"Big Al" Albert Gillespie is Chief Marketing Officer of Feldman Automotive and Mark Wahlberg Automotive. When he started selling cars, he realized people had a tough time remembering their salesperson unless they stood apart. He tried his old nickname, and suddenly, everyone remembered “Big Al,” partly because he’s only 5’8”.

Fill Up Your Sales Pipeline

"Big" Al will help you to set yourself apart among salespeople, have meaningful conversations, build relationships with potential customers, and fill up your sales pipeline so your phone is always ringing.

Expert: "Big" Al Gillespie
Journey Length: 13 guides
Collection: Build Your Sales Toolkit

After you’ve watched this journey you will: Incorporate prospecting calls into your daily activities. Have the confidence to start meaningful conversations with anyone, anywhere. Know how to become a valued resource for potential and repeat customers.

1. It's About Connecting (Not Selling)

Let's talk prospecting. It's not about immediately closing a sale, it's about building connections. Big Al walks us through how.

Commit to thinking of prospecting as a way to build connections, not sell a car immediately.

2. Who is Buying From You Next Week?

There are highs and lows in automotive retail. Even though times might be good right now, you still need to be thinking about who's buying from you next week and the week after. Big Al encourages you to think about the future.

Plan for future sales, even though times may be good right now.

3. Start Meaningful Conversations

When you're talking to a customer you haven't been in touch with for a while, you need to be prepared to pick up the relationship from the moment they pick up the phone. Big Al gives you some tips in this guide.

Prepare properly for a meaningful conversation with an existing customer.