Salesperson Coaching
You don't need another script. You've had four. You need somebody to watch you take an up and then tell you the truth about the two things costing you deals — and it's almost always the first ten minutes and the follow-up.
If any of this sounds familiar.
- 01
Your response time looks fine in the CRM because the system sent something. You got to it after lunch. NADA's research says 78% of buyers go with whoever follows up first, and by lunch that wasn't you.
- 02
You've got a thing. Product, or people just like you, or you're a killer on the phone. Every training you've sat through tried to make you average at all four instead of great at the one you already had.
- 03
You've got be-backs in your pipe you've written off that were never worked right the first time. The deal didn't die. It starved.
What actually happens in the first month.
- 01 / 04
Week one I watch you take an up and I read your last twenty follow-ups. No feedback yet.
- 02 / 04
Week two we name what you're actually good at and put the process around it instead of against it.
- 03 / 04
Week three, one change. Usually earlier contact, or a follow-up rhythm you can hold on a Saturday.
- 04 / 04
Week four we look at what moved. If nothing did, the setup was wrong — we change the setup.
What is the fastest way for a car salesperson to sell more?
The two changes that move a car salesperson's numbers fastest are getting a real human response to a new lead inside ten minutes, and following up the same day with something specific instead of a generic check-in. NADA research found 78% of buyers go with the first dealership to follow up. Most salespeople lose more deals in the first ten minutes and the third follow-up than they ever lose at the close.
Where the deals actually go
Out of every hundred people who walk onto an average floor, about two-thirds get demoed, about a quarter get to a worksheet, and roughly one in four of the people who came in ends up delivered.
The distance between a nine-car month and a fifteen-car month is almost never closing skill. It's how many of those hundred ever got to a number on paper.
That's why the coaching starts with what happens in the first ten minutes and what happens after they leave, not with objection handling. Objection handling is the part everybody wants to work on and the part that's costing you the least.
The things you're actually wondering.
Bring me one thingthat's stuck.
Thirty minutes. No deck, no pitch, no follow-up sequence you have to unsubscribe from. If it's useful we'll keep going. If it isn't, you'll know inside thirty minutes and so will I.