porsche of Omaha - Omaha, NE
Canada
Greg Moisley - Pfaff Motor Cars - Ontario, CA
PCNA affiliates:
Nicole Adams - PDMS Representative
Kirt Shore - Region Parts Manager
Judd Blunk - Region Manager
Thank you,
Judd Blunk
PCNA
Mr. Webb,
I enjoyed your presentation at the Ritz-Carlton on July 19th, 2006.I appreciate the level of professionalism and intensity you brought with you into the room.(Like it is said, “the material might be routine for you, but it was the first time for your audience”.) It came across as personalized material with great interaction. Bravo.
There was a lot of great content I can use to make a difference at my dealership.You had mentioned that if we requested some additional materials, you would be able to provide some.I am asking for any and everything you have available.I would like to absorb from your experience and hopefully push the needle at the dealership I work at.
Thanks in advance,
Ben Schroeder
Used Car Sales Manager
Porsche Sales Manager
Circle Porsche
Long Beach, CA
Dear Paul,
All I can say is EXCELLENT class and I learned a lot!!! Thank you for the opportunity to attend!!
Again, the workshop was excellent and I learned quite a bit in it. Thanks as this will indeed come in handy in the months ahead!!!
Brian Omatsu
Internet Fleet Manager - Porsche
RUSNAK/PASADENA
Hi Paul,
Thank you for the valuable information at the Porsche meeting in Marina Del Rey. The VAK was very interesting and completely makes sense.
I have done the VAK test with my sales staff….here's what I found.
Hans Ulsrud V-10 A-11 K-11
Amit Khosla V-8 A-10 K-6
Vincent Ho V-10 A-14 K-8
Robert Burgess V-10 A-13 K-13
Jimmy Lin V-12 A-9 K-7
Antje Grey V-12 A-10 K-12
Luba Beley V-12 A-8 K-11
Myself V-13 A-10 K-8
A question….Are there any of these that are "easier" to close than the others, or is it just a matter of relating better to them?
I will also take you up on your offer for the customized responses and a copy of the PowerPoint presentation you made.
Thanks again Webb for the great info…it will certainly help us to work better with our customers on a daily basis.
Cheers,
Chris Plater
Sales Manager
Downtown Porsche
265 Front St. East
Toronto, Ontario M5A 1G1
Paul -
Just wanted to say thank you for a great day. Life changing stuff !!!!!!!!!!!!!!
When is the next one?????
I will be e-mailing you a complete list of all the salespeople asap
Thanks again
Paul Percell
Beverly Hills Porsche
Paul –
Great meeting!
When you have a minute – please forward me the 18 letters we discussed and any and all info I can use to improve… the more the better and I will sift through.
Nothing would please me better than to hear you say “Wow Bill – Great job!”
William Gibb
General Manager
Inskip AutoMall – Porsche – Bentley – Audi
United Auto
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International Training Solutions, Inc. – Corporate Accounts
"Paul H. Webb is an outstanding orator and business motivator. Paul’s “7 Keys To Success” program was an outstanding success and motivating experience for our Ethan Allen design staff. We highly recommend Mr. Webb to any organization that may be in need of methods of selling techniques and brain storming to motivate their staff into the next phase of operation."
Tim M. Brown – Owner – Ethan Allen
"It was a mind-expanding experience being in your seminar last week. I learned valuable communication skills and am very excited to report that I am actually using them on a daily basis."
Nancy O’Toole Ph.D.
"Please feel free to to use me as a reference. I know when a company invests time and money in your system of selling, productivity will increase."
Jeff Zwerling / General Manager - NorthCounty Ford
"In my 38 years of being in the real estate business, I have never experienced more excitement than from those attending your course."
David Pitts – Owner, Pitts & Bachmann Realtors
"Just a note to thank you for your presentation at the Medical Staff Leadership Conference. The material was very well received and most of the group was still buzzing about it at dinner."
Robert A. Reid, M.D.
