Let Me Talk To My Customer: Recent Episodes
Chad Counts
Sales centered podcast for Automotive Recyclers, Salvage Yards, Wrecking Yards from Counts Business Consulting. Will cover other industry-related topics as well.
Recent update for ongoing industry developments in the Automotive sector.
Website: https://www.countsbusinessconsulting.com/
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Podcast: https://countsbusinessconsulting.libsyn.com/
How are you preparing for when opportunity comes knocking?
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Good people are hard to find. No one wants to work. What other bad hiring quips do you all hear or say?
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Website: https://www.countsbusinessconsulting.com/
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Podcast: https://countsbusinessconsulting.libsyn.com/
If you can't find areas to improve then you very likely are missing out or falling behind.
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Of course, everyone should call customers back yet many don't! Here are 3 reasons to make sure you follow through.
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What do you like to focus on when shifting gears and needing to be more aggressive in reaching out to customers?
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What happens when progress stops or stalls? How do you overcome or work through resistance?
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Examining expectations when facing a new round of supply shortages. What are you all expecting from the latest shortages?
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Examining the different dynamics of high and low volume sales teams.
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What objections do customers throw at you?
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What have been the most outlandish lies your customer has told?
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Rich and Chad, break down the most common lies our salespeople tell as well as why we bother to do this in the first place. What are some of the most common lies you hear around your facility?
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What problems are we solving for our customers this week?
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Who we are selling to dictates a lot about the techniques and benefits needed to close the sell. Rich and Chad examine the variables in qualifying who we are selling to.
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The sale isn't done once we received the order. The sales isn't done until our customers' customer is satisfied. Even then the customer relationship should always be our focus.
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Rich and Chad talk about spotting burnout or check out from salespeople with a range of experience. The causes can be varied but most of our responses come down to re-engaging our personnel.
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Many times the barriers people face to improvement are internal resistance. Rich and Chad break down where some of that internal resistance comes from and strategies for overcoming.
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Get while the getting is good. Strike while the iron is hot. Rich and Chad discuss ways to expand your pipeline and maximize these historic and unprecedented selling opportunities.
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Podcast: https://countsbusinessconsulting.libsyn.com/
Every now and then we come across unusual circumstances for customers. If salesperson's are actively listening, pulling at these loose threads can help us lock in sales or avoid unnecessary risk.
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Podcast: https://countsbusinessconsulting.libsyn.com/
How can a salesperson market themselves to their customer? What should they consider in terms of what they can offer to their customers that their fellow salespeople, other companies, and competitors aren't?
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Podcast: https://countsbusinessconsulting.libsyn.com/
How do customers come to find us? What is it that draws them to our phone lines, websites, etc? #1 is Inventory of course. Outside of that Rich and Chad examine what it is that companies focus on as well as the values that might appeal to our customers.
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Podcast: https://countsbusinessconsulting.libsyn.com/
There are many reasons to be first in different endeavors, with sales even more so. All salespeople want to be first but what efforts do they make to achieve this result and why is it so important.
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Podcast: https://countsbusinessconsulting.libsyn.com/
Dealing with closed-minded people is never a joy but it is a reality. To varying extents, we all have our battles with being closed-minded ourselves. When it comes to team members there are so many options that we have to take on these challenges. Rich and Chad, talk through how they have taken on these issues within a sales team environment.
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Podcast: https://countsbusinessconsulting.libsyn.com/
Planning and setting goals for 2021 hopefully is done by now. The time has come to think through our processes and techniques of achieving those goals. Rich and Chad, discuss the different tools/techniques that managers and trainers should have to support their team members.
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Podcast: https://countsbusinessconsulting.libsyn.com/
Coming back to the new year to finish off our series on Sales Traps. Rich and Chad finish off by discuss traps regarding familiar and speculative customers.
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Merry Christmas, Happy Hanukkah and Happy Holidays! In our last episode of 2020, Rich and Chad reflect on the year that was/is as well as get into the second sales trap of when customers ask for the price too soon.
Don't forget to sign up for our New Salesperson Training on January 7th! Contact us below.
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Rich and Chad dive into the sales trap of when their is confusion over the customer's part request. This happens quite often, where something in the part request causes a prolonged parts qualification conversation. We talk our way through how to spot and adjust to this sales trap to remain effective in our sales efforts.
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Rich and Chad discuss what we can do as salespeople to help generate more future sales. What elements of our job and interactions can help fill up our future pipeline of sales.
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Sometimes we hit a rough patch or things aren't going our way. There can be any number of reasons why we might fall into a slump in 2020. If you find yourself out of rhythm and not performing up to the level you'd expect, go ahead and take a hard reset to refocus yourself and get back to basics.
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Coming to that time of year where things take a little more effort to keep our focus and maintain our engagement. Rich and Chad, discuss some ideas to keep things fun and interesting throughout the holiday seasons.
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In many ways, continual improvement as a salesperson can get quite difficult. Time is limited after all and gained efficiencies can be hard to come by. Rich and Chad, discuss a few ideas on how to be more efficient as professional salespeople in auto recycling.
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Have we had it good this year or what? At least in terms of selling conditions in the auto recycling sector, this is as good as we have ever seen it. Seasons come and go and it is imperative we remain opportunistic in our approach to sales. The opportunities may change and Rich and I discuss how to make the best of it.
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Seeing the value in building relationships over building transactions. Rich and Chad examine different customer types and ways to prioritize building repeat business.
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Rich and Chad give suggestions for ways that we can maintain the level of engagement we need to achieve success. Our employees are high-performance machines and we want to make sure they are well managed and maintained!
