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Jared Hamilton
From: Jared Hamilton
Hey - It’s time to join the thousands of other dealer professionals on DrivingSales. Create an account so you can get full access to the articles, discussions and people that are shaping the future of the automotive industry.
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Dee Rawls

Dee Rawls President

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Mathematics is a True Science: The Power of One...

A recent article by HubSpot Founder, Dharmesh Shah, brings home many value points about understanding ratios, valuing quality and quantity in there rightful measures, and recognizing the power of one.  Read it here.

As a promise to myself, I do things only one way - to the best of my ability.  Otherwise, I simply do not engage at all.  Automotive retail has been a rewarding career for me because of this, and because I understand ratios.  Also, much due to the same, automotive retail has been a challenging career choice for me.  There have been some instances when the quantity of time I spent at a dealership or for a dealer client did not measure up to the quality a moment with my loved ones might have equaled.  One truth, though, is I am doing what I believe.  When a moment presents itself, such as this one, I pounce on it and put into it all that I have to offer.  I call this "All In Equals All Out".

Accomplishment is typically a ratio of Tries-to-Failures-to-Successes.  So, if I only try once, and that trial is a failure, then my ratio is 1-1-0.  As I continue to accumulate Tries, the Failures are sure to grow in number, too.  Aside from the definition of Failures or Successes, though, the key to the ratio is simply the number ONE.  A ratio that looks like 1-x-y.

Assigning the number ONE the power it deserves, we recognize there is nothing more important than the 1st sale, or the 1st objection, or the 1st phone call answered, or the 1st email sent back as 'mailer daemon'.  Assigning the number ONE the power it deserves, means we acknowledge the outcome matters not in the absence of the Try.  The 1st Try is the key ingredient to all the ratios in this world where Mathematics is a True Science.

As it relates to selling more automobiles, it looms well that we understand the power of ONE.  Almost every seasoned sales professional knows to become successful, he/she must identify the one vehicle, the one objection, the one buying price necessary to close the deal.  All of these are moments in a sales process made up of a ratio that include Tries, Failures, and Successes.  This looks like z-x-1 (once we sell the vehicle).

As such, it has been one of my practices at the dealership level when acquiring a new team of sales professionals, to assign each professional only one vehicle out of the new model line up to focus on selling.  This afforded me an opportunity to eliminate many unnecessary variables when it came to identifying their true abilities to meet and greet, qualify, conduct a T/O, present the right vehicle, and do a trial close at the end of the test drive.

Almost every time, the closing ratio of the professionals I managed went up within their 1st week.  A key to the growth amongst these individuals was identifying ONE thing they did right along the way.  Each Try represented an opportunity to multiply the amount of things they did right.  A lot of managers lead from an "I've done this my whole life, I know it all" perspective.  Accomplishment was mine because I simply helped others solidify their own identities and leverage the strengths they inherently possessed into a great capacity to sell cars.

Now, this is just the beginning - or, the 1st of these snippets I would like to share here on DrivingSales.com for the community to appreciate.  Growing in value is about adding a multiplier to the ONE.  That looks like z(number of cumulative members on DrivingSales.com). If any amongst you have a thought dynamic to share regarding how mathematics, numbers, or ratios are helping you grow your businesses, then please be encouraged to share.

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