"Thank you for your presentation to the Goleta Business Forum. We look for informative, interesting and inspiring speakers. You delivered on all counts."
Judy Pirkowitsch – American Express
"The overall feedback at the conclusion of the session was a unanimous - thumbs up!"
Kevin Smith / General Sales Manager - Newport AutoCenter
"I just wanted to let you know that I used what we learned in your course on one of my customers who was in need of a cellular phone. To my surprise it was the easiest sale I have encountered and my customer was very content. He has sent me 3 referrals. Thanks."
Al Campbell, Jr. – Global Cellular
"Again, thank you for the training. I really appreciate what I took from your course and apply to my daily life situations."
ChadChurch – Sr. Loan Officer – Unicor Funding, Inc.
"Watching them actually use the techniques you taught them is pure delight."
Bob Fisher / General Sales Manager - Paradise Chevrolet & Geo
"Just wanted to let you know that I have received dozens of positive comments. I was told you made a difference."
Jerry Heuer / District Senior Vice President - AutoNation Retail Group
"On behalf of myself and the sales representatives at Class Travel, we would like to extend our appreciation for your input into our sales efforts. Your training was beneficial and very practical in an immediate manner."
Marc Radow – President, Class Travel
"Thank you for your presentation at the Staff Retreat on Monday. I have received numerous comments from staff about how interesting they found the subject, and how well your presented it. I agree, your presentation was the high point of the day. The information you provided is definitely something that can be used by staff in improving communications and rapport, which as you know was the focus of the day. I look forward to another opportunity to have you appear before our staff in the near future."
Richard C. Johns, Parks & Recreation Director – City of Santa Barbara
"Every session has been informative and interesting. You certainly know how to present information in an exciting format that is easy to understand."
Marc Chytilo – Chief Counsel- Environmental DefenseCenter
"The presentation was fantastic. From now on I will certainly be careful about who I look in the eye."
David L Krehbiel – Anderson, Krehbiel, McCreary & Bryan
A professional Law Corporation
"We have used various trainers and I can say that your approach and technique to the system of selling in the auto industry is probably the best that I've seen in our dealership."
Ian Hovey / General Sales Manager - Toyota of North Hollywood
"Your 'pattern purchasing' model has delivered the most tangible, positive results to date."
Steve Cacela / Corporate Sales - Lexus of Oakland
"The day following your presentation a student’s mother came into my office and demanded, “Who was yesterday’s speaker?!”. Her tone set me back a little but as she explained, I was relieved. Evidently, her son never shares anything about school but came home excited to detail everything about your talk and what it meant to him. She was very grateful. I heard several other favorable reviews also. Thanks for your time and energy."
David Boyle - Middle School Principal
"Making a list and uncovering needs hits right on target. That one portion of the program has closed more deals and easily paid for the program."
Avi Menashi / Sales Manager - Honda of Woodland Hills
"I'm proud to say that since the beginning of the year, I've been averaging $7,000 per month in new car sales commissions, which is beyond my expectations for my first year, especially since I've never sold cars before. Again I thank you very much."
Mike Tjong / Sales Associate - Peyton Cramer Ford
"Your expert way of coordinating your information was excellent. Your stories were valuable lessons for each student to learn."
Judy Chrispens – Chair of Parent Education Programs
"I am currently experiencing 2-3 additional sales each month. I strongly encourage anyone is sales to apply this program to their monthly prospecting agenda."
Jeff Miller - Ken Grody Ford
"It was a pleasure attending your Conversational Selling Program. What made it so great was not only all the valuable information you showed us but all the fun we had learning it. Thanks very much and we all are looking forward to our next program."
Maryann Davis – Infiniti of Santa Monica
"As #1 Salesman for P.C. Acura, I can give direct credit to my mentor, Paul Webb. After taking his seminar, I’ve learned how to adapt to various customer personalities."
