This year of 2017, is the prime time for sales pros to not just survive but thrive!  

              Your customers need you more than ever.  

It will require effort, planning and an understanding that today, the consumer is able to acquire information on the company and product in an instant through the internet, Google etc.  In many cases they feel that they don't need to rely on salespeople for anything.  They are able to find direct and 3rd party information on company products, uses, specifications, availability, competition, pricing, etc.  The importance of the salesperson and bringing familiarity, rapport and credibility to the table is not a perceived need.  Certainly they don't perceive a need for a full presentation of the product.  Depending on the product and industry all they need in their minds is to have someone negotiate price and facilitate shipping and delivery.

                         If you commit yourself to acquiring and consistently maintaining

                          the 2 following skills as the foundation of your business - you

                            will achieve great success in 2017 and beyond.

To all Dealer Principals, General Managers, General Sales Managers, Sales Managers. BDC Managers and Finance Managers - these are skills you should be perfecting and teaching. You are in positions of leadership, leading these sales professionals and assisting them in acquiring these 2 skills. Don't fail them!

2 skills that are required of salespeople today:

1. Confidence / Expert Status -  A superior knowledge of the product being sold.  With stories to illustrate use and effectiveness.  It must be assumed that every consumer has a massive amount of knowledge about the product or service they are wanting to buy.  This makes it imperative that a salesperson is extremely knowledgeable about their product, its specifications, availability, the competition etc.  They also must be enthusiastically confident in the product or service.  This confidence and expertise is what the consumer wants in order to begin the rapport building and credibility that will allow a relationship to build and the consumer will then feel the need for the salesperson. This requires the salesperson to be a student of their industry.  It takes not only the information provided by the company, but it necessitates the salesperson going the extra mile on their own.  This takes time and effort on a daily basis.  Schedule this time with no end, because the product and industry are changing. If you are a pro you will be in the know and on the cutting edge at all times. This confidence drives skill #2.
2. Persistence / Determination / Tenacity / Flexibility in contacting and engaging the consumer.  Because of the easy access to information and the perceived lack of need of a salesperson or consultant, it takes a determined individual to contact and engage the consumer.  Through phone, email, text, social media etc it is a persistent person that makes contact.  Today, it takes 7-8 attempts to engage the consumer in many cases.  It takes a massive amount of activity in order to be successful. The use of technology and all available forms of communication is very important. Embracing these avenues of communication is a must.  The old saying "you can't sell anything over the phone or internet or email or text message" must be erased from your vocabulary. If you don't communicate with the prospect the way they want to communicate, they will find someone that will.  Remember, they don't think that you add any value to the situation. Use of videos, FaceTime, Skype and webinars/screen sharing should be a part of every sales person's repertoire.  The confidence gained by your expertise drives your belief in the value you bring and that fuels the skill of persistence and determination.

A confident and persistent sales professional is invaluable to their company or dealership. They are also the key component to our success - don't doubt that and don't forget it.