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This week, Rich and Chad discuss how we build engagement from the outset. A lot of times the desire to produce results shortchanges the necessary engagement process of building buy-in from people as they adapt to new processes. https://www.countsbusinessconsulting.com/
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How often do we lose the engagement of our employees? It can happen monthly, if not weekly or daily. At times, this is easily overcome while other employees become entrenched and resistant to change. This week we discuss ways that we can regain influence with our employees.
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Persuading customers with different levels of knowledge can be difficult. We dive into some different lines of questioning that you can use in each case to be more effective in moving your customers to a decision point.
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In the Connected Economy, trust is everything. Make sure you understand the importance of establishing and maintaining trust with your most important relationships whether that be personal or professional. When things go sideways, that is your moment to step up and deliver.
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Maintaining a positive mindset is paramount to being successful in sales. We take on what we can do to improve our mental and physical health to be able to maintain positivity in our work and personal lives.
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No one likes to be manipulated. We discuss how the wrong mindset might lead to short term success but ultimately will alienate customers.
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Rich and Chad discuss a sales process that is aimed at being streamlined in delivering on a promise to your customer.
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Josh Harris of Weaver Auto Parts, Kody Hartman of Weller Auto Parts, and Ian MacFarlane of M&M Auto Parts Inc join the show to discuss how to build the best teams and how to measure what matters most to them.
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Rich and Chad discuss how our preconceptions and benchmarks for ourselves can become limiting factors. Expand your horizons and remove barriers to success. Run with the opportunities that come your way and don't look back.
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Rich and Chad discuss the challenges that come from anger or failure in any aspect of our lives. These feelings often impact our ability to perform at our bests. Rich and I discuss how and why to take on these challenges.
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Racer and Chad renew their look at the impact of the coronavirus on the inventory supply chain of auto recyclers in the US.
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Often we overlook the impact and value of our support staff in allowing us to generate sales. It's uncommon for sales staff to praise their support teams and that needs to change. If we want to continue to grow and succeed we need to develop good relationships with our team members.
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Rich and Chad discuss a critical ingredient in professional development and that is a system of personal accountability. A little organization goes a long way. Developing a method that keeps you challenged and organized will spur ongoing growth.
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Rich and Chad discuss the best techniques in dealing with customers who are coming in hot! Focusing on what you can control from your end of the phone and practicing principles that help deal with tantrums in all areas of life. It's not the most enjoyable part of the job but it takes the necessary preparation to avoid it ruining your day or your customers.
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No one is perfect, let alone an entire team or company. Rich and Chad discuss the necessity of preparing to rise to the occasion when our customers or their orders are in trouble. We often focus on developing front end sales skills, yet delivering in difficult moments is often what allows us to retain long term customers.
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It's often said the top 20% do 80% of sales. What is it about these sales professionals that put them over the top? Rich and Chad, explore what it looks like to be on the leading edge.
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Rich and Chad discuss ways we can reconfigure the workday to allow for greater efficiency and creating more room for selling. At times, sales professionals feel like their days careen out of control. Take charge and create a plan for success.
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Rich and Chad discuss the impact morning routines have on our performance. From motivation to organization, starting your day with a mindset for success is paramount.
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Rich and Chad discuss the sales screen on our inventory and yard management systems. How do we utilize this data to make the best decisions in the moment to close more sales.
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Rich and Chad discuss the different lenses that owners, salespeople and consumers look through to evaluate parts. We all have our perceptions and we all have different aspects we value.
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We have customers find us and our inventory from many different places. Today's episode specifically addresses ways to handle customers who have already seen the parts we have.
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Rich and Chad run through 11 different closing strategies and techniques. Strap in and get ready to take notes as there is a lot of ground covered here.
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With this episode, Rich and I key in on that killer instinct that salespeople need to develop. When you generate an opportunity you need to shoot for the close right away.
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In our first discussion of closing techniques, we work through a technique that has been very helpful in helping sales reps find their mark to closing new sales opportunities. Utilizing multiple levels of questions such as soft, medium or hard questions to build customer interests.
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We begin our month-long focus on closing by digging into closing statistics. Some from within the auto recycling industry and some from global sales statistics.
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Chad Counts and Rich Tyler outline reasons other than price where our customers may be motivated to buy. We explore what these alternative factors are and how they influence sales.
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Jim and I have a discussion about the benefits of trading groups. We talk about how these networks started the year, what they are doing to endure present circumstances and predicting what the bounceback will look like.
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How big is the opportunity on the other end of the phone? What kind of business or customer am I dealing with? And how do I sell them not just now, but on becoming a repeat customer?
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Steve and I have a discussion regarding the current state of the auto recycling industry in Canada. Steve provides information and resources through the Auto Recyclers of Canada association.
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Racer Yoemans of Bid Call Inc joins us to discuss what he is seeing across the country in terms of volume, value and the changing variables of the vehicle supply chain for auto recyclers.
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What are some of the habits and mindsets we need to get rid of to achieve our best results.
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The success of a salesperson starts before you hit the door to start your day. We must start with the right mentality to see the possibilities before us today. Within each interaction with customers we must always ASSUME THE SALE and avoid making negative assumptions for the customer.
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Robert and Chad Counts along with Rich Tyler give their thoughts on the expected impact and responses to the ongoing CoronaVirus podcast. Recorded (March 19th, 2020)
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This episode we talk through some of the myriad of reasons we get stuck as sales professionals. Whether you are new to sales, top tier or middle of the pack the challenges are often different. Let's discuss why you are stuck to see how you can grow.
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