Terry St. John – P.C. Acura
"I recently completed your Conversational Selling Program training sessions. Over the years I have attended many training seminars and rate your course as the best. I was concerned that it might be a waste of my time. When I went, about 75% of the material was new with good ideas that I could put into action. I feel that there is a lot of hype out there and programs that just aren’t realistic. This is realistic. Something you can sink your teeth into. Things that I can do on a continuous basis. Paul, your method of training and content is unique in that it provides several alternatives to the same end of successful selling. I also think that your enthusiasm and style of training is great and assist with others finding the motivation that is within each of us. The effects from practicing new skills that I learned in the program have been measured to show and increase in sales and company morale. With new skills, I can now picture myself on a continued growth pattern. I would recommend your sales course to any sales and non-sales persons. For investments and insurance, I would require all sales persons and sales managers to take your course."
Carl D. Ward, Jr. – MetLife
"We will be a great testimonial for you in that we are just coming off an 87.5% increase in sales from the first qtr and June was our largest sales month yet. Training does pay off."
Bruce Church – General Manager, Telcor Communications
"We very much enjoyed your presentation on “NLP” and “Gender Differences in the 90’s”. It is always exciting when the audience is captured and involved, and can devise a more effective path to communications, on both a professional and personal level. Your presentation was outstanding, and our loan representatives were very enthused and complimentary. I am sure your most interesting information will have a great impact and provide an even higher level of success for Mission Hills Mortgage."
Tony Sisca – Regional V.P. – Mission Hills Mortgage Bankers
"Within the first three days of the course, I was implementing these tools into my daily routine, and have seen immediate results. Again, I want to extend my appreciation for helping me to uncover those qualities so I will no longer have to keep beating myself up!"
Jason McCormack – National Account Executive – Telcor
"Due to your professional and customized style of training, Peyton Cramer Ford has won the Presidents Award from Ford Motor Company. Thanks."
Jeff Zwerling – Regional General Manager – AutoNation
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Dear Mr. Webb,
I want to thank you for the valuable information you provided us on July 6, 2009 at Lashers' Elk Grove Volkswagen. It was an hour well spent and was the best training I have received in over 13 years in automotive sales.
I wish you all the luck in not only continuing to enlighten people and want to thank you once again for a most educational hour.
Sincerely,
Brian W. Varner
Internet Sales Manager
Elk Grove Volkswagen
Dear Paul:
Thank you for all the great information you gave us in your clinic. I have worked for Carter Subaru for 19 years and I worked at another shop for 23 years, before Carter. I spoke with Glen today on the phone. I told him we learned alot from you. I am 59 years of age and still learning. Who says you can't teach an old dog new tricks!
I was very impressed.....Basic stuff I never considered before.....42 years in the business and amazed at what you can learn if you are open minded.
The next day when I went to work I was charged up. The very 1st customer I had I was able to read like a book. The Lady came in for an oil change. I asked her if she was aware there was a 30 thousand service that we recommended. The 1st thing she did was look up and to the left. As we talked more, she wanted to see what I was recommending, so I showed her our written service recommendations. She took great pleasure in handling it and visually going thru each recommendation. Not only did she buy a service at 680.00 plus tax, we also spotted needed warranty work that she was so happy to get for free when the car was in. We made her very happy and she is a customer for life. All from a 39.95 oilchange appointment.
Thanks again:
I look forward to reading your book!
David Skinnell
Webb,
Thank you for your sales training experience.
Pleased to report positive immediate results. All aspects of selling process enhanced, greater confidence and much improved control of the moment. Created a one-page form to help this V-person initiate the inside interview. Dave and George are paying us rabbits $5 per unit (I would have done it for an M&M) to prevent this old dog from chasing his tail.
