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Joe T – LIVE Automotive Sales Training captured on VIDEO

 

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What an exciting week. Joe Teagh’s The Complete Automotive Sales SELL & PROFIT Program has been captured on video. Joe has been training Trainee & Experienced Automotive Sales staff professionally since 1986 after his own highly successfully career in Car Sales both new and use. This program has been created and developed by Joe with content naturally changing to reflect today’s market and consumer behaviour.

Since 1986, Joe has selectively recruited, trained and career placed 1000’s of Trainees – young/mature; male/female from all suburbs across Sydney, Melbourne & Brisbane as well conducting In House training of Dealerships existing staff and Seminars.

Trainees have always received a course workbook which has become more extensive over the years to refer back to as their BIBLE once employed. Now Trainees will also have access to a video of Joe’s intensive live training to enable training to be easily revisited and refreshed.

James Stein has done a fantastic job capturing Joe and his current trainees progressing through their training. The video covers important content including Customer Types; the 10 Steps to a Road to a Sale; 6 Position Sell; Designing a Demonstration run and Conducting a Demo Drive; Role Playing of various Sales Scenario; Costing of vehicle using Trade-in Valuation and Extras including scenarios with residual financing; Negotiation Skills and much, much, much more…………..

If you are in the Automotive Sales Industry and would like access to this video please contact me. triciasmith@trainthem.com.au

Unlock your Potential – The Automotive Sales Industry Needs and Wants MORE WOMEN To Join Our Salesforce

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In 1980 I was instrumental in hiring one of the first women in Automotive Sales and perhaps the very first woman.

The word got around fast and I began receiving phone calls from other Motor Dealers telling me that I was absolutely crazy and what was I thinking hiring a female in a male dominated Industry.

Very soon she became my number one salesperson and was selling 30% more cars than my previous best salesman.

When I began my recruiting, training and career placement program in 1986, I inspired more women to join the Automotive Sales Industry and success was imminent.

Women added a soft touch to what was an industry of rogues with a dog eat dog attitude and in the years to follow dealerships started putting in their requests for at least one woman to join the salesforce in their Dealership.

Today just about every new car Dealership has one or more women working on the showroom floor in sales and this has proven to be very successful.

These days I conduct approximately two training sessions a month and I always try and ensure that I have one woman in the group which is not always possible so I guess that the majority of women still see the Automotive Sales Industry as a male dominated environment.

This Industry has changed and cleaned up its ‘act and has created one of the most professional and lucrative career paths in its’ history and I am proud to have been a great part of this progress.

I now appeal to all women out there to come forward and meet with me to discuss Career opportunities within the Automotive Sales Industry and to join the rest of the successful Automotive Salespeople.

Everyone we know as well as everyone we meet drives a car. New car buyers are replacing their cars every three years on an average.

Being an Automotive Salesperson means that you are in fact running your own business within a business without the expenses of advertising, rent, stock holding and all the usual costs of running your own business.

So ladies come forward and contact me to discuss your new career. No prior sales experience necessary.

Contact me by email me joeteagh@trainthem.com.au or contact triciasmith@trainthem.com.au for more information.

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WHY HIRE AN AUTOMOTIVE SALES TRAINEE?

 

By Joe Teagh – CEO TrainThem & Joe T Sales Advantage Programs

I constantly see advertisements from motor dealers looking for an experienced sales person. After numerous interviews; they contact our company and request to meet with our current Automotive Sales Trainees.

What defines an experienced sales person?  Is it their closing ratio? Is it their customer retention? Is it their Customer Satisfaction Index? Is it their ability to negotiate? Is it that they would rather negotiate than demonstrate? Or is it measured on the length of time they have been in the industry?

Why does an experienced sales person want to move from their current employ, if they are SO successful in that particular dealership? Are they disgruntled? Which dealership would upset an excellent sales person who might have a closing ratio of 3 out of 5, a customer retention totaling 75% to 80%. So why are they wanting to move????

So why hire a sales trainee?

The answer should be pretty obvious!

Every year a number of automotive sales people move away from the industry. Some retire, some relocate and some simply leave for family or personal reasons.

So why do we constantly keep advertising for the experienced sales person? Where do we find them, since the staff diminish and the industry grows? More importantly where do we find the good ones? The answer is – We don’t!

They finally hire a Trainee who has been trained and groomed by Joe T Sales Advantage Programs/ TrainThem.

Our graduate Sales Trainees pay for their own training and are fully committed to their career. Our training fees are high and they’ve got plenty of skin in the game. They are fresh, enthusiastic, energetic, keen to work, have a positive ‘can do’ attitudes, with a willingness to learn and are moldable to the Manager’s selling procedures.

So what’s the problem?

The problem is that when some dealerships hire a trainee, they then forget to continue their training and at times offer no support whatsoever. I won’t name anyone but one particular Sales Manager has hired and fired in excess of 20 sales people within a period of 12 months and most were so called experienced Sales people. How can anyone justify that?

When a dealership or any organisation hires a trainee, they have two defined obligations. One is to hire wisely and the second is to continue their training and build their skills. The trainee has the right attitude but still needs support. If a Manager can’t give that support or continue to train and build its’ people, then what kind of Manager is he or she?

