Selecting a dealer to highlight is never a simple task because there are so many deserving dealerships. Texan Ford in Arlington, Texas gets my Platinum Dealer Award selection this month. They deserve it for having the vision to promote Ed Bailey from used car director to general manager and hiring the pied piper of car sales Reggie Franklin I heard for months about Franklin from other automotive people. The rumor is he is a true professional in every sense of the word, always looking for solutions to help people and never a harsh word to say about others. His personal commitment, interpersonal skills and positive demeanor makes everyone around him better. Oh, one last bit of the rumor was Franklin can sell cars—lots of cars.
While interviewing Franklin, I found him to be one of the most charismatic characters I’ve had the pleasure to meet. His positive energy flow left me feeling incredibly energized. One moment I was tired and in need of a therapist and the next I couldn’t wait to start working on this article. He was everything I’d been told and then some. Guess that makes the rumor a fact.
“I got my start in the auto industry during the early 90s with Van Enterprises,” Franklin said. At that time Van Enterprises maintained about 60 dealerships. “It wasn’t long before I was number one in sales for the group and was sent to other stores to train people.” Franklin stated that anyone in car sales could get the same results he does by applying simple methods to action. First you must contact the customer promptly, get the appointment and continue follow up until they show. Second, develop a relationship based on respect. Finally, gain their trust and give them hope for gain. The majority of salespeople that fail do so due to a lack of effort.
“I work with a great group of people here,” Franklin said. Without a doubt Bailey’s leadership style created this atmosphere for Franklin to work in. “I’ve known Ed Bailey for several years. He’s a great manager, easy to talk to and the employees respect him and what he’s accomplished.”
Since Bailey’s arrival this dealership has prospered, taking them from 10th to first in used car sales for the group in two months. After Bailey’s promotion to general manager, the dealership total sales group standings went from sixth to second.
“Everything I do can be easily duplicated,” Franklin said. “You don’t have to be a rocket scientist to sell a car. Just think about it: who do you know that doesn’t own a car? People want to own them, dealers want to sell them and lenders want to provide financing. There’s a never ending supply of opportunities to make sales because it continues to recreate itself.”
If customers are treated fairly they’ll become repeat customers and send you plenty of referral business. Why not take the opportunity to turn your last sale into several more?