I was one of two to hit the fast start yesterday. My Story of Technique is as follows. Initially had a couple on a CPO luxury sports STS and sold them a new Volvo V50 no less. They are a Steve-Visual/Betty-Auditory couple. (She could be a Webb sales trainer) He had called me back saying they decided to go another direction. I discovered objections, recommended another make and got them back, because we built trust. They were new in the community and didn’t seriously look at any other dealership after getting caught in the WEBB. We had the real deal for Steve and we’re now working another deal on a car for Betty.
Thanks a million!
Greg Moroni
Sales Consultant
McLaughlin Motors
Paul-
I just got out of your sales masters workshop and came down stairs on the show floor and within 10 minutes got a fresh up. Now I was pretty excited to be able to test out some new tools so I walked up full of energy and was looking for VAK signs right away. I was pretty confused at first because he wouldn’t talk to me! It was hard to get info on what he was looking for so I had to ask lots of questions and really dig to find out what he wanted. I soon realized that he not talking and the fact that he kept looking around was making him out to be a Visual Kinesthetic person. That helped me proceed and get him in a new A4 and just start driving. I first drove and took him on a fun drive since he was younger and seemed like an aggressive driver. I showed him the route and then had him drive it twice which made it so he was comfortable with the route and he drove it like he owned it. Within 1 hour after your meeting I had a car sold and it your workshop helped a lot so thank you and I hope you visit Maplewood Audi again soon.
Sincerely,
Jason Hinchliff
Audi Sales Consultant
Hi Webb,
I wanted to pass on to you some information regarding your training as well as your challenge (homework) from July 28,2009 at Carousel Audi in Golden Valley MN.
The morning following our training, I used the V.A.K. techniques to pick up on the language my customers were exposing to me. One example was a customer who came in for a regularly scheduled 95K mile maintenance, a $460.00 service on his 2004 Audi A8. As I was doing the walk around with the customer he volunteered to me that he has a new set of tires and wheels ordered for the vehicle that will be here next week. As he stated, the vehicle LOOKS great, but will LOOK even better with a new set of 19 inch wheels. He also pointed out the 3M clear bra has really helped to keep the car LOOKING NICE for being 5 years old. I used this volunteered information to explain that we have an on site PDR service and for just $249.00 the door dings in the left rear and right front doors would be eliminated and make the car LOOK LIKE NEW, a nice compliment to the new wheels and tires coming next week. Later in the day, I called the customer to inform him that the 95K maintenance was nearly complete and everything LOOKED great except for the serpentine belt which had some cracking and LOOKED BAD. Of course, the serpentine belt was replaced for another $200.00. All totaled, with miscellaneous services such as tire rotation etc... a $460.00, 95K service totaled $1,037.09. I had a couple other similar situations as the day went on, but this was one of my early morning customers who came in the day after our training.
Kind regards,
Dana Buttenhoff
Service Advisor
Carousel Audi
Paul, here is information on Terry Seeman who I met out on our used car lot last night.
I took him to be a kinesthetic person with maybe a lean to the auditory.He was very friendly andengaging and used a real mix of words such as “been to a number of dealerships today”, “have driven a Volvo S60, Mercedes C300, Lexus ES 350, Cadillac CTS and Saab”, “I’m trying to stay around $32,000”, “the 2009 A4 looks much bigger” (I moved him from the used to the new A4’s because he wanted an automatic, which we currently have few, and he wanted 2008 or newer and we do not have any 2008’s), and “what is the difference between the premium and premium plus packages”.He talked about the feel of the car in the demo ride and really analyzed body lines, trunk space, etc.He wanted to contemplate his research for the day and do some other research.I also found out that he wanted short financing because he had a trade in and about $15,000 to put down.End line, wanted to pay it off within a year or less.I had him come in.We did a trade valuation ($4,000) and ran 12, 24 and 36 month financing to give him an idea of options.
Letter
Dear Terry,
It was a pleasure presenting our A4 and its options that are available.I believe the fine engineering and attention to detail by Audi provide you a great opportunity to drive in great styling and security.Theadvanced quattro system by Audi helps assure that. An even greater pleasure for me is to hear you say, “Your product is unique.I now recognize the fine engineering and attention to detail that Audi provides.I want that secure, understated luxury that Audi can provide. Let’s get this deal done.”
