I watched the 2007 movie "Shooter" earlier this evening. Its about a US Sniper who is framed for an assassination attempt on the president by a rogue CIA unit. The movie follows the manhunt for this extremely well trained Marine Scout Sniper who they think tried to kill the president. I wont give up the details of the plot, nor the intense ending, but I will tell you this (because it relates to car sales): Swagger (the sniper) recruits a blown off FBI agent to help him fight his way out of the situation. Unfortunatley this FBI agent is 3 weeks out of the academy and needs some serious training to keep up with Swagger. At one point in the movie Swagger is training this rookie to shoot and reload under extreme pressure and he says to him, "Remember, slow is smooth and smooth is fast." Later in the movie as they enter their most intense battle Swagger restates these words of wisdom.
Slow is smooth & smooth is fast is an oxymoron of a proof, however it provides great direction for anyone in car sales (any form of sales or negotiations really.) So often we are hurried and especially become excited when we receive the "green lights" from the customer signaling their willingness to continue the sales process. As a result of this positive anxiousness we hurry things along, begin to believe that "this customer is different" and maybe even cut corners. The result is usually a "quick and easy" sale right? ...Wrong. Slow down and remain in control of the situation. Follow the sales process even if some particular steps are "not needed because this customer IS different." The vast majority of the time the hurry causes long term pain, such as incomplete paperwork that holds up funding, a lack of proper information put into the CRM system or worst case scenario is cutting just enought corners that we lose control of the deal all together. There is nothing worse than losing a deal you knew you should have had? So, how do we avoid these problems?
We would all do well to take advise from a Marine Scout Sniper, "Slow is smooth and smooth is fast." Staying in control and doing things right the first time will mean more deals, higher income, happier customers and a more successful YOU! Have a great week!