Some great salespeople struggle to explain why they are successful. Keith could break down what he was doing, explain the reasoning behind it, and teach others how to apply those same principles. He had a real ability to take newer or less experienced salespeople and help them become more confident, capable, and effective.
Paul Webb is like no other automotive industry trainer. He possesses a profound instinct for the basics of the industry as well as an unusual sensitivity to its nuances and subtleties. Most impressively, Paul is brilliant, daring and provides his clients a life-expanding experience of human nature, business and social skills. In short, he is a treasure.
Webb – There was an increase of 15 units per week after the 2nd week of the 3-week Sales Masters in-dealership workshop . . . for a combined increase of 45 units, representing additional profit of $54,000 to the dealership.
My first month on the sales floor, I sold 14 cars. The next month, I sold 18. After that, I became a consistent 20-plus-car salesperson. Keith continued coaching me by listening to my recorded calls, reviewing them with me, and using real customer conversations to help me improve.
He stayed long after closing to share wisdom, role-play customer situations, and help me grow. He even assigned me Zig Ziglar’s Secrets of Closing the Sale, which I listened to every day. Keith believed in me when no one else would. He helped turn a 19-year-old kid with nothing into a successful young professional whose father became proud of what he accomplished in the very industry he once warned him against.
"Making a list and uncovering needs hits right on target. That one portion of the program has closed more deals and easily paid for the program."
My team is currently experiencing two to three additional sales each month because of Paul’s strategies. I strongly encourage anyone in sales to apply the program to their monthly prospecting agenda.
Besides being a leader and mentor, you are what I call a strategy implementer. You see the destination, and you know how to steer the whole ship towards it, department by department, employee to employee. You paint the picture so the team can see the big picture.
Thinking back, the biggest thing Keith taught me was how to take real ownership of what I do. He taught me to own the product and sell it with excitement, talk to as many people as possible, create appointments instead of waiting for them, and always have a game plan. Most importantly, he pushed me to set goals bigger than I thought I could accomplish and to work harder than I probably would have on my own. A lot of how I approach sales and my career today comes from those lessons, and I still use them every day.
Paul Webb is without question the best automotive sales trainer I have ever heard. We have used him in various capacities over the years and the dealer community has totally bought into his training abilities ... his stuff works!
Dear Paul, Due to your professional and customized style of training, Peyton Cramer Ford has won the President’s Award from Ford Motor Company. This letter is to acknowledge your efforts and to say thanks. It is an overall team effort for a dealership to win this prestigious award. Your participation as Director of Training for the past year and a half has been a key ingredient to our team winning. Your enthusiasm and attention to detail will be missed as a full-time co-worker. I wish you great success in promoting I.T.S. and its services. Please feel free to use me as a reference. I know when a company invests time and money in your system of selling, productivity will increase. Sincerely,
What stuck with me most was how you really listened. You showed me that slowing down, asking a good question, and actually taking in the answer is more powerful than just trying to respond quickly. That’s something I’ve carried into every customer conversation and honestly, into life.
I think one of the most important things you went over was really taking the time to slow down and ask some of those extra questions in the beginning, so you have much more personalized product presentation based on what they care about. I also tell myself that everyone reserves the right to change their own mind quite often when dealing with objections. It reminds me that sometimes people aren't saying no; they just don't have enough information to say yes yet.
When it comes to developing a top-tier sales organization, Paul’s energy, deep knowledge of our marketplace and measurable success has made him a go-to for Cars.com. He’s a consummate professional who gives the best of himself in every training session, and we continue to be inspired and motivated by him. His book is a must read for every auto sales professional looking to take their sales to the next level.
Paul, Based on what I heard and the materials that we reviewed, I can now create positive changes with my team! The training was excellent. I’ve expressed my thoughts to Fred Adamczyk as well. We can apply 98% of what was presented immediately. Please send me everything you can. I need the sales letters especially. I’ve also spoken with Braman’s Director of Sales; Steve Grossman, about you doing a companywide training. He will contact you soon. Thanks again,
The greatest strength I saw in Keith Hall was his tremendous ability to get people to buy into what he represented. When he entered a room, you felt his presence, his generosity, his transparency, his authenticity, and his genuine love for his teammates.
He leads by example. His passion for his product, his people, and his customers set him apart. As someone who has sold on the front line, I have worked for many managers, but none like Keith Hall. He truly has an amazing gift and an ability to change lives.
I’ve known Keith for almost 15 years, and throughout that time, he’s been one of my greatest friends, leaders, and mentors. He’s one of my favorite people to talk to whenever I need advice or help with just about anything. What stands out most about Keith is how genuine he is. He truly cares about the people around him and genuinely wants to see them succeed.
Paul: Hello! I wanted to e-mail you my success story in using your sales techniques that you taught us last week. I e-mailed you the pleasure/pleasure letter about the couple that was in on Thursday. This was the couple that had 12 cars on their list to drive... the Subaru Forester was one of the 12. He is a auditory and she is kinesthetic. This was her decision on what vehicle to purchase.
