Podcasts by Category
- 146 - Episode 123 – 25 Sales HacksTue, 29 Jun 2021 - 0min
- 145 - Episode 122 – Management Styles (Recorded Jan 2021)Fri, 25 Jun 2021 - 0min
- 144 - Episode 121 – Six Signs That You Are A Bad LeaderThu, 17 Jun 2021 - 0min
- 143 - Episode 120 – Janitor To Principal
In this episode, Ray and John discuss the possibilities of recreating your future through metaphores such as Big Wheels and LinkedIn posts.
Wed, 09 Jun 2021 - 0min - 142 - Episode 119 – The Hiring Dilemma
In this episode, Ray and John discuss hiring in the automotive industry with special guest, John Fruhmorgen, owner of StaffYourDealer.com
Thu, 03 Jun 2021 - 0min - 141 - Episode 118 – The Howard Stern Close
In this episode, Ray and John discuss a sales trainer’s recommendation to use, what he calls, the Howard Stern Close.
Thu, 13 May 2021 - 0min - 140 - Episode 117 – Expanding Options (Recorded April 2020)
In this episode from April 2020, Ray and John discuss helping the customer look at all of the options available for making the best purchase.
Fri, 16 Apr 2021 - 0min - 139 - Episode 116 – Better Management (Article by Joe Webb)
In this episode, Ray and John discuss an article written by Joe Webb on better management practices.
Thu, 01 Apr 2021 - 0min - 138 - Episode 115 – Finding Sales in the Service Lane (recorded January 2020)
In this episode (recorded in January 2020), Ray and John discuss converting service customers to sales customers.
Wed, 24 Mar 2021 - 0min - 137 - Episode 114 – Documentaries and Process
In this episode, Ray and John discuss movies for a long while. Then, finally turn their attention toward the car business with a 700 unit/month dealer which Ray recently visited.
Wed, 03 Mar 2021 - 0min - 136 - Episode 113 – Five Ways To Increase Sales
In this episode, Ray and John discuss an article found on LinkedIn titled “Five Ways To Increase Sales”.
Sat, 06 Feb 2021 - 0min - 135 - Episode 112 – Climbing The Company LadderMon, 25 Jan 2021 - 0min
- 134 - Episode 111 – Managing People You Don’t Like
In this episode, Ray and John discuss an article from TheMuse.com regarding what to do when and employee (or supervisor) isn’t someone you enjoy being around.
Fri, 08 Jan 2021 - 0min - 133 - Episode 110 – Importance Of Little Things
In this episode, Ray and John discuss doing the little things consistently, which leads to accompishing BIG goals.
Wed, 23 Dec 2020 - 0min - 132 - Episode 109 – Use Of The Telephone (From January 2020)
In this episode, Ray and John introduce a previously unreleased episode from nearly a year ago (January 2020) about the use of the telephone in sales.
Mon, 21 Dec 2020 - 0min - 131 - Episode 108 – Overcoming Stalls
In this episode, Ray and John discuss the very common stall, “Let me think about it.” Stalls and objections can be put to rest by having a genuine interest in the customer’s satisfaction with the deal.
Tue, 15 Dec 2020 - 0min - 130 - Episode 107 – Software Tools
In this episode, Ray and John discuss the various software tools used in a dealership, for example: DMS, CRM, Trade Appraisal, Parts, Manufacturer, website, and data mining.
Mon, 14 Dec 2020 - 0min - 129 - Episode 106 – Becoming Your Client’s Expert
In this episode, Ray and John discuss how and why to become the “Go-To Guy” for your customers. Whether you’re in service, sales, or another industry, you will benefit from being the expert that your clients look to for advice and support.
Mon, 30 Nov 2020 - 0min - 128 - Episode 105 – Managing By The Numbers – Part II
In this episode, Ray and John are again joined by Ray’s lovely wife and famed CFO, Kate for a continued discussion of using data to help focus and forecast your team’s performance.
Mon, 23 Nov 2020 - 0min - 127 - Episode 104 – Are You A Perfectionist?
In this episode, Ray and John discuss how to avoid the trap of inaction due to fear of failure or seeking perfection.
Mon, 16 Nov 2020 - 0min - 126 - Episode 103 – Managing By The Numbers – Part I
In this episode, Ray and John welcome a special guest host, Kate West. They discuss the importance of measuring performance through data analysis.