If you have further questions, just ask me.I can help.Your complete satisfaction is my future.
Thank you, again.
Sincerely,
Dick Moriarity
Paul:
Hello! I wanted to e-mail you my success story in using your sales techniques that you taught us last week. I e-mailed you the pleasure/pleasure letter about the couple that was in on Thursday. This was the couple that had 12 cars on their list to drive.....the Subaru Forester was one of the 12.He is a auditory and she is a kinesthetic. This was her decision on what vehicle to purchase. They came back in on Friday afternoon and wanted to highway test the Forester. It met their requirements. They wanted to purchase the one in the showroom but it was already sold. We have another coming in a week or so that was very similar. They purchased that Forester..........at full sticker! In using words that appealed to her....test drive, excitement, feel, check out and to him......he was quite the story teller himself, it made them comfortable in moving forward. They ended up being at our dealership for more than 3 hours.....leaving shortly before 6.
Thanks again for the training. It was very helpful.
All the best,
Scott Bitting
Sales Consultant
McLaughlin Motors
Paul
The day after the training I overheard a customer talking to one of my advisors. He was inquiring about a different set of wheels and tires. My advisor started to question him on what he liked, I noticed his eyes dart to the left top corner, through the conversation I noticed the customer start to lose interest. I stepped in and introduced myself, realizing he is a “V”, walked the customer to the car and had a wheel rolled out from parts and put on the car. Several minutes later he authorized the wheel replacement, turning a $200 oil change into a $6424 ticket.
This is just one story since I attended your class.
Talk to you soon
Chuck Turck
Service and Parts Director
The Porsche Exchange
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Hi Paul,
I have an excellent story regarding the usage of knowledge of the V.A.K. program.
I had previously met the husband of a couple to discuss ordering a new Porsche Panamera for his wife. He wanted to talk about facts and figures and hear about the car.So we sat at my desk and discussed it at length.
When he came in a few days later with his wife to sit down and talk about ordering a car for her (birthday present) we started to review everything that we had discussed on his last visit.( Again, just sitting at my desk). I noticed that his wife was getting a little annoyed and impatient with the conversation, and actually suggested waiting to order until she could see the car (which won't go on sale until October 17th).
That's when the light bulb went off-she was a visual person.
I immediately stood up and asked them to follow me to see some samples of exterior and interior colors. Fast forward 1 1/2 hours and they were signing a purchase order agreement and giving me a check for $10K as a partial payment for us to place the order!
Thanks for the training.
Christine Clarke
The Porsche Exchange
NIADA.TV RELEASES END OF YEAR VIEWERSHIP/RATINGS REPORT
By: Chase Tidwell, Media Sales Manager, NIADA
Paul Webb’s “Street Smart” Sales Training series, one of six monthly special programs on NIADA.TV, took top viewing honors in 2008, with over 24,457 video views throughout the year.Paul’s programming was also heavily promoted by it’s year-long sponsor, Preferred Warranties.
Many other vendors, such as Cars.com, also saw the importance of NIADA.TV and the highly targeted and attentive dealer audience it provides.Cars.com broadened their presence on NIADA.TV in 2008, placing two separate hour-long sponsored sessions from their sales training team onto the Network.Cars.com and NIADA.TV also produced and placed onto the Network a complete “Online Advertising Educational Series” featuring Ralph Ebersole, Cars.com Director of Automotive Consulting and Training.
For more information on NIADA.TV, contact Chase Tidwell at 817-640-3838, or go to www.niada.tv.
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Porsche of North America – CPO 10-City Tour 2007 Graduates
Webb,
Thanks for the great class. Your information and the presentation is excellent, and I’m sure having attended will benefit me greatly.
Please send me all the things you spoke of on yesterday.
