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Thomas Kain

Thomas Kain CEO

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There are four traits that every successful automotive consultant must possess.  Though they may not possess or be dominate in all these traits, in order to be a successful sales consultant, they must either have or be able to attain the following traits:

  • Motivation
  • Closing
  • Empathy
  • Investigation
Today I would like to discuss Motivation and how this trait is a key to being successful in automotive sales.
 
The best sales consultants are more motivated than the average sales consultant.  Research suggests that motivation is by far the most important trait of a good salesperson, accounting for as much as 40% of sales success - making it twice as important as any other dimension. Candidates with high motivation are high achievers who put in long hours and devote high energy to accomplish their work. They are confident, engaged, excited, interested, dedicated, and committed in their everyday work and take great satisfaction in being busy and productive.
 
There are two types of Motivation:
  • Intrinsic motivation - The drive that comes from ones self.
  • Extrinsic motivation - Comes from another person (The Manager).
It is important as a Dealer or GM that you understand these two types of motivation when it comes to hiring a sales consultant.  Why?  You need to realize that sales consultants who are motivated intrinsically are going to be more confident, self sufficient, dedicated, and committed.  They will need far less management intervention as these sales consultants are already committed to getting the sale!  However, sales consultants that are motivated extrinsically will need more outside motivation from their manager, as they are not as confident and committed to asking for the sale.  Understanding these two types of motivation will go along way when it comes to hiring high performing sales consultants!
 
If we can ever be of help to your dealerships hiring, retention and sales processes, please contact me anytime.
 
All The Best,
 
Tom Kain
Hire The Winners
tom@hirethewinners.com
606.231.8340
 

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