Fri, 13 Nov 2020 - 0min - 125 - Episode 102 – Creating Urgency
In this episode, Ray and John discuss creating urgency in the mind of your customer to make a deal today.
Tue, 10 Nov 2020 - 0min - 124 - Episode 101 – Gaining CommitmentsFri, 06 Nov 2020 - 0min
- 123 - Episode 99 – Building Trust With Customers
In this episode, Ray and John discuss ways to build trust with customers. Body language, what you say, and how you say it, all of these have an impact on whether a customer feels they can trust you or not.
Mon, 02 Nov 2020 - 0min - 122 - Episode 98 – Building Your Emotional Bank Account
In this episode, Ray and John discuss a recent podcast by Jocko and articles referencing your emotional bank account. How can managers, salespeople, and others create an environment in the dealership which leads to happier, more successful teammates?
Sat, 31 Oct 2020 - 0min - 121 - Episode 97 – Sales Lead Ownership
In this epsiode, Ray and John discuss a question posed in a facebook group about two differing approaches to lead distribution: lead ownership vs task ownership. Which is more effective?
Mon, 26 Oct 2020 - 0min - 120 - Episode 46 – Great Month, Now What?
In this epsiode, Ray and John discuss the great comeback of May 2020 in the car business. Now what’s next? How can you have a great June, as well?
Thu, 04 Jun 2020 - 0min - 119 - Episode 45 – Discussing Trade Value (Part 2 of 2)
In this episode, Ray and John continue the discussion of how to handle customer questions about trade value.
Wed, 03 Jun 2020 - 0min - 118 - Episode 44 – Discussing Trade Value (Part 1 of 2)
In this episode, Ray and John come to terms with their lack of communication while discussing trade value discussions, the used car market, and current events. In the following episode, they discuss trade value discussions with customers.
Tue, 02 Jun 2020 - 0min - 117 - Episode 43 – The Best YOU!
In this episode, Ray and John discuss being the best you that you can be, whatever that means to you! Listen as John has a hard time handling his pre-workout supplement.
Mon, 01 Jun 2020 - 0min - 116 - Episode 42 – Use and Abuse of LinkedIn
In this episode, ray and John discuss a grab bag of topics taken straight from today’s LinkedIn feed. Here is the article menitoned in the podcast referencing VW and their EV initiative: All VW retailers agree to ‘agency’ approach to selling electric cars
Thu, 28 May 2020 - 0min - 115 - Episode 41 – The Changing Dealership Culture
In episode 41, Ray and John discuss what every trainer, consultant, and company in the world is trying to sell you today – the changing dealership culture. We break down the truths and fallacies in many messages on social media today.
Wed, 27 May 2020 - 0min - 114 - Episode 40 – What Is Needed To Pencil A Deal?
In episode 40, Ray and John discuss a listener request: What information is needed for a sales manager to pencil a deal?
Tue, 26 May 2020 - 0min - 113 - Epsiode 39 – Mentoring Vs Managing
In episode 39, Ray and John get into a passionate discussion about how to responsibly address training and onboarding. Who does it? When do you know whether someone is just not cut out for the role they were hired to fill?
Fri, 22 May 2020 - 0min - 112 - Episode 38 – Importance Of Process In A DealershipTue, 19 May 2020 - 0min
- 111 - Episode 37 – Controlling The Conversation
In this episode, Ray and John discuss how to help the customer accomplish their goals by leading the conversation down a path whcih provides answers, actions, and results.
Mon, 18 May 2020 - 0min - 110 - Episode 36 – Daily Manager Meeting
In this episode, Ray and John discuss how to have a short, effective daily manager meeting to review previous leads, determine the next action, and review sales processes.
Thu, 14 May 2020 - 0min - 109 - Episode 35 – 3 Questions For Every Lead
In this episode, Ray and John discuss 3 question everyone should be asking about every engagement with a potential client. What’s the difference between a piano and a fish? You can tuen a piano, but you can’t tuna fish.
Tue, 12 May 2020 - 0min - 108 - Episode 34 – Getting Passionate About “Great Availability”
In this epsiode, John gets very passionate about using the phrase “Great Availability” while Ray drinks Red Bull.
