Part 2 of the story of Rich and Laura - Gaining agreement and ASKING for MORE THAN most ever would!

Pt.-2- Rich & Laura @ Beaver Toyota and on a War-Path

The Wonderful World of Weirdos! How do you connect with clients in a meaningful way that makes them want to meet you!?

For more info: https://Sellchology.com

The Reverse Appointment - Working with Weirdos

Jonathan Dawson - 30 Minute Live Conference Call - 12/11/14
Learn how to collect THOUSANDS in FREE merchandise, products, and services from local businesses.

Thousands In Free Stuff From Local Businesses

What is the psychology of follow-up? 

Why is it so hard to get sales people to actually follow-up with customers and not only follow-up, sold customers, unsold customers, and use the CRM? 

What is so difficult about this that we can't get our teams to do it? 

These were some of the questions the management team at Audi of Atlanta was asking me the other day. 

They said, “Jon, when you come in to do your sales meeting, can you help our people understand the psychology of follow-up and give them some tools and some strategies to increase their desire to do it?” 

I hope you get some value from this recording! 

http://Sellchology.com

Sellchology of Follow Up - Sales Meeting

Psychology + Phone + Process = PROFIT!

Would you like to learn how to use some Sellchology to handle incoming sales calls more profitably?

Join this LIVE 30 minute conference call recorded on Monday, 22nd.

Here's what you'll learn:
>The first 30 seconds is where the money is made!
>Why introducing yourself could be killing your calls?
>The art of fighting without fighting, non-combative wording.
>How long should a call last? - You may be surprised!
>Addressing the TOP 5 Questions you hear.
>Creating Urgency and setting Expectations.
>Forget "setting the appointment" and start "SELLING" the appointment!


Sellchology Of Phone Sales - Selling the appoinment

How do you maximize profitability while also driving the highest value behaviors? 

Qualitative Comp Plans allow you to focus on the highest value clients! 

for more info: Sellchology.com | (866) 769-8083

Part-1 Qualitative Comp Plans - GM Coaching Call.mp3

What are the seven levels of mastery? What level are you stuck at and how do you get get to the level where the money is?
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Join Jonathan Dawson, Live, for this sales meeting for the Hyundai of Fort Myers dealership.

7 Levels of Mastery - Hyundai of Ft. Myers

How can you use your last buyer to create your next buyer? Jonathan for this sales meeting where he shares how a sales person can scale their sales and use Social Proof to eliminate objections!

Social Proof - Kia Port Charolette.m4a

Mission 22 is based on the conviction that if your team has a schedule of 22 work Bass in a month then they deserve the dignity of a deal a day.

Mission22 Coaching call with a GM & GSM

Have you ever had a season, circumstance, or situation that brought about pain and suffering in your life? During that time did you ever wonder where God was or what he was doing? For all those who have experienced such moments, I pray this message brings you hope and gives you a piece that passes understanding!God is preparing you through this pain.

Preparation through Pain

Did you ever throw a $500 spiff at a sales team, only to have half of them duck so it won't hit them? Recognize that managers may overestimate the value of money as a motivational tool. Understand what motivates employees, and learn 10 effective ways to inspire and support your team.

Contact Jonathan:
(866) 769-8083
info@sellchology.com

NADA 2025 - Non-Monetary Motivation - Jonathan Daw.m4a

Learn how to ask for referrals from Jonathan Dawson of Sellchology. This automotive sales training is the best way to grow your business and sell by referrals for car salespeople.

How to get a MASSIVE # Of REFERRALS from each sale

This overview of psychological principles is from automotive sales trainer Jonathan Dawson. He introduces the concept of Sellcology, which centers on understanding the psychology behind purchasing decisions. It outlines eight key influencers of human behavior that impact a buyer's choices, such as social proof, obligation, and scarcity. Furthermore, the text identifies six core values that are always in tension during a sale, including freedom, time, and money, emphasizing the importance of acknowledging these values to facilitate a transaction. Ultimately, the provided information argues that top sales performers intentionally leverage these influencers and values to effectively guide customers, contrasting this with the accidental use by less successful salespeople.

The Psychology of Influence in Sales.wav

Ali Reda & Jonathan Dawson share the power of a Pinnacle principle they call SOW: Systems Opportunities Work-ethic.

Gulf Shore Chevrolet Sales Rally.mp3

Carrots, Sticks, Light bulbs, and Bleachers... The 4 ways to change the behavior of your people... In this Sellchology Coaching Call with a Sales Manager, Rob, we discuss how to motivate your people to create a change in their performance. For more information, please visit: Sellchology.com, or SellchologyUniversity.com. Also, contact us at (866) 769-8083 or info@sellchology.com

Sellchology Coaching Call: How to Motivate Your Team

An ex-sales manager goes back to sales and asks, "How would you get to 40 cars a month as fast as possible?" This is the spontaneous interview with Jay who just decided that after years in management he wants to build a business back on the sales floor. 

In this interview I give Jay 3 Sellchology strategies to grow a database, and then target market them, and develop a community of RAVING FAN ADVOCATES!

