Cory Mosley

Principal, Mosley Automotive

What Matters Most15 Secrets of Sales Success in todays marketplace

@corymosley

• Secret 1 - Open your Mind• Secret 2 - Create Separation• Secret 3 - Connecting Matters• Secret 4 - Achieving Distinction• Secret 5 - Creating a Sales Opportunity• Secret 6 - Re-examine the process• Secret 7 - Work on the Team• Secret 8 - Communication Mastery• Secret 9 - Understand Gen-Y• Secret 10 - Shift in Selling Process • Secret 11 - VOC • Secret 12 - Customer Experience• Secret 13 - C.S.A. • Secret 14 - Take Action

@corymosley

The 4.5 Elements of Creating a Deal

Separation

Communication

Branding

Value Propositioning

Influencing

@corymosley

Secret 1 - Open your Mind

• The Information Age• The Challenge to Influence• Old School vs. New School

@corymosley

Secret 2 - Create Separation

• M + 3 Rule• Law of Diminishing Returns• Leverage the Power of Words• Be Authentic

@corymosley

Secret 3 - Connecting Matters

• Increases your influence• Is all about others• Goes beyond words• Always requires energy• Requires more skill than natural talent

“Connecting”

@corymosley

Secret 4 - Achieving Distinction

• Clarity• Creativity• Communication• Customer-Experience

Focus

The 4 Cornerstones to Achieving Distinction

@corymosley

Secret 5 - Creating a Sales Opportunity

@corymosley

Secret 6 - Re-examine the Process

• What- What are you doing now?• Why- Why are you doing it that way?• Is- Is there a better way?

Next Step......

TAKE ACTION!

Focus on the Deals you Don’t Make

@corymosley

5 Keys to the Path of More Sales via Employee Development

• Know Them• Grow Them• Inspire Them• Involve Them• Reward Them

Secret 7 - Work on the Team

@corymosley

Motivation 3.0

Being Self Directed

To Get Better & Better

For Something that Matters

Sourced from DRiVE by Daniel Pink@corymosley

The 4C’s of Core Communication

Secret 8 – Communication Mastery

@corymosley

Secret 9 – Understand Gen-Y• Close to 84 Million• Considered tastemakers• Won’t be sold- want to be seen, known, and respected• Comments from consumers, not reviewers drive decision

making• More than 26% of American adults are Gen-Y members• Currently influences half of auto purchases within

household• Reduce their spending during “challenging times” less than

any other generation• Spending exceeds 200 billion, will top 10 trillion in their

lifetime

@corymosley

Secret 10 Shift in Selling Process

Abandon previous thought patterns

Finesses & Influence

vs

Horsepower & Hunter

@corymosley

Secret 11 – VOC

Voice of the Customer & Social Listening

Customer service isn’t judged until the customer experiences a problem

@corymosley

Secret 12 – Customer Experience

Design the next level of Customer Experience regardless of brand

Take entry level brands up market

@corymosley

Common Sense ApproachSecret 13 - C.S.A.

@corymosley

Secret 14 - Take Action• Practicality causes delay, emotion causes

action• Impact drives income• Average performers plan what say, top

performers plan what to ask• Eliminate or differentiate your from the

competition• You can’t mandate productivity • Focus on the presentation @corymosley

“Every organization must be prepared to abandon everything it does to survive in the future.”

- Peter Drucker

“Those who hate change, will hate irrelevance a lot more”

- Retired Military General

2 - Good One’s to Take with You

@corymosley

Thank You

www.mosleyautomotive.com

@corymosley