We all know that just having a website, no matter how great, is not enough to make sales in the automotive industry. LEARN MORE
I’m late to work already and I’d rather sit here and drink coffee and perhaps go to the beach today and I can’t imagine anyone else waking up differently. So I’m at the end of my desk right now between two different types of days. The one I’m supposed to have going to work and the one I want to have so instead of either one I’ll write this.
I met someone the other day who said his internet department was going to have a 12-step process. As I was getting ready this morning I couldn’t help but wonder about this process and what happens on step 5 or 8 and especially 10 or 12 and why not shorten the steps to get right to those magical things on step 3 or 4?
And I thought if you’re going to go for a 12 stepper why wuss out at 12. Why not go for 32 or really man up and go for a whole 102 step sales process. Then I thought about my measly little 5-step process and started to wonder if it was sufficient and if I shouldn’t have a 12 stepper or 39 stepper instead.
But then I thought my 5 step process works for me and I’ve proven myself over and over again with it. And then I thought that guys 12-step process probably works for him too. Surely he didn’t get to be a newly promoted big time internet director unless he had delivered the goods some day.
So then I thought that what makes these processes good. What made or makes him good and other people is not some super industry or company wide master process but one that enables a person to complete the job process that utilized his/her strengths. They will in turn believe in this process and have hard evidence to back up its effectiveness but maybe what wasn’t effective was the process itself but that it was the person who designed it naturally designed it around their own strengths and it successfully leveraged those strengths.
I wondered if this person I met with a 12-step process was going to have success as he was hiring a team of internet people and planned on introducing this to them. I remember one time I worked in a dealership that had consultants who had sold and implemented and monitored a 4-step process to the dealership. The only sales people who sold cars were the ones that seemed to not follow it and they were not enforcing the process on these 1-2 individuals as they had sold a significant amount of cars. They in effect had their own process.
I just got a text now from my customer that they are on their way so I must go as it looks like I’ll be a salesman again today but if I were the big boss I wouldn’t implement my 5-step process or implement my super improved 7-step process. These sorts or processes seem to be more for managers and directors than sales people and maybe in large organizations it’s better to forego having sales superstars for a predictable and enforceable sales process and its predictable result but such a processes isn’t for sales people and if it isn’t for sales people then then it isn’t for sales and you should call it something else. Process 12 v.1 Department perhaps.