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Gary May

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Exclusive Blog Posts

The Biggest Mistake Dealers Make When It Comes to Customer Retention

The Biggest Mistake Dealers Make When It Comes to Customer Retention

Jim Roche is the Divisional VP of Marketing & Managed Services at Xtime. We asked him to tell us the biggest mistake he sees dealers making today when …

Is 2018 the Year of Customer Convenience?

Is 2018 the Year of Customer Convenience?

It seems that every year has a theme attached to it in terms of where dealerships’ focus will be. Which themes or buzzwords will dominate 2018? We…

Upcoming Webinar: Show with Your Showroom, Sell with Your Website

Upcoming Webinar: Show with Your Showroom, Sell with Your Website

Today's customers walk into your showroom better-informed than ever before. Because they've done their research ahead of time, 89% walk into t…

Tips for Leaving a Voicemail

Tips for Leaving a Voicemail

The Voicemail So you receive an internet lead and you call and they don't answer...now what? We leave a message right? Let's say the customer in…

How to Maintain your Car (Maintenance that every Car Needs)

How to Maintain your Car (Maintenance that every Car Needs)

People will purchase a car with much significance. But, car maintaining schedule is fixed by very few. There are many parts in a car. So, regular maintenan…

 

Somewhere, over time, the thing in the middle of you and a buck (customer, client, deal, contract) was swept away even though that is was business is all about. It seems like the easy ride, free equity, huge perks and general "asleep at the wheel" mentality gave way to a gaping hole the size of a small planet. And guess who allowed it to happen? We did.

You can give excuse after excuse, allow yourself all of the credit in the world, but at the end of the day are you going to make it happen...now? When all the cards are down and showing? Do you need a poker face when you're exposed? What matters most now? Simple: Your plan.

"Plan A" is unbelievable success through the right amount and balance of effort, reading, edification, support and just plain work. Life will give you your "Plan B' and "Plan C" so don't worry about that. So many salespeople talk about the 'issues' that exist in today's environment. Fact is boys and girls, we MAKE our own environment. Is yours one of positive and and undying commitment to your goals?

People talk about legacy, in both positive and negative ways, especially when considering a backward perspective. How focused are you in your forward growth? In your tomorrow? In your passion? What are you building that will be looked at as a legacy? Is it the mint $1 bill (or 5, 10, 20 or 100) in that nice frame on your office or business wall with the 'best wishes' note on it? Is that what you look at every day? Are you dedicated to what happened 5, 10, 20 or 100 years ago and not tomorrow?

Your satisfied customers (and those that aren't yet) are what should drive you to do what it takes (in addition to the mission statement that took you 4 days, 26 pots of coffee and a close friend to come up with). Absolutely go for the dollars. Grab as many as you can. Just don't look like a desperate fool in one of those dollar bill blower booths scrambling for a whopping $68 in 'winnings'.

Look at your customers as a new way to get better, to learn, to listen, to apply something interesting you heard, to get one step closer to 'new and improved' and even to realize that this person in front of you has 100 (or 1,000) behind them. Whatever you do, never look at that person as keeping you from your sale, commission, goal, bonus, kickback or spiff.

Look, if you've already placed your bet on the 'industry coming back in 6 months so wait', more power to you. Stay on that path! However, if you're completely dedicated to the things that matter most to you along with the almighty dollar, quit making excuses and daydreaming. Make what you're aiming for the first priority every day and then go from there, in order of things that only support that goal.

Remember to risk everything, or stand in line with the 'others':

  • You will get what you want from your business only when you help other people get what they want.  
  • You will get what you want from yourself only when you completely empower yourself to unbelievable success...

Remember that winning develops confidence. If you want to build a winning habit, if requires that you make a decision. And make it now so you have it when you reach the office in the morning.

Best practices: Professional Insight, Powerful Results

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