Mon, 11 May 2020 - 0min - 107 - Episode 33 – 10 Reasons to Set an AppointmentThu, 07 May 2020 - 0min
- 106 - Episode 32 – 10 Reasons to Buy From Mehttps://saturdaymorningsalesmeeting.com/wp-content/uploads/2020/05/SMSM-032-057-10-Reasons-to-Buy-From-Me.mp3Tue, 05 May 2020 - 0min
- 105 - Episode 31 – 10 Reasons to Buy Here
In this espisode, ray and John continue their 5 part series on Reasons to Buy with Reasons to Buy Here.
Thu, 30 Apr 2020 - 0min - 104 - Episode 30 – 10 Reasons to Buy TodayWed, 29 Apr 2020 - 0min
- 103 - Episode 29 – 10 Reasons to Buy Your Product
In this episode, Ray and John discuss examples of reasons to buy a specific product. These reasons don’t necessarily need to be ways your product is better than the competition, just different!
Tue, 28 Apr 2020 - 0min - 102 - Episode 28 – Analyzing Influencers
In this episode, Ray and John discuss the value of industry influencers. Is it worth your time? What do they bring to the table?
Fri, 24 Apr 2020 - 0min - 101 - Episode 27 – Problems with Dealer Websites
In this episode, Ray and John visit some dealer websites and discuss their reactions. Do you have a “Schedule a Test Drive” button?
Thu, 23 Apr 2020 - 0min - 100 - Episode 26 – Motivation (Part 2)Mon, 20 Apr 2020 - 0min
- 99 - Episode 25 – Digital Communication
In this episode, Ray and John discuss how to communicate effectively using email, text, and chat. And, how to transition from digital to phone to face-to-face.
Fri, 17 Apr 2020 - 0min - 98 - Episode 24 – What Can Salespeople Do During COVID?
In this episode, Ray and John discuss activities salespeople can do to improve their own branding and increase sold units.
Wed, 15 Apr 2020 - 0min - 97 - Episode 23 – Used Vehicle Market During COVID
During Episode 23, Ray and John discuss the used vehicle market, including digital tools for vehicle valuations. This episode was sparked by a LinkedIn post titled “An Open Letter To Dealers From EVP Dale Pollak”. Link to Cox Automotive website to read the article mentioned: https://www.coxenterprises.com/news/an-open-letter-to-dealers-from-cox-automotive?feed=CoxEnterprises
Tue, 14 Apr 2020 - 0min - 96 - Episode 22 – Selling with StoriesThu, 09 Apr 2020 - 0min
- 95 - Episode 21 – Motivating Yourself and Your Team
In Episode 46, Ray and John discuss motivation! Whether you are motivated by action, reading books, listening to podcasts, or any other activities, it is critical to personal success and the success of those you lead.
Mon, 06 Apr 2020 - 0min - 94 - Episode 20 – Negotiate With Inventory
On Episode 14, Ray and John discuss the value of negotiating with inventory instead of price. Do your salespeople know how to hold gross and still recieve high CSI scores? By increasing the value of the product instead of lowering price, we maintain credibility and retain profit.
Fri, 03 Apr 2020 - 0min - 93 - Episode 19 – Digital Retail Overview
In episode 44, Ray and John discuss Digital Retail. What does it mean? Is it something dealers should embrace? Will it sell more cars?
Thu, 02 Apr 2020 - 0min - 92 - Episode 18 – Service Best Practices
In episode 37, Ray and John discuss best practices for the Service Dept, including Service BDC, Advisors, Managers, and Directors.
Wed, 01 Apr 2020 - 0min - 91 - Episode 17 – Traits of an Effective Consultant
On Episode 43, Ray and John discuss their approach to consulting, as well as what dealers/GM’s should look for in a consulting vendor. From new process implementation (such as Digital Retail) to streamlining existing ways of doing business, every dealer should ensure a consultant answers the following questions: (1) What’s the goal? (2) What are […]
Tue, 31 Mar 2020 - 0min - 90 - Episode 16 – Objection Handling Overview
In this episode, John and Ray discuss over coming objections. The most common objections, the best rebuttals, and how you can go “off script” to confidently address customer concerns. * Since Phenylketonuria comes up in today’s discussion, here is more info from MayoClinic.org: “Federal regulations require that any beverage or food that contains aspartame […]
Fri, 27 Mar 2020 - 0min - 89 - Episode 15 – Using Time Wisely During COVID19
Branding, Training, Youtube, Instagram, Tik Tok! These are all ways to use this time productively to prepare your business for success.
