This Month’s Selling Principle:
Daily Essentials for Success
How do I keep productive at work? What should I do when there’s no floor traffic. Who should I spend time calling? I hear these questions all the time from my new clients.
Although most of us do need a little down time to stay sharp, it should never be more than a very small percentage of our day in sales. Once we accept the fact that we are in control of our own pay check and that we are basically running our own business within a business, we will then learn to make the time to do all of the things we need to do to be successful.
It comes down, however, to basically this: we need to be either selling something right now, creating or maintaining a steady stream of ongoing sales leads, or working on our own skill sets. These are our main high payoff activities.
So, based on feedback I get from my top producing clients, here are some suggested activities to do each day:
· The customer in front of us now always takes priority over everything else. Period. Everything else stops.
· Value our own time and others will start to value it too. Give prospects a choice of “available” appointment times (even if our day is totally open). Ask our receptionist to please hold all calls when assisting a prospect (preferably within earshot of that prospect). Always check in/out with our receptionist and sales manager (better yet, beat them in). Our time is precious, act like it is.
· Have a things to do list. At the end of each shift or the beginning of the next one, take the time to put in writing our plan of attack for the day. Never come to work without a plan.
· Check our inventory particularly our pre-owned inventory. Get to know the history of as many of the pre-owned units as possible. Note what got sold yesterday, and what is now available to sell. It sure beats wasting time searching the lot (or surfing the site) with our prospect in tow.
· Devote at least thirty minutes per shift to evolving our craft, every shift, no exceptions. Learn a new objection strategy, or a closing strategy, or a phone prospecting talk track, maybe a new marketing approach, etc. Something, every shift, no exceptions.
· Follow up with yesterday’s prospects. Remember if they didn’t buy from us yesterday they just may be buying from somebody else today.
· Invest the time necessary to execute a disciplined long term marketing process to build and maintain a constant flow of repeat and referral opportunities. These are our most valuable customers by far.
· Check to see what current clients of ours or what prospective clients are scheduled to use our service department this week and set an appointment with them. These are some of our best prospects since they are already committed to our product, already spending money with us, and are already coming in anyway.
· Check the newspaper, Craig’s List, the “dead deal file”, orphan customer lists, etc. every day. We are certain to find at least