Notifications & Messages

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.
×
Mark Tewart

Mark Tewart President

Exclusive Blog Posts

Women in the Dealer Workforce: Where We Are & Where We Can Go

Women in the Dealer Workforce: Where We Are & Where We Can Go

It’s no secret that women make up a small portion of the dealer workforce and turnover among women is high. By not attracting and retaining women in the …

Car Subscriptions - Q and A with Bill Playford

Car Subscriptions - Q and A with Bill Playford

I had the chance to interview Bill Playford about car subscription services, and how they're going to change the marketplace. Take a look what this ins…

Be The Exception

Be The Exception

How brilliant marketers find and follow what makes their stories different in a world full of average content DrivingSales is excited to announce th…

Keeping Up with the Joneses in Quick Lube

Keeping Up with the Joneses in Quick Lube

More than half of all sales customers will abandon your dealership’s service department in the first year. It’s a widely varying statistic &nda…

It Has Never Been Easier To Be Average

It Has Never Been Easier To Be Average

It has never been easier to be average. This post was written by Jay Acunzo, who will be speaking at the upcoming DrivingSales Executive Summit in Octob…

How You Can Prosper In Any Economy

In the current economy many people and businesses are thinking in terms of survival rather than prospering. Your current dominant thought patterns accurately predict your future. The root of the word scarcity is scared and success and money never follow fear. The good news is that you can not only survive but thrive in this or any other economy.

The first thing you must do to succeed is to change the questions you ask yourself. Instead of asking how you can survive, ask yourself how you can thrive. Look for problems and the opportunity gaps created by the common problems that many are encountering. Every problem brings great opportunity. The glass is not half empty and the glass is not half full. The glass is always full. It's is full of a mixture of liquid and air. It's only the limitations of your philosophy and the training of your brain that keep you from seeing that reality. However, most people feel they are being positive if they see the glass as half full. The reality is you must understand and embrace the concept that the glass is always full for you to be able to see and recognize that fact.

When you completely eliminate the possibility for anything but moving forward, succeeding and thriving, you will begin to experience the results you desire. You will completely understand and embrace any and all setbacks in your path as positive and recognize the lessons learned from them and then adjust. The key part of this equation is the philosophy of responsibility. When you make a declaration to stop blaming any and all things for your results but yourself, you will see more opportunity.

Your results and success are not based upon good or bad economies, good or bad workplaces, good or bad teachers, good or bad bosses. Your success is simply determined by you and you alone. You have the free will to determine your thoughts philosophies and actions. Massive success and massive failure have equal access and the seeds of both are sewn as easy as flipping on a switch.

If you are suffering in this economy, ask yourself what allowed your limitations to allow you or your business to be so negatively affected. One is a horrible number for business and success. Were you depending on one revenue stream, one type of customer or one product? Did you have a built in continuity program for your business and income that tend to lessen the affects of economic downturns? Have you looked to see if there is a business within your business that can be explored, created or maximized? Have you looked to speed up, slow down or create a different delivery channel or experience in that channel?

The answers are always there but you have to ask the questions and allow your imagination to attract or create the answer. Sometimes, just working harder is more of a hindrance than an effective answer to your problems. The hamster runs faster on the wheel but never reaches a destination and just gets tired and quits. There are only 1,440 minutes in every day. The answer comes in carving out a part of your day to simply be still. Be still to allow your mind to ask questions, and seek meditation for the answers. All thoughts create energy. That energy will allow matching energy. However, you have to be willing to see, feel and understand when those answers come your way. If you are not ready, you may see the glass as half empty or half full but you will never the see the glass as full. The full glass is always there, you have to be looking for it to see it.

Mark Tewart is a professional speaker, consultant, entrepreneur and author of "How To Be A Sales Superstar" 
To get the first chapter and serveral bonus for free, go to www.marktewartlive.com.
www.tewart.com
www.marktewart.com
info@tewart.com
 

Jared Hamilton
Mike, this is such a great discussion to be having! There is so much to bring up so im going to stick to the first thing that comes to mind: Staying Motivational when you have to correct the sales person. On the desk we require lots of information from the sales people, most of which they collect from their customers. Examples of the information is on the worksheet, credit app, we owe forms/due bill... there is so much to even list. Too often as desk managers we "drop the hammer" so to speak and turn demanding and negative with the sales people. Unfortunately we forget how demoralizing it was to be talked down to as a sales person. A desk manager must be frim, but motivating and it can be a fine line to walk that is tough to balance. Sales people are the life blood of the department and our job on the desk is to mold them and make deals happen. The best desk managers see ways to get impossible deals done and steer the sales people in a motivating way so the team is always fired up to go get another! I wrote a posting about the art of saying "no" a long way back... its relevant. you can read it here: http://drivingsales.com/blog/jaredh/2007/08/27/a-leader%E2%80%99s-job-is-to-say-no/ Great post mike im looking forward to seeing others comments in this discussion!
Matt Watson
From the technology side I would say that it is important to Desk Deals within a CRM software because it helps force the entire sales staff to log ever customer in the CRM. Once in the CRM you can print a lot of the deal packet forms instead of hand writing them. Then of course you can push the deal right in to the DMS and eliminate data entry and speed up the F&I process. A end to end solution like this can really change how dealerships operae.

 Unlock all of the community & features  Join Now