How to Handle Tough Sales Objections in Car Dealership Marketing | Real Client Call Breakdown

Good morning, sir. How are you doing today?

Not too bad.

Excellent. Excellent. Well, thanks for hopping on. Really appreciate it. I know it's a Monday, so you're.

You're probably slammed, so more like sleep.

Oh, yeah. Nice. It's not too bad today. Not too busy or what? Okay, cool, man. So really today, I just want to make sure, you know, a little bit more information about you guys. Make sure that we would be a good fit. I see that you guys reach out to us. I think we might have talked even before, so just want to see what kind of situation you're in and tell you a little bit about what we could potentially do for you and get you all the information that you need to be able to be in the best possible position to make the best possible decision for your business today. So tell me what makes you want to take the time out of your day to jump on this call today?

I've been in this business for a while personally, so this is time for you to try to get a little bit more from where I'm at or just get up, get away from the business. I love it, but it's just like. Just not working. It's just since COVID since that crap, you know, everything been a little, you know, a little rocky for me. So. Yeah, just trying to give one, Keep trying to get something I love one. One last stab, man. You know, go the other ways, you.

Know, that's a tough place to be, brother.

Shoot.

I've been there. You love something so much you hate it, and then you think about leaving it, but somehow it's going to pull you back in, and it's going to be like your first love again. Right? We hope.

That's the hope, you know, because, you know, things get better. Everything get better. You know, someone is rough is rough. Yep.

And it's been rough lately for everybody, man. I just want to tell you, like, thing, like, it's been a rough year for. For me, for a lot of dealerships I work with. My best dealership is down, you know, 40% sales than previous years. So I get it, man. But I will tell you that things are turning a corner. We've had a lot of people recently that have been expressing a lot more success than we've had all year, really. You know, it's been working. It's still been working, but it's just. Everything's harder. Everything. Harder to get a customer approved, harder to get a customer in the door, you know, harder to get a customer insured. It's just bunch of crap. But you know how it is, man. And. And people, when their backs against the wall, some people turtle up like a little baby, and other people, they. They start getting aggressive. And that's what you did. You jumped on this call because you want to have a plan, and you. You. You said, hey, you know, let me see what this is about. So how long you been doing this, Leroy?

Wow. How old are you?

I'm 27.

Since 1994, man. 95. Wow.

So, yeah, like, almost 30 years longer than I've been alive. Well, cool, man. So you've been. You've been around it for a long time. And, and you started this dealership out. Is it just you, or do you run this with a partner? No, I'm.

I'm born as a sales staff. It's a guy who. I worked at another dealership for 10 years, and they just went. Kept changing up, and I just got tired with them. So I left the company a couple years ago and came down to National Carmark. But I'm on. I'm in sales right now again. I'm not just ready to put too much more into this if I can't. If something can't break. So.

So. So you're in sales over there. Okay.

Yes.

Okay, that makes sense, brother. So we got. We got a specific program that we do for salespeople, and. And this literally gives you all the tools you need. And it's. It's pretty cheap, right? So for us to come in, run dealership ads and everything, you know, it costs. You know, it's expensive because we got to do a lot of stuff. But we put together this package right here where we'll help you set up your own leads, okay? Your own ads. We'll get on a call with you. We'll set them up for you. We've already got proven ads that we've ran. We build you out a website, okay? So it's your very own website that's going to have this inventory integrated in it. That way, you know, people that, you know, if you post your inventory, people can look at the inventory, and you don't have to worry about them going through the dealership and accidentally going through another salesperson, right? We provide a CRM system to nurture leads on Autopilot, a marketplace posting tool, and a couple bonuses, too. So, John, this guy that was. Where is he? I think he's down here, too. This guy John, he was selling five cars a month, and we took him to selling 15 cars a month, and now he's up over 20. You know, just with running ads. He runs about $10 a day worth of ads and then does this other stuff too. So, man, like, if you wanna, if you want to have more tools like the strategy that we've seen, you use the marketplace tool to post 15 cars a day. You post your website and all the different buy and sell groups in your local area, and you post it on your Facebook. You make some video ads and publish those at $10 a day, and you nurture all the leads through your very own CRM system, you know, and then we've got some bonuses too, so that's what we do. Man. Is that sound like something way off from what you're looking for? Does that seem like something that might be interesting to you?

I mean, it, it is, but like, it's. Oh, I mean, it's. Something like that is ideal. It's just with this place here, it's just, it's. It might not work too good. Yeah, because we're wholesalers and as soon as you pop an add a car, it's gone. Sometimes it'd be on the online for 20 minutes, 20, you know, 20 seconds. It's crazy. You know, I got like eight buyers and I get 10 people selling cars to other dealerships. We sell cars to dealerships.

Oh, wholesalers, brokers.

Correct. Yes. So I'm on a sales team that they have that they didn't put too much thinking into.

And, and you're. You're trying to retail out units at a, at a brokerage, basically.

Well, it's a, it's. We do have a retail department as well, and I have opportunity to sell some the cars. Not all of them, but a great portion of them.

I see, I see. So you can retail out those cars too?

Correct. So yeah. Now I could be showing you a car right now on a test drive. And it's. So I can't sell it. So I would have to go lock it in and say, hey, I got this car on hold in order for it not to do that. But I can't just go mark a number of cars like that just to be trying to hold them. Yeah, but that's just the thing about it. The poor advertising that the company do have, I don't think works because, you know, you put the car on there, then it's gone when somebody come here for it, you know, so it's like, you know, like doesn't work too good.