Thanks and best regards,
Steve Huett
Tom Williams Porsche
Paul,
I wanted to send you an e-mail and express my appreciation for the pre-owned vehicle training you conducted for us in Chicago last week. Before joining PCNA I was an independent in-dealership consultant and stand-up trainer for 10 years, and I have seen - and worked with - the good, the bad, and the ugly. I believe you may be one of the very best I have had the pleasure of sitting in on. I learned a lot and I'm even looking for more.
You had said that if we sent an e-mail we could get access to some of the online training modules, and things like :
A calculation for "costing" the per-day price of holding a pre-owned vehicle on the lot.
Pleasure / Pleasure Letters
Various Stories (Pile Story and Ski Story)
Information on your "Trade Walk" process,
and other pre-owned sales tools.
I would appreciate access or e-mails on some of those tools, and again, thanks for your time last Thursday!
Brian McNulty
Dealer Business Consultant
Porsche Cars North America
Paul,
I want to thank you for your insight into our business. I thought it was very helpful and extremely beneficial. Again I apologize for being late but it was beyond my control.
You had mentioned about getting a log in to take the course on line, as well as getting your letters of follow up for myself and my sales associate Bill Hotchkin, plus all of the other information package that will make me and my staff a much better sales organization
Any tips on sending out emails to clients wanting pictures of our cars?
If I can I would like to contact you again in the future
Thank you again!
Sincerely
Gene Hauck
Sales Manager
Fred Baker Porsche
Paul,
Thanks for the training meeting last Thursday I took away a lot of good information, please forward me the complete packet of information and web site tools.
Thank you,
Ed Pasquale >
General Manager
Ken Garff Porsche / Audi / VW
Webb,
Thank you for your workshop in Denver on 14 December. I spent 14 years in the Food Brokerage Business attending hundreds of hours of "training". I took away more from your 8 hour class that any single workshop I have ever attended!. All this with you having no voice. Will you kindly send me the agreed upon items (DVD, pile story, Power Point presentation, Audio Track #5, audio as well as the copy for " aerodynamic design, break away motor mounts..." If you will also send the Pleasure/Pleasure letters for my name (Mark Boyer) I will adapt them for the others. Thank you again.
Mark Boyer Ken Garff Porsche
Greetings Paul “I CAN HELP YOU!”
Thanks for putting on such a great CPO class for us in Denver, I hope your voice has recovered.
Please send us the DVDs and the Pile Story as mentioned in class. Also here is a list of Sales
Consultants, and if you have suggestions NLP books that would be great!
Thanks,
Doug Drake
GSM
Ed Carroll Motors
Paul,
I wanted to take the time to tell how much I learned and enjoyed your class, after 20 years in the car business I still realize that you can never stop learning. Again thanks to you.
Thanks
Oscar Smith
Paul,
I enjoyed the insight you provided to us in Atlanta. You are a very inspirational person. I have been in automotive management for 16 years with over 7 manufacturers, and I must say Porsche uses the most tallented and knowledgeable people available. I found the NLP and VAK information very interesting and useful for all personal interactions that we have.
Thank you for taking the time to provide us with all the additional support materials.
Have a Merry Christmas and Happy New Year.
Sincerely,
Bill Smart
Furrow Automotive Group
Webb,
It was a pleasure attending your training in Atlanta on Tuesday. It would be an even greater pleasure to see an email from you with your 86 objections, mileage script, pile story, blind ad, and letter templates for my salespeople.
Thank your for brightening my future, and I look forward to seeing you again.
Respectfully,
Charlie Schieren
Sales Manager
Leith Porsche
Paul,
Based on what I heard and the materials that we reviewed, I can now create positive changes with my team!
The training was excellent. I’ve expressed my thoughts to Fred Adamczyk as well. We can apply 98% of what was presented immediately. Please send me everything you can. I need the sales letters especially. I’ve also spoken with Braman’s Director of Sales; Steve Grossman, about you doing a company wide training. He will contact you soon.
