With new vehicle sales reaching 17.5 million in 2016, automotive sales are a multi billion-dollar industry in the United States. Strong sales teams are absolutely vital to the success of every automotive dealership and that's one thing Francis Taylor knows a thing or two about. The President and CEO of Taylor Techniques Inc., Taylor has spent more than 30 years working in the automotive sales industry. After reaching and maintaining his own personal goal of selling 50 cars every month, he became motivated to share his wealth of knowledge with others in the industry, helping them to improve and cultivate their own successes. Taylor also presents workshops throughout the United States and invites speakers who have attended his past workshops to share their own success stories and tactics with attendees.
Hands-On Training Is A Key To Success
Taylor believes that hands-on training in the "real world" far surpasses standalone, in-house coursework. "You get more respect from the people when you say ‘follow me,’ rather than “you should do this,'" he explained. During Taylor's training, automotive sales representatives may be taken on a demo, a service walk, or a walk-around before engaging in prospecting, the process of building interest and making connections that will result in sales, and the core of Taylor Techniques Inc.'s training enterprise.
Taylor is a man who tells it like it is, preferring a straightforward, no-nonsense approach to education. He provides his clients with real life examples and walks them through every part of the process. "We hit them right between the eyes," Taylor told us. "'Hey look: here’s what to do and here's how to do it.' I think that’s what’s missing in training today."
Taylor offers phone training in addition to a selection of videos, tapes, and audio files. He also presents a book that receives updates whenever Taylor encounters someone who does something more efficiently, ensuring that his clients are continually provided with the most effective strategies possible.
While Taylor Techniques Inc. training is compatible with any existing training program already in use at a dealership, the stratum of training caters to every salesperson's own degree of experience. These individualized tactics ensure that each person receives the specific education they require without boring them with information they already know.
The typical length of the training program provided by Taylor is generally a 20-month period, although he'll come in for just three or four days if that's all a dealership needs. "Whatever the dealer wants, we’ll do," he said. Regardless of training duration, Taylor stresses the importance of prospecting over a dealership's reliance on advertising alone. "One prospecting tool won’t make you rich, but a bunch of them will make you wealthy," he shared.
One Simple Reason Why Training Is So Important
"If you’re a salesman, if you’re a manager, if you’re a dealer, nobody cares if you make it or not,” Taylor admitted. “He who trains the most, makes the most. That’s a fact.”
Truer words have never been spoken and Taylor's candid philosophy transcends the automotive sales industry. For every successful OEM, they are genuine words to live by.
About Taylor Techniques Inc.
Taylor Techniques Inc. is headquartered in Harrisburg, Pennsylvania. Founded by Francis Taylor, the company provides sales training to professionals in the automotive sales industry. Known as the "King of Prospecting," Taylor takes a hands-on approach to training, ensuring that car dealerships who take part in his training courses will improve their sales force and increase their revenue.
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