You. Are, you, are you a guy that can wholesale anything out? Could I buy any of these from you? Wholesale?

Yeah, I just give them with my manage my gm.

Yeah. Are they. So all of these are, are for wholesale though? Generally?

Yep.

Okay.

Yeah.

I'm gonna send this over to my buyer. I got a guy that he might take a look at this and, and like some of this stuff. But yeah, man, I mean as far as ads go, dude works bro. It works good and it works all the time. The only thing that screws it up is people that don't know what they're doing. And brother, I can only say that because I've done this like literally 450 times. I went through my records in five years, we've done this 450 times. We've set up systems for different businesses and leads and it literally works with 100% accuracy as long as the business has the budget to be able to spend the money for the allocated time.

Okay.

If somebody just needs to try it out for a month and they need it to work that month, we're not the right fit because it's expensive. We're for businesses. I mean we're, we're an investment. You know, you come in, you start running ads, you know, you're going to get a lot more leads, you're going to build up your name, you're going to get more awareness and exposure than you've ever seen before. But it's going to take time to build that up and money. Okay? So like, you know, we might not be the best fit depending on what you guys are trying to do. But I'll just tell you like kind of what our, what our system looks like, you know, I mean we come in and we install a whole end to end marketing system for you so you can have everything that you need. You know, we create a custom strategy for you, we craft your campaigns, we set up an automated follow up software, we, we give you a whole back end to work with it and we elevate your sales. But when you set something like this up, this is exactly what car shoppers want. Something nice and then they go and they fill out a form. This works really well. So like I don't know, I don't know where you're at. Like as far as you know, I guess. How many cars are you selling a month right now, Leroy?

What's your average here is. It's crazy. I mean I've been struggling to sell 15 cars a month here.

Yeah.

And that's, and I come from a dealership where I was selling 25 to 30. 40, 45, 50. Joint income tax time I was with North Coast. You ever heard of them?

No, I haven't.

It's up here in Ohio. North coast Northeast, called Northeast Autocrat. I was with them for 10 years. We started with three dealerships. Now they have over 20 dealerships as well as franchise stores. So I was with the company for a long time on, you know, building it up and everything. But they had a great CRM program. Program. They had a great phone crew. So I'm kind of very familiar, you know, on how to do all this. But with this place, I think it might not work to spend the money because again, they snatch the cars and people come from PA Detroit, Michigan, thinking the car here, you know. Yeah, I'm telling the car here now and it's. It's gone, you know, so it's like. And they don't tell us. And there's no way for us just to know because they won't just snatch it offline right quick. So it's just a lot of stuff that makes me kind of think that I just need to get out. Just get it. Get out the. Out this world over here. But I didn't really appreciate that.

But I get into a different place.

Like this is probably the wrong place. Yeah. For this program.

Yeah, I think so, man. Because it sounds like you got a good thing going. What part? You're in Ohio.

Yeah, Cleveland.

Let me. Let me see if I know any dealers out there. I mean, man, like, it seems like right guy, wrong, wrong place, like. And the place isn't even bad either. It's just not your place, you know?

And where. And where you up out of?

I'm in Colorado, brother.

Yep.

Denver, Colorado.

So, yeah, I rock bot. You ever heard of rock bottom?

No.

It's a brewery. I think it was in Boulder, Colorado.

Oh, really? Oh, in Boulder. Yeah. I think I have heard of that actually.

Yeah, I started. They started 195 when they brought here. So I help get them stores together. I don't know, like I said, I. Like, I don't know. But I'm 53 now, so. But, you know, I don't look like I'm 50, 53. I don't move like I'm 53. So I feel good and youthful, but it's just mentally getting old.

Well, man, if you ever want to turn around and start selling some services to dealerships, you know, I'm always looking for people that can get more contacts, get more dealerships signed up for what we do, you know, I mean, this stuff is.

I mean, you got some literature.

Yeah, yeah, yeah, yeah, for sure. I'll send you over a couple things that you could take a look at. And I mean, like I said, we just got a report back from a dealership that started with us, and they sold 23 cars this month, their first month extra, and they only spent, like $2,000 on their ads. You know, we. We had another guy that started with us.

Yeah, I, like, I need something a little bit more. A little bit more calmer. And like, I do know, you know, dealerships and people. I mean, I've been like, I know people all over the place, you know, so it might be sale. I don't know. Then if you do got individual sales for, like, the managers, but if there's anything for, like, sales people, I know probably because with this building, this dealership of me being there 10 years, I probably went through three, 400 people. And. And I mean, because we started with three stores and ended with 20. They got stores in Miami, South Florida, Fort Lauderdale, Fort Myers. They got stores up in New Jersey. I mean, so they got places all over the place, you know, So I know a lot of people.

Yeah, man, well, look, check out some of the literature and let me know. And if you say, hey, man, I want to send you a couple referrals, see how it goes, you know, we. We just pay a commission on any referral that you send. So, you know, and then if you start. You really start liking the program. You know, we've got other ways that we can, you know, look at it. But for you to sell a couple marketing packages online or. Or just to connect me with some, you know, you could probably make as much as you could selling a couple cars, too. So, you know, it's something to consider. Check it out, see if it's a good fit, and if so, man, I'd love to, you know, get you on there.

All right. You emailing it to me?

Yeah, I just. Yeah, I just emailed you all the information over. And then I'll send you a text, too. That'll have some recaps, too.

All right, man. I appreciate it, man. Thanks for the call, though.

All right, my friend. You too. You have a great day. We'll talk to you soon.