Starting in the Business
I’ve been around the car business for my entire adult life, starting with a job in a body and fender shop as a teenager. In my 20s, I started to sell cars, and was lucky enough to start with the No. 1 dealership in the Mid-Atlantic region. I say “lucky,” but there’s an old saying that “luck is what happens when preparation meets opportunity”; I was Salesman of the Month my first month there, and I’ve never looked back. It only took me two years to get to the point where I was delivering 40 to 50 units a month, every month. I was able to do this because I learned a secret to effective sales very early on: I got 95% of my sales from constant prospecting.

The Leap into Sales Training
I started on a new career path — the one I’ve have been on for the majority of my career — when some dealers asked me to come in and offer sales training on my days off from my dealership. This was to be my life’s calling. I saw the need for my services, and I felt good helping other people reach their potential. After I got started, I received a very important letter. Joe Girard, who was then the world’s greatest salesman, wrote and asked me how I was selling so many cars in such a short period of time. Joe’s letter would change my life. He promised me there was a great need for trainers. So, in 1986, I put my experience, my enthusiasm and the encouragement I received from Joe and others together and started training full time. It was one of the best decisions I’ve ever made.

Training Philosophy
It’s not rocket science; it’s people science. Selling is easy if you can get accurate information. My training boils down to this:

• Get to the point with people, and back up what you say
• Give your customers the meat and potatoes, not a bunch of bull
• Teach “Why,” “When,” and “How” to do something, and, most importantly, “What is the benefit for doing it correctly?”

That’s getting it done. One of the main lessons I teach is to “Think BIG.” Come to work with a plan, and stick to the plan.

You can’t be BIG in any business if people don’t know you, and prospecting is the most inexpensive, effective and powerful way to get guaranteed BIG results. In my training programs, I show clients how to get their name out to customers several million times a year for only a few dollars. This is the key to making money 24/7; this is how you make money when you’re sleeping.

Think BIG. He who gets 10 men to do the work of one gets 10 times the return. Prospecting is the key.

Why Use Me?
Good question. The answers are experience and results. Some of the biggest dealers in North America use our training. Toyota of Canada has used us to train across Canada, and dealers who are No. 1 in their state continue to use us. I have written more success stories in AutoSuccess magazine than any other trainer, and I have personally hired salespeople who have made more than $100,000 in their first year using our prospecting techniques.

Down Time
During my off hours, I like to get out of the office, and nothing recharges my batteries like being out in nature. I’ve been an avid hunter and fisherman all my life, and have been fortunate enough to be able to travel the world in pursuit of these pastimes.

I also love horses, and have owned and raced a number of these beautiful animals. It’s a thrilling pursuit.

Most of all, I love my life with my friends and family, and I enjoy sharing my success with others. When I’m alone, I like to read the Good Book and thank God for all that He has given me. Reading the Bible helps to keep you thankful and humble. What good is it to have things and not share them, or to not appreciate the One who gave them to me?

This is all part of the success that I share with everyone I can. Thank you for your interest in Fran Taylor and Taylor Techniques.