The Wake-Up Call
According to seminal research published by the Harvard Business Review and ValueSelling Associates, nearly half of all salespeople experience a distinct fear or hesitation when picking up the phone to make cold calls.
Your sales associates could be leaving money on the table.
I 100% agree. When I was on the floor, I always hesitated to call my CRM list due to the fear of rejection. My excuse: “Oh, they're going to get mad at me if I keep calling.”
The truth: Most buyers don’t care.
👇 The Hard Numbers 👇
What’s Happening In Your Industry!
👉 Source: Data via Black Book Market Insights at Blackbook.com
Your CRM Check
(Pull Your Numbers; Share Them In Your Huddle Meeting)
➡️ Unworked leads older than 48 hours: _______
➡️Average touches before closing a file: _______
What to tell your team in the huddle:
"Team, gather around for 60 seconds. I’m looking at the national Black Book depreciation data, and I need everyone to get something clear right now.
In 2021, you could leave a used car on the lot for 90 days and it would actually GO UP in value. Those days are dead and buried. Look at these numbers: used vehicles are officially back to normal depreciation—losing 11% to 14% of their value every single year.
*That means every used unit sitting out on our lot loses roughly 1% of its value every 30 days.
If we have a $30,000 SUV sitting at 45 days, it’s not just taking up a parking spot it’s bleeding $300 to $500 in gross profit right out of our pockets.
That money is commission money leaving your paycheck.
Starting today, we are not sitting on aged inventory. If you have an unsold prospect on a unit that’s been here more than 30 days, your job today isn't to wait for them to text you back—it's to pick up the phone, create urgency, and get them on the lot before we have to wholesale or re-price it.
Let's go move some metal."
The Game Plan
The game plan for this week: The 24-hour follow-up!
The 24-hour follow-up is crucial for sales associates to execute. The buyer is still in buying mode, and not reaching out to them is like being hungry, having a plate in front of you, and not eating the food.
Floor Rule: “Guys, I need everyone to follow up with every single prospect that you spoke with yesterday. No exceptions! Text me the word “Sold” when you’ve done the follow-up
The Word-for-Word Script
First things first, How’s your day going, [Prospect’s Name ]? Thank you for yesterday’s visit. I had a great time. [Prospect’s Name ], the reason I am texting you is that I want to make sure everything was clear yesterday and you didn’t leave with questions in your mind. If you did, I apologize. Do me a favor, [Prospect’s Name], reply to this text so I can help you.
The Rep Reality Check
Associates Mindset: “I don’t reach out because I don’t want to bother my client”
Manager Shutdown: Do you stay busy here at work?
Associates: Yes!
“Guys, you’re busy, I’m busy, and so are our clients!” I know you feel awkward reaching out and following up because you think your prospect will get upset, but in reality they are just busy people, and because they’re busy, it’s easy to miss your text. Follow up. Text them today after this meeting. No exceptions!”
The Quick Fix
Do This…
Auto GMs & GSMs: Want this level of execution installed in your store without burning your own time prepping it?
My 3-way operational framework handles the heavy lifting:
5 Custom CRM Sequences: Re-engage stalled database leads into confirmed appointments.
Weekly Consumer Newsletter: Done-for-you database outreach to reactivate cold prospects.
Sales DISC Workshop: Tactical floor training to adapt rep communication to every personality type.
👉 Reply "GROWTH" directly to this email to receive your store installation plan.
The Leadership Tip
The Law of The Lid: by John C. Maxwell.
The law of the lid states that leadership ability is the cap that determines a team's effectiveness. If a GM or GSM's leadership operates at a 6, the dealership's performance will never hit an 8 or 9.
The Negative Effect: Automotive sales turnover sits at a staggering 67% to 73% annually. Reps jump from lot to lot looking for better systems, better guidance, and bigger commissions.
High turnover isn't a "rep problem" it's a leadership lid problem. When managers lack structured, daily huddle systems and sales frameworks, reps drift, lose deals, and leave.
Raise your store's lid, and you lock in your sales team.
Today's Floor Challenge
You don’t get great at selling in a day. You get great at selling day by day
Humans love the feeling of motivation!
According to the University of Pennsylvania, motivation underscores everything we do in our professional lives and even shapes how we prepare to enter the workforce in the first place.
If your team doesn’t feel motivated, their performance will suffer. Give them a reason to succeed
The challenge: Whoever schedules 3 appointments by 2 pm today gets a free lunch (or other incentives).
AUTO SALES INSIDERS: EXECUTIVE TIER ONLY
Unlock this week's 3 printable executive blueprints to enforce on your showroom floor today.
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What’s Inside The Vault
📦 INSIDE THIS WEEK'S EXECUTIVE VAULT:
📄 Printable Morning Huddle Guide (.PDF): 60-second used inventory script & 24-hour follow-up floor rules.
📊 Desk Manager CRM Audit Scorecard (.XLSX): 9:00 AM daily inspection sheet + rep excuse shutdown line.
📱 Rep Desk Reference SOP Card (.PDF): Copy-paste 24-hour outbound SMS script & afternoon spiff challenge.
👇 VIP Pass For INSIDERS Only 👇
Unlock the Executive Operations Vault
Join Auto Sales Insiders Executive Tier for $17/mo to unlock weekly done-for-you huddle scripts, desk manager audit scorecards, rep floor SOPs, and printable execution tools built to protect your gross profit.
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