Internet Sales Mastery
Internet sales training for dealership teams.
Internet Sales Mastery is Glenn Pasch's six-month program for the people who handle your leads, in sales and service. We audit how leads are handled today, coach your team leader and team, and install the reporting that keeps the gains.
Led by Glenn PaschCEO of PCG Digital and author of Selling Cars in the Digital Age
New internet lead
Vehicle inquiry from your website
Lead arrives from your website
9:02Call that answers the question they asked
9:04Text with a personal video of the vehicle
9:06Email with price, photos and a next step
9:30Appointment confirmed by text
11:15Appointment set
Saturday, 10:00 AM
Illustration: one lead, handled the documented way.
The customer journey
Every lead is a promise. Your process keeps it.
Shoppers move from your ads to your website to your team, then into the store. The program inspects every step, then builds documented processes so no marketing dollar is wasted.
Advertising
Your ads set what shoppers expect.
Website
Your site keeps the promise and makes it easy to reach you.
Your team
Phone, email, text and video, handled the same way every time.
Showroom
The visit lives up to everything that came before it.
The program
Five phases, from audit to accountability.
We inspect how your leads are handled today, develop your team leader and team, then install the reporting that keeps it going. The goal is a team that runs the process on its own: less dependency, more growth.
Phase 1 · Inspect
Your brand promise and website
Does what you advertise match what shoppers find, and can they reach you easily?
Evaluate your current brand promise
Review your current advertising
Review your website for brand promise and user flow
Check Google Analytics for obstacles
Phase 2 · Inspect
How your team communicates
Sixty days of results, how your team is trained, and how the leader works with the team.
Align processes with your goals and your customers' needs
Review 60 days of results by team and by team member
Review 60 days of results by lead source and channel
Evaluate how team members are trained today
Assess the leader's skills through conversation and audits
Phase 3 · Develop
Your team leader
One-on-one coaching for the manager who runs the team, so the coaching continues after we leave.
Coaching in organization, communication, coaching and accountability
Weekly calls on the team's performance and training
Recorded weekly inspections to review
The online leadership course and assigned materials
Phase 4 · Develop
Your team
Phone, email, text and video skills, with weekly reviews and progress reports.
An ongoing system of reporting, training and progress
Weekly performance review calls with the team
Training on phone, email, text and video skills
Weekly one-on-one calls with team members as needed
Progress reports shared with the team each week
Phase 5 · Sustain
Accountability reporting
A system that keeps the process running, and shows leadership it's working.
Install the accountability system
Reports on training and results for leadership
Progress reports every week
What's included
A six-month program, led by Glenn.
It starts with a day at your store. After that, training, inspections and reporting happen every week by video call.
Watch: Improve your internet sales process (2:16)
The program
Internet Sales Mastery
Best for
Dealerships with an internet sales team or BDC, in sales or service.
One-day on-site kickstart visit
Direct training with Glenn Pasch
A full audit of how leads are handled
Weekly virtual training and inspections
Six-month minimum
One day to kick off
Weekly calls
Weekly, to leadership
Glenn with dealers at the NADA Show.
Your trainer
Led by Glenn Pasch.
Glenn has spent decades coaching dealership sales teams, BDCs and the managers who lead them. As CEO of PCG Digital he leads a team that helps businesses get customers raving, recommending and returning.
CEO, PCG Digital
Selling Cars in the Digital Age, The Road to Sold and The Power of Connected Marketing
You're In Charge, a weekly show on leadership
Impact Leadership, training for dealership managers
Our sales BDC is cranking and we owe much of that success to Glenn's direction.
Michael McSweeneyMcSweeney CDJR
Who is Internet Sales Mastery for?
Dealerships with an internet sales team or BDC, in sales or service, and the manager who leads that team.
How long does the program run?
Six months at minimum. It starts with a one-day kickstart visit at your store. After that, training, inspection calls and reporting happen every week by video call.
What do you look at in the audit?
Your brand promise and advertising, your website and Google Analytics, and the last 60 days of results by team, team member, lead source and channel. We also look at how your team is trained today and how the leader works with the team.
Does it cover service, too?
Yes. The same process applies to your service team: how calls, emails and texts are answered and turned into appointments.
How is this different from Impact Leadership training?
Impact Leadership is a course that teaches managers to lead. Internet Sales Mastery is a hands-on program for one team: we audit its process, coach its leader and team every week, and report on the results.
Can Glenn train on site beyond the kickstart visit?
Yes. Mention it in the form or call (732) 450-8200, and we'll include on-site options.
Get started
Improve your internet sales process.
Tell us about your team. We'll set up a short call about your goals and how the program would run at your store.
Tell us about your team
The form on this page. It takes about a minute.
A short call
Your goals, your team and your numbers.
Kick off on site
Glenn starts the program with a day at your store.
Prefer to talk? Call (732) 450-8200
Tell us about your team
Takes about a minute.
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