This is not a post intended to be a "ground breaking" best practice or the latest great technology that you should adapt in your store. This post is directed to be a great reminder of fundamentals that apply to everyone. We all rely on fundamentals. General Mangers, General Sales Managers, Internet Directors, and all other roles in the dealership rely greatly on basics to help them put their knowledge into play. The Driving Sales community is made up of many top-level performers that understand each topic listed below. Here is your refresher.
- Attitude is first: You must believe you can. Posture your brain for success by believing in your product, in your company, and most importantly, in yourself.
- Culture: We all have the power to create the environment that we are surrounded with. It starts at home. Trust me, it will transfer to your work environment if you allow your personal surrounding to be negative. Mangers need to create the right co-worker environment. You know that 15-20 car guy that is toxic, but we 'put up' with him because of performance. Don't do it. You can replace them and build a better culture.
- Find a Mentor: The people that we put ourselves around is key. Stay away from the "poison" type and make sure you seek out other people that are where you want to be. There are plenty of very, very smart and hard working people in this industry. Reach out to one of them and see what you can learn.
- Search Information: Look for new ideas. Expose yourself to "out of the box" ideas and keep an open mind. It may not make sense at first, but once put into action the new idea may take you to the next level.
- Prepare to Win: Plan your day, everyday. Not just at the beginning of the month when your manager or owner ask for the forecast. Look at it daily, and be ready to make adjustments. Have goals and keep them in front of you at all times. Write them down multiple times daily to keep them on the top of your mind.
- Become the MVP: Be so valuable they would be crazy to replace you. Knowledge is the starting source for your value. If you become a resource to your company, or even our industry, the sky is truly the limit.
- Give Answers: Our job as salespeople is to produce solutions. Your customer does not care what you know, or what you think. They want you to find their solution. Become a problem solver and you will find that when you provide your customer with what they want, then you in return will accomplish what you want.
- It's Your Fault: Take responsibility for your actions or lack of action. Don't make excuses and find a way to fix problems. We all have growing pains and need to look in the mirror to find how to get through them. Business slow? You must pick up your level of action and develop your skills to adapt.
- No Fear: No risk=No reward. Build your self-confidence to develop a fearless approach to your business.
- Never Quit: Most salespeople don't make the sale because they quit too soon. Most customers have to be asked multiple times before they commit to buy. Called the customer 8 times with no answer? Call again. The grass may seem more green on the other side, but our results come down to how we handle our current situation.
There you go. 10 ways to can make a difference in your career today. Hopefully this helps you out and you are on your way to a better tomorrow.