Thanks again,
Sid Barron
General Sales Manager
Braman Porsche Palm Beach
Paul,
Hello, my name is Wallace, I can help you.
I wanted to Thank You for a fantastic training course yesterday. I have been in the business for 23 years and your class is by FAR the BESTI have EVER attended. I learned several new things I can and will use every day. I am very interested in learning all I can about NLP and the use of VAL techniques. I may bother you from time to time to find study material. I started applying it last night with my wife.
Tom and I talked about your course all the way back to Hilton Head and I have been sharing the information with my sales staff as well as service.
Thank You Again for an eye opening day,
Wallace Higginbotham
Sales Manager
Porsche of Hilton Head
Webb,
First let me tell you how much I truly enjoyed your class yesterday. It’s really opened up my eyes to many ways to become a more effective manager. I have 4 sales people that will benefit from what you’ve taught me. Also, would you be so kind as to e-mail me “The Pile Story”, a PDF of the workbook as well as the presentation, “The Mileage Story”, and the walk around video that you showed us some clips of, as well as anything else you feel could help my team become more efficient? Thank you again for your time yesterday, It was well worth the trip to Cleveland.
Sincerely,
Timothy Denstedt
Sales Manager
Howard Cooper ImportCenter
Porsche, Audi, VW
Paul,
Well, it’s truly amazing. The day after I got back I started sending the pleasure - pleasure cards to my prospects that I’ve had into the dealership and a customer called me today and said he’d like to do exactly as my card stated, to call me and tell me as the card read, “Mitch, let’s go ahead with the Boxster.” Wow!!! That was so cool to get that phone call-----thank you!
Thanks, have a great night!
Mitch Schneringer
Porsche of Omaha
Part of Woodhouse Auto Family
Hello Paul...
Thank you for providing insight to the selling process, specifically VAK. I did respond to a 'visual' showroom up in kind yesterday. Also used your suggestion about suggested responses highlighted by quotation marks in my follow up email to them.
Thank you.
David Mathews
Mercedes-Benz / Porsche Sales
Concours Motors
Paul,
As I am sure that you will here this from every one that attends your class… Wow, I can’t say enough. I love tune-ups! I am in need of your power point presentation, used car silent appraisal, and any other paraphernalia that you can send for my “Daily Shift Meetings”.
Again, many thanks. I can not wait to attend and or bring you into our facility for a major tune-up!
Have a great day
Jason Perry
Porsche of Toledo
Paul
Thanks for the great Porsche pre owned sales manager course in Chicago.
Could you please send me whatever other materials you were talking about that could be sent, including the appraisal DVD?
Greg Moisley
Porsche Approved Sales Manager
Pfaff Porsche
101 Auto Park Circle
Woodbridge, ON L4L 8R1
CANADA
Paul,
Thank you for the seminar yesterday. I learned a lot not only about the car industry but something’s about myself. Please forward me the info we discussed in the seminar to Joe Rizza Porsche, attn Aaron Zielinski.
Thanks again.
Aaron
Joe Rizza Porsche
Paul,
Thank you very much for the great seminar yesterday in Chicago. I look forward to implementing your strategies into our dealership. I look forward to receiving more information from you in a response e mail (pleasure-pleasure letters, power point presentation, etc, etc).
I’ve already started listening to the tv and radio shows to determine if the messages are being conveyed V.A.or K.
This was my first formal pre-owned car inventory training and I truly enjoyed it. Myself new to management, as we are a new dealer, I enjoyed learning from you and also listening to others’ dealer stories
My immediate implantation plans:
Salespeople
Start Cars
“I can help you.”
Customers:
Classified Liners
“Left side of Paper”
Inventory:
Turn more important than gross
Prices/miles in ads---not both
Thanks again, I’m looking forward to a more prosperous future in pre-owned cars.
Mitch Schneringer
Porsche of Omaha
Part of Woodhouse Auto Family
Paul,
Good talking to you ... I appreciate your energy....