Tue, 24 Mar 2020 - 0min - 88 - Episode 14 – Establishing Effective ProcessesThu, 19 Mar 2020 - 0min
- 87 - Episode 13 – The Value of a TO
In this episode, Ray and John discuss the value of a T/O, both on the phone and on the showroom floor.
Tue, 17 Mar 2020 - 0min - 86 - Episode 11 – COVID19 CoronavirusFri, 13 Mar 2020 - 0min
- 85 - Episode 12 – Car Buying Technology
On this episode, Ray and John discuss how technology is changing the way that buyers prefer to do business and how a dealership can adapt to serve these customers.
Fri, 13 Mar 2020 - 0min - 84 - Episode 10 – Training ConsultantsThu, 12 Mar 2020 - 0min
- 83 - Episode 09 – How To Be A Better Sales Managerhttps://saturdaymorningsalesmeeting.com/wp-content/uploads/2020/03/SMSM-0033-How-to-be-a-Better-Sales-Manager-_FINAL.mp3Thu, 12 Mar 2020 - 0min
- 82 - Episode 08 – Benefits of a Sales BDChttps://saturdaymorningsalesmeeting.com/wp-content/uploads/2020/03/SMSM-0031-Benefits-of-a-Sales-BDC-_FINAL.mp3Thu, 12 Mar 2020 - 0min
- 81 - Episode 07 – Leaving a VoicemailThu, 12 Mar 2020 - 0min
- 80 - Episode 06 – Inbound Sales CallsThu, 12 Mar 2020 - 0min
- 79 - Episode 05 – Why SMSM?Thu, 27 Feb 2020 - 0min
- 78 - Episode 04 – F & IWed, 26 Feb 2020 - 0min
- 77 - Episode 03 – Growth Opportunities in SerivceWed, 26 Feb 2020 - 0min
- 76 - Episode 02 – ProspectingWed, 26 Feb 2020 - 0min
- 75 - Episode 01 – Activity Based Sellinghttps://saturdaymorningsalesmeeting.com/wp-content/uploads/2020/02/SMSM-0002-Activity-Based-Selling-_Final.mp3Wed, 26 Feb 2020 - 0min
- 74 - Episode 96 – Impact Of Emotions In Sales
In this episode, Ray and John discuss how the emotional state of a prospect can influence the effectiveness of a proposal. How do we train salespeople to detect and influence emoional states?
Fri, 23 Oct 2020 - 0min - 73 - Episode 95 – Implementing Change
In this episode, Ray and John discuss how to effectively implement changes in a dealership. Whether it’s a new sales or service process, a new or updated department such as BDC, or a new way of doing business such as Digital Retail. What are the pitfalls to avoid? How can we ensure adoption and excitement?
Thu, 22 Oct 2020 - 0min - 72 - Episode 94 – Product Knowledge
In this episode, Ray and John discuss whether or not product klnowledge is required for an effective sales process.
Wed, 21 Oct 2020 - 0min - 71 - Episode 93 – Selling A Need vs. A Want
In this episode, Ray and John discuss selling to eliminate a negative or solve a problem versus selling to enhance someone’s life. This topic came up while discussing the differences between selling automobiles and powersports/marine/RV’s.
Mon, 19 Oct 2020 - 0min - 70 - Episode 92 – Using Heuristics In SalesMon, 12 Oct 2020 - 0min
- 69 - Episode 91 – Sales Appointments: How and Why To Set More
In this epsiode, Ray and John discuss how to set more sales appointments and why that should be incredibly important to anyone involved with Sales.
Thu, 08 Oct 2020 - 0min - 67 - Episode 90 – 7 Signs Of Bad Management
In this episode, Ray and John discuss a social media post about signs of bad management. They also discuss how to avoid these symptoms and create good management habits.
Mon, 05 Oct 2020 - 0min - 66 - Episode 89 – Cultivating A Book Of BusinessFri, 02 Oct 2020 - 0min
- 65 - Episode 88 – Discussing A Post About Mistakes Salespeople MakeThu, 01 Oct 2020 - 0min
- 64 - Episode 87 – 5 Ways To Get Back To Basics
In this episode, Ray and John discuss a LinkedIn post titled “Get Back To Basics”. This includes topics such as being ethical and moral in your goals and laying out clearly defined commitments to your customer.
