Tony Pate

Energizer
DISC Type : I

General Manager at San Marcos Toyota

San Marcos, Texas, United States

Overview

Tony Pate is a seasoned automotive industry executive with over 42 years of experience. He progressed from a Salesman of the Year to COO of an automotive group and now serves as General Manager at San Marcos Toyota. His extensive background includes automotive advertising, sales education, and leadership consulting for major companies.

His career is distinguished by having personally hired and trained over 10, 000 automotive sales professionals across more than 100 dealerships nationwide. He is also the CEO of a firm focused on recruiting and training for auto dealerships.

Unique fact: Nissan North America hired him to train their sales professionals and managers for the national launch of the Nissan Leaf.

Personality Overview

Informal

Relationship Oriented

Full Of Energy

Unlike C or D types, they are vocal with their opinions but not so much with their questions.  They excel at seeing the bigger picture, and the long-term impact of their decisions. They are people oriented, friendly and like creating new connections.

Topics They Care About

Automotive Sales Training
Has trained over 10, 000 auto sales professionals and developed content on sales, service, and leadership for Fortune 50 companies.
Dealership Profitability
His 42-year career has focused on training dealerships across the country on how to increase sales and overall profitability.
Automotive Advertising
Previously served as Director of the Automotive Division for Zimmerman Advertising, where he managed account services for over 300 automotive clients.

Media Appearances

Tony has no verified media appearances

Work History

7-2013
General Manager at San Marcos Toyota
1-2011
EVP of Education & Sales at woople, LLC at woople, LLC
2-2009 - 12-2010
Chief Leadership Officer at Paul Cummings
5-2003 - 1-2009
Director Of Automotive Division at Zimmerman Advertising

Education

1968 - 1971
W.P. Davidson High School from School name:

More Information

Social Presence :

Prographics :

Exp : 22 Location : San Marcos, Texas, United States Job Level : Senior Designation : General Manager at San Marcos Toyota
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Insights For Selling To Tony

During A Call Or A Meeting

DO's

  • Invite them for a lunch or a drink/coffee
  • Speak enthusiastically with energy, maintain a clear and confident tone
  • Use adjectives like ‘amazing’, ‘coolest’, ‘unbelievable’ etc.

DONT's

  • Avoid ifs and buts, don’t talk too much about the risks etc.
  • Don’t be excessively objective, be a storyteller
  • Don’t be too formal, focus on building comfort and trust

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Tony is

  • Relationship and trust can be vital with them, sometimes more than anything else.
  • Will you ever get a clear answer from Tony

  • They are unlikely to say no directly, you have to make that decision yourself.

Insights For Deal Planning

    How fast (or slow) will Tony move?

  • They are not the fastest decision makers, their friendly approach can give false positive signals.
  • Can Tony take some risk or not?

  • They can take certain risks that are unlikely to have personal consequences.

You And Tony

Personality Compatibility


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