The guys from my Region that attended:
Michael Scaffetti = Concours Porsche - Milwaukee
Jack Porwoll = Maplewood Imports - Maplewood, MN
Dave Kummer = Zimbrick - Madison, WI
Aaron Zielinski = Rizza - Orland Park, IL
Tony Koralis (SP?) = The Exchange - Highland Park, IL
George Christ = Porsche of the Fox Valley - Appleton, WI
Mitch Schneringer = Porsche of Omaha - Omaha, NE
Canada
Greg Moisley - Pfaff Motor Cars - Ontario, CA
PCNA affiliates:
Nicole Adams - PDMS Representative
Kirt Shore - Region Parts Manager
Judd Blunk - Region Manager
Thank you,
Judd Blunk
PCNA
Mr. Webb,
I enjoyed your presentation at the Ritz-Carlton on July 19th, 2006.I appreciate the level of professionalism and intensity you brought with you into the room.(Like it is said, “the material might be routine for you, but it was the first time for your audience”.) It came across as personalized material with great interaction. Bravo.
There was a lot of great content I can use to make a difference at my dealership.You had mentioned that if we requested some additional materials, you would be able to provide some.I am asking for any and everything you have available.I would like to absorb from your experience and hopefully push the needle at the dealership I work at.
Thanks in advance,
Ben Schroeder
Used Car Sales Manager
Porsche Sales Manager
Circle Porsche
Long Beach, CA
Dear Paul,
All I can say is EXCELLENT class and I learned a lot!!! Thank you for the opportunity to attend!!
Again, the workshop was excellent and I learned quite a bit in it. Thanks as this will indeed come in handy in the months ahead!!!
Brian Omatsu
Internet Fleet Manager - Porsche
RUSNAK/PASADENA
Hi Paul,
Thank you for the valuable information at the Porsche meeting in Marina Del Rey. The VAK was very interesting and completely makes sense.
Cheers,
Chris Plater
Sales Manager
Downtown Porsche
265
Front St. East, Toronto, Ontario M5A 1G1
Paul -
Just wanted to say thank you for a great day. Life changing stuff !!!!!!!!!!!!!!
When is the next one?????
I will be e-mailing you a complete list of all the salespeople asap
Thanks again
Paul Percell
Beverly Hills Porsche
Paul –
Great meeting!
When you have a minute – please forward me the 18 letters we discussed and any and all info I can use to improve… the more the better and I will sift through.
Nothing would please me better than to hear you say “Wow Bill – Great job!”
William Gibb
General Manager
Inskip AutoMall – Porsche – Bentley – Audi
United Auto
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Paul
Here is my story.
The day after the training I overheard a customer talking to one of my advisors. He was inquiring about a different set of wheels and tires. My advisor started to question him on what he liked, I noticed his eyes dart to the left top corner, through the conversation I noticed the customer start to lose interest. I stepped in and introduced myself, realizing he is a “V”, walked the customer to the car and had a wheel rolled out from parts and put on the car. Several minutes later he authorized the wheel replacement, turning a $200 oil change into a $6424 ticket.
This is just one story since I attended your class.
Talk to you soon
Chuck Turck
Service and Parts Director
The Porsche Exchange
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Paul: I wanted to thank you for the training this past month. I use the VAK method and the embedded responses often.Thank you for the free password to your web site as I have gone back and watched section 8 sales masters a few times since our training. Is there a section that covers the second lecture you gave us at Audi? I would like to review that as well. Thanks again, Bob Pope
The Audi Exchange
Paul,
The training yesterday was GREAT! I can see (V) how this will impact my life as well as my staff. You touch (A) topics needed in today’s economic status. And you make everyone around you feel (K) important … NICE!
I look forward to seeing you in our store!
Jason Perry
Sales Manager
Audi, Mercedes Benz, Porsche
Autohaus of Sylvania