Tue, 29 Sep 2020 - 0min - 63 - Episode 86 – Are Activity Levels Important?
In this episode, Ray and John discuss a social media post regarding activity levels. Is it something you should monitor and coach? Can you predict future success through current/past results?
Mon, 28 Sep 2020 - 0min - 62 - Episode 85 – Effective Campaigns
In this episode, Ray and John discuss how to build, implement, and actively manage an effective campaign. Defining the campaign goals and filtering the existing prospect data effectively are two powerful activities which are too often overlooked.
Fri, 25 Sep 2020 - 0min - 61 - Episode 84 – Managing Up And Down
In this episode, Ray and John discuss managing your team and your manager. Whether it’s one-on-ones, goals, or daily activities, both the employee and the manager can be more successful by engaging in effective communication.
Tue, 15 Sep 2020 - 0min - 60 - Episode 83 – How To Set And Achieve Sales GoalsFri, 11 Sep 2020 - 0min
- 59 - Episode 82 – When Is The Best Time To Train?
In this episode, Ray and John discuss when and how to train. Do you need a dedicated time with a classroom setting or do you train in real time throughout the day?
Thu, 10 Sep 2020 - 0min - 58 - Episode 81 – Who Submits A Deal?
In this episode, Ray and John discuss submitting a deal to the bank. Who knows how to get a deal bought?
Wed, 09 Sep 2020 - 0min - 57 - Episode 80 – Maintaining Excitement
In this episode, Ray and John discuss ways to maintain a high level of excitement about the sales process and the product being offered.
Tue, 08 Sep 2020 - 0min - 56 - Episode 79 – Where Sales Careers Go To Die
In this episode, Ray and John discuss the circle of shame – where sales careers go to die. Don’t get involved in the negatvie discussions about the project, the product, or the staff. Keep a positive attitude and find the opportunity in the obstacle.
Mon, 07 Sep 2020 - 0min - 55 - Episode 78 – The Power Of A Second Voice
In this epiode, Ray and John discuss the power of a second voice. Sometimes, even hearing the same information twice can be the catalyst for making a decision.
Fri, 04 Sep 2020 - 0min - 54 - Episode 77 – Hiring And Onboarding (From The Road)
In this episode, John is in the studio, but Ray is on the road visiting a client in Atlanta, GA. The topic is hiring and onboarding. What training do “green peas” need in order to be successful from day one?
Thu, 03 Sep 2020 - 0min - 53 - Episode 76 – Great News
In this episode, Ray and John discuss the various ways to use the phrase “Great News” whether it’s in the close, on a phone up, when leaving a message, etc.
Tue, 01 Sep 2020 - 0min - 52 - Episode 75 – Save A Deal Call
In this episode, Ray and John discuss the Save-A-Deal Phone Call. That is, calling a customer who has just left the showroom to see what can be done to save the deal right away.
Mon, 31 Aug 2020 - 0min - 51 - Episode 74 – Default AggressiveFri, 28 Aug 2020 - 0min
- 50 - Episode 73 – TeamworkWed, 12 Aug 2020 - 0min
- 49 - Episode 72 – LeadershipFri, 07 Aug 2020 - 0min
- 48 - Epsiode 71 – Sell Me This Pen
In this episode, Ray and John discuss the root of all sales techniques. Are you solving a problem or enhancing your customer’s life? If you’re doing neither, then you’re simply taking their order and that isn’t selling.
Fri, 07 Aug 2020 - 0min - 47 - Episode 70 – Finding Agreement
In this episode, Ray and John discuss how and why to find agreement between you and your co-workers, staff, significant other, family, employees, and anyone else with whom you interact. Overcome objections, tear down communication and sales walls. Build a more joyful, more successful life for yourself by finding agreement with others.
Fri, 31 Jul 2020 - 0min - 46 - Episode 69 – Increase Sales By Setting Client Expectations
In this episode, Ray and John discuss how to make more sales by setting expectations with the client. By laying out key elements of the road to the sale, we can improve results by getting agreement to following the sales process.
Wed, 29 Jul 2020 - 0min
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