It’s my philosophy that we give birth to these trainees and the Manager adopts them – Managers please don’t adopt anyone if you can’t raise them wisely.

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IT’S NOT ROCKET SCIENCE – Achieving Success

I’ve lost count of the number of times that people have come to me and said “Joe, I want to be successful”, so what is Success and how do we measure it?

Success has a million definitions and it is not always measured by our bank account, shares portfolio or real estate ownership. Success has a different meaning for all of us; however the difficult part is often knowing what we really want and how to go about getting it. We live in a society where social media seems to dictate the standards we should adopt. We seem to be more concerned of how others will perceive us rather than how we perceive ourselves. Every day I meet people who have come to this country to better themselves and give their families a better life. These people want to work and are often prepared to work for wages well below the award and yet they don’t complain because they are grateful for the roof over their heads, food on their table and the opportunity to give their children an education which they couldn’t otherwise have had in their own country. These people are open to Training and Learning and they know what they want.

What do you want? Do you want to be successful in Business? How much time do you invest in training and learning in order to achieve success in YOUR business? How much Training do you provide for your staff? We can never stop training if we want to win the next race. I have spoken to hundreds of “experienced” salespeople who have now become aware that what was successful ten years ago or even five years ago is no longer working for them because consumer behaviour has changed along with our culture. We need to stay on top of this and re-adapt to the new Australia and its varied cultures.

100% success is made up of 75% preparation. Trainers such as me, spend a great part of our life simply researching consumer behavioural patterns along with new training Techniques which work. I have been a Trainer for the Automotive Industry and the Retail Industry since 1986 and I often say to people that if I were to teach them how to sell cars today the way that I taught in 1986, we would all be in prison within a week.

You want to be successful in Business? Choose the right staff and then ensure that they get the best possible training for the job which you hire them to do.

IT’S NOT ROCKET SCIENCE…… PROVIDE THE RIGHT TRAINING AND START WINNING!!!!

 

HOW WILL THE AUTOMOTIVE INDUSTRY ATTRACT NEW SALES PEOPLE IN 2016?

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I’ve been recruiting, training and career placing for the Automotive sales Industry since 1986. Over the last five years, I have seen a constant decline in the number of new people who want a career in Automotive Sales. I have also seen a great deterioration in the quality of potential candidates. It seems that more and more people today are spending more time in researching Government handouts rather than searching for a career. They seem to know all the perks on how to make money without actually getting out of bed and going to work.

As a company we are constantly advertising, interviewing and selectively recruiting genuine job seekers and training them in sales. Furthermore, we are also active in securing these candidates highly paid careers.

The Automotive industry in New South Wales has always been and continues to be a seven days a week Industry. We work eleven days per fortnight thus giving our Sales Staff rostered days off throughout the week but weekend work is a must. This new generation are not keen to work weekends because they would rather party on Friday and Saturday nights. Weekend work also makes it difficult to attract the 30 year old candidate with a mortgage and young children as family lifestyle becomes important and often a priority in their lives.

Also there has also been a great decline in the number of women applicants and yet the industry is screaming out for them. Women applicants used to represent approximately 25% of all candidates and this has now declined to a mere 7% to 10%.

How will we attract new candidates to this great Industry?

A base wage for a non experienced sales trainee over the age of 21years is $38.000 per annum plus Sunday loading which this in itself is a respectable income. However most Dealerships are no longer paying commissions and offering company cars until after a probation period of 3 months and up to 6 months in some cases. I see this as a lack of motivation for anyone who wants to justify working a 65 hour week, especially when they are expected to sell after week one.

When I began my selling career, commissions were paid immediately from the first car sold and paid on a weekly basis with bonuses and sales incentives being adjusted at the close of each month. I was then earning up to 10 times the average weekly wage and like myself, thousands of people wanted to join this lucrative industry.

The automotive Industry is one of the largest Industries in the world and one of the most profitable.

Let’s go back, to once again sharing the wealth and let’s get people motivated. Let’s give the stable married candidate with a family and mortgage valid reasons to be away from their families for eleven hours a day and let’s bring back the passion and the hunger for sales thus improving our Customer Satisfaction Index.

I will continue to advertise through most available sources but I will say right now, thank God for referrals and recommendations from current and past students which to date represents over 30% of all people we recruit, train and career place.

I love this Industry and yes it is still one of the most lucrative career paths, especially for a young person today without any tertiary education. All you need is a good attitude, excellent presentation and a desire to succeed and I can teach you. Email me joeteagh@trainthem.com.au

 

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Train Them Anthill Smart 100 Finalist

We are over the moon to be named in the Anthill Smart 100 companies for 2015.

Anthill’s ‘SMART 100′ Index was developed in 2008 to identify and rank Australia’s 100 most innovative products. With 100 innovations profiled and ranked each year, it is Australia’s largest awards program dedicated to innovation.

People’s choice judging opens: Monday 11 May 2015
People’s choice judging closes: Friday 22 May 2015 

Winners Announced: 27 May 2015

www.anthillonline.com