My apologies. I know my posts are Sales 101. You probably aren’t going to receive that gem of knowledge that will transform you or your staff into Super Salespeople. For that I am sorry. It’s just that I have realized that no magic potion is out there. Instead we need to be reminded of the basics. Little things add up to big things.
I also want to apologize to Detroit Lions fans, but when you’re team goes 0-16 you deserve it.
What separates the Lions from the Super Bowl Champion Steelers? Some would say talent but I disagree. I believe both teams have elite talent. Also, because of the salary cap both teams also have the same funds to spend. Why did one team lose every game and another win the title? What does this have to do with selling cars?
I believe it comes down to three things: Process, Support, and Professionalism.
Process – The Steelers have a great system. They know what players fit that system and draft accordingly. That is why they can plug new talent in and not skip a beat. Does your dealership have a great system? If it is in place are you following that process?
Support (or Teamwork) – Do you work to make those around you better? Are the new salespeople welcomed or ostracized? Managers, are you taking turns? When I was at my best and selling the most cars I had Service Advisors, Finance Managers, Sales Managers, and other Salespeople taking turns for me. Imagine what that communicates to a guest?
Professionalism – I almost titled this Work Ethic, but I think there is more to it than that. I think that it’s what you do when you don’t have a guest that matters. I also think this is a skill you need to learn. Take the time to become a professional.
I have listed three keys to success, but I am sure there are many more. What have I missed?