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Answers to some frequently asked questions

Q. What do we do exactly?

    A. We are best known for teaching psychology of sales and teaching unique marketing
ideas to automotive dealers, managers, and salespeople.


Q. How does what you do effect our existing sales process?

    A. Almost always we are an enhancement to what the dealer is already doing. Because
our focus is the psychological "road to the sale" we work well with all kinds of sales
processes, including: "one / best" price, value price, and traditional negotiating stores.


Q. How does that effect our existing sales training?

    A. It should not conflict with your current training. Most of the dealers we work with either have
some sort of training program in place; whether it be Joe Verde, Cardone Group, or
manufacturer training. If your like them you do something like that now or at one point did and
now just have Managers Meetings and do one-on-ones. If you like what you are doing, keep
it. If you don't have anything structured in place, we will bring it. The main thing we do is help
salespeople and managers understand the "why" behind the "what" you are trying to get them
to do! No conflict, just enhancement!


Q. How is what you do different from all of the other "training companies" out there promising to turn my store around?

    A. I've studied the materials and have been through classes, seminars, and have met many
of the "big name" trainers out there: Joe Verde, Grant Cardone, Paul Cummings, Markee
Group, Tom Stuker, Jim Ziglar, etc. There are several key differences between what we do
and what they do. Here are a few key distinctions:   

  • We focus on psychology as the priority and then add to it effective process and technique.
  • We allow for individuality and personality rather than trying to get everyone to "say the script". 
  • We love to sell cars still! Most other trainers haven't personally touched a car deal in a decade!
  • We don't need you to buy the whole system to get results. Pay and play as you go, no HUGE CONTRACTS!
  • We guarantee everything we do and ensure that there is NO RISK to the dealer.
  • We love what we do; it is our passion, profession and ministry! 

 

And now a few questions for you to think about...


Q. How many salespeople do you have who know "what' to do with the customer and

know "how" to do it, but still don't do it?

    A. We know how to fix that!

 

Q. How many times have you told a salesperson exactly what to say to the customer

only to have them translate it into their "own words" and lose the deal?

    A. We can also fix that!

 

Q. How many tools have you given your salespeople to follow up with their customer

and they still won't do it?

    A. Yep, we fix that too!

 

 

 

Here is what we believe

  • Through teaching comes understanding.
  • Through understanding comes courage.
  • Through courage comes the willingness to try.
  • Through trying comes failure.
  • Through failure come experience.
  • Through experience comes wisdom.
  • Through wisdom comes success.   

 

 

 

 

More information about me and my company

 

Here is why what I do is rare and exceptional in the market place:

 

First: I am a true car guy and I know psychology.  (Most sales gurus haven't touched a car deal in decades, if ever, and you can tell. I still sell cars!)

For over a decade I have been using psychology in sales to make people more productive and profitable. I studied psychology in college, and while in school used it to train over 75 door-to-door sales reps as a regional sales manager. Even my wife has her Master’s Degree in Industrial / Organizational Psychology (she studied the psychology of how good businesses run).  In the car business I started at the bottom, rose to become the top salesperson at my dealership and have been in sales management. I continue to sell cars today. This means I get to interact with customers at a Lexus dealership one week and a Ford store the next week. I've interacted with thousands of salespeople at hundreds of dealerships across the country. I have been a guest speaker for both NADA and NCM 20 groups and continue to travel the country today. Unlike most trainers, who talk a lot but are afraid to do, I continue to sell cars in every dealership I work in.

 

Second: We don't just "train" we teach.

The word "training" doesn't really describe what we do. I do not want to be known as a trainer just because I do "training". I am a teacher. I teach the psychology of selling cars in today's market. I teach the psychological and emotional road to the sale more than just the steps. Our focus and commitment to results is what distinguishes us from the crowd. You get the "personalized handling" of your organization by a highly trained and committed team. We do not appeal to everyone. Some dealerships want mindless drones, others want empowered intelligent salespeople.

 

Third: Our philosophy is unique!

My Plan B was to be different because traditional training seminars don't work! There are two types of training approaches out there:

  1. Rah rah "get everyone excited  for a week" seminar companies
  2. Results based educational companies

Ra ra sis boom ba seminars get everybody excited and motivated but the knowledge and actions don't change much. You end up with "motivated salespeople!" Salespeople are excited until "Johnny Tough Customer" knocks the wind out of them. This is the most common but unfortunately the
least effectual approach out there.

Results come from teaching salespeople how to think and respond to customers instead of always reacting under fire! This takes time and is not easy to do so most "trainers" would rather make you laugh than teach you anything. In order to get results, we combine Sales Skills, People Skills, Life Skills and Marketing Skills with the psychology behind those skills. This actually empowers salespeople and gives them the tools necessary to make the change. Our training style is to teach salespeople through the three primary learning modalities. Visually: using charts, power points, drawings and examples. Auditory: through lecture, CDs, music, and discussion. Kinesthetically: by role-play, interaction, and examples. This is how you get results! This is how you change "motivated salespeople" into profitable salespeople!

 

Fourth: Our Information is fresh.

Everybody in our company is still in the car business. We still sell cars, desk deals, close customers, make follow-up phone calls and handle objections from the customer. As we travel from Dallas to Minneapolis, We are constantly learning what the best of the best are doing and what the worst are consistently doing. This enables us to bring to the table what works today not what worked last year.

In an ever-changing world, up to date information and the psychology to put it to use is what separates success from failure. 

Isn't this what everyone says about their company? I know this all sounds too good to be true. Most managers don't become believers until we visit and they see that our actions speak much louder than these words. I hope I will have an opportunity to demonstrate that to you.

Because of the vision of our company and the fact that we offer zero risk guarantees to our clients, we are very particular with whom we decide to build long-term associations.


In order for us to determine if we can provide you with the results both you and we want, we will need to have your management complete an interview / questionnaire and we will have to visit with you and your management again. After the interview, we will go over the questionnaire with our training team to see how we can best help.

 

Thank you for your time and consideration,

Jonathan W. Dawson

President/Founder

 

Plan B Consulting, Inc.

509 Chapel Ct.

Eagan, MN 55121

Cell     (612) 387-7776

Fax     (866) 769-8083

Office (866) 769-8083

Email: jon@trainthewinners.com

 

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