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Bart Wilson

Bart Wilson Director of Operations, Media

Exclusive Blog Posts

My Dealership Story - Kristy Elliott

My Dealership Story - Kristy Elliott

Meet Kristy Elliott, the Dealer Operator at Sunshine Chevrolet and check out her dealership story. Learn how Kristy came from the non-profit world to …

Start With Why - David Mead at DrivingSales Presidents Club

Start With Why - David Mead at DrivingSales Presidents Club

DrivingSales was so excited to have David Mead as a keynote speaker during Presidents Club. David works at the Start With Why foundation with Simon Sinek, …

You Have a Position to Fill – Who Do You Hire?

You Have a Position to Fill – Who Do You Hire?

As much as you try to avoid employee churn, you’ll always need to hire someone. It might be to replace a staff who’s moved on in their care…

6 Tips for Better LinkedIn PPC Advertising

6 Tips for Better LinkedIn PPC Advertising

With a little over a year’s experience with LinkedIn Advertising and some insights from a connection at LinkedIn, I’ve put together a list of 6…

The 3 Laws of Extreme Ownership

The 3 Laws of Extreme Ownership

“These are all things that may help you justify your results. But is your dealer any happier because of this?” I just finished reading a…

Have you ever said or been told to “get control of your guest”? You usually hear this when there is a problem with the deal. But think about this for a second. Dictionary.com defines Control as “to exercise restraint or direction over; dominate; command”. How many customers you know who will let you dominate them? In today’s marketplace the customer has so much control. There is an abundant supply of the product. In many cases they know, or at least think they know, what you paid for it. They don’t need it right now. So how are we supposed to get control of our guests? Simple. Get control of yourself. Rather than push the guest where you want them to go, lead them to where you want them to go. If you look around your dealership to the top salespeople I bet you would agree that they don’t have problems controlling their guests. They have mastered the following things: 1. Control your attitude. Often we have decided before we open our mouths whether or not the guest will buy from us. Be careful, because our attitude affects our body language. The customer may decide before you open your mouth not to buy from you. 2. Control your process. You can’t skip steps. They are there for a reason. You will be more efficient and more effective if you know your process and use it every time. 3. Control your product knowledge. Learn what you are selling. I mean, really study it. 4. Control your objections. Everyone has heard the objections are opportunities. If that is the case, you had better be able to handle all of them. You are going to get objections often. The successful salespeople have heard every objection multiple times. These objections help them sell. The quicker you can learn how to handle these effectively the faster you will succeed. This brings me to my last point, 5. Control your time. Most of us have a lot of downtime. We can waste it and talk about fishing of lunch, or we could role-play, do follow-up, study, you get the idea. Control your guests by controlling yourself. I’m sure there are more that I am missing, and I’d love to hear your thoughts.

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