If you like Sellchology, please reach out to us for more information:
http://Sellchology.com
(866)769-8083
info@sellchology.com

If you are an automotive sales professional, you can join our free sales and marketing group here: http://SellchologyFBgroup.com

The Race to 40 cars a month! A Sellchology interview with an Ex-Manager

How does a high-performing dealership (already selling 400+ a month) add an additional 1,500 units in a year? Well, thankfully, Andy Guelcher of Mohawk Honda is going to share a little of his philosophy and psychology concerning the importance of accountability in team development, leadership, and on-going training.

For more information on Sellchology, please visit: http://Sellchology.com or contact us: info@sellchology.com

Sellchology Testimonials

Added 1500 units in 1 year - an interview with Mohawk Honda

It’s important to remember that during a contraction in the market that we can profit while others panic. The way we do that is by preparing, planning and practicing while others panic. 

There are 3 main types of buyers that will come out during a recession or contraction:

1) Utilitarian / Pragmatic buyers - they are here to solve a very specific need and an external force/situation is driving their decision: accident, mechanical, financial, size, etc.

2) Credit Challenged / Payment buyers - they are here to solve a financial “credit related” need such as to reduce payments, lower interest rates, or get out of a BHPH car.

3) Exemption / Exception to the rule buyers - they feel that the rules don’t apply to them and therefore they don’t worry about what others are doing. They are buying because they can.

For more information, check out http://Sellchology.com, or call (866) 769-8083

Sellchology LIVE Coaching Streams

How to prepare, plan and profit while other's panic

Join Jonathan Dawson as he discusses creating a community and cause-based marketing strategy with Ali Reda. Ali was about to update a billboard that he has had fro years with a message of gratitude for the First Responders in his community. He sent me a proof of the billboard update he was planning and I messaged him that there may be a way to enhance his message, increase his impact, and make a greater difference for his community and his cause. That coaching call is what you are about to listen to. 

If you would like more information about Sellchology, please contact us: http://Sellchology.com | info@sellchology.com | (866) 769-8083

Sellchology Marketing Coaching Call With Ali Reda

Join Jonathan Dawson of Sellchology as he shares some of the best practices for selling through the power of Social Psychology. 

On this video you will learn the right approach to developing the right message, marketing and medium to attract, capture and convert traffic through Social Media:
- The 3 most valuable social tools your team MUST master and leverage:
Review sites: Google, Yelp, DealerRater, etc.
- Youtube: SEO enabled video content that drives traffic and leads
Facebook: Pages, Groups, Marketplace, and Profiles
- The 4 mistakes many (if not most) of your competitors are making - and how to ensure YOU don't make them too:
* Commercialization: turning everything into a commercial
* Suppression: limiting your exposure & reach by having poorly formatted pages, profiles and personal settings
* Ignorance: ignoring the power of the pareidolia effect & mirror neurons as part of our need to connect with people
* Impotence: engaging in the creation of content that isn't engaging

For more information, please check out http://Sellchology.com

NE Kia Region Live Streams

The Psychology of Social Selling - Leveraging reviews, video, and social media

Join Jonathan Dawson as he teaches the how to leverage the power and psychology of the "Reverse Appointment" to set quality appointments that actually show!

The 5 Step Process of the "Reverse Appointment":
- Pattern recognition: understanding the source and type of buyer
- Pattern interruption: differentiating yourself from the rest 
- Proactivity: establishing rapport and communicating empathy 
- Permission: gaining the ability to help the client
- Possibilities: painting a picture of the end goal

The 5 psychological reasons WHY a client keeps their appointment:
- Fear of loss: scarcity-based behavior was used
- Hope for gain: incentive and positive expectations were set
- Liking / Familiarity: rapport and connection was established
- Obligation / Reciprocity: unexpected value and indebtedness was created
- Commitment / Consistency: follow through and communication was consistent

#ReverseAppointments are possible!

To learn more about Sellchology, visit: http://Sellchology.com

The Power & Psychology of the Reverse Appointment

Why is the number 22 so important if you are a sales manager or Dealer? Why should your team have an average of 22 units per month per person? 

Is it reasonable? Is it possible? And a more interesting question... is it moral?

On this Sellchology leadership and management coaching call Jonathan Dawson, the automotive sales trainer and dealership consultant is joined by a General Manager who asked me to explain to him why a 22 unit average is something every store should aim for and work towards.

If you'd like more information about Sellchology, please visit Sellchology.com or contact us: info@sellchology.com | (866) 769-8083

Sellchology Management & Leadership

Why the Number 22 - Management Coaching Call

Sellchology provides Teaching that Transforms. We deliver the most up-to-date training and tools for helping salespeople understand the psychology of the sale. We work with automotive dealerships across the nation to change the selling process into a non-confrontational experience for both salespeople and customers. We work with managers and salespeople to learn proactive selling and proactive marketing strategies. you can learn more at www.Sellchology.com or check out our online learning platform at www.SellchologyUniversity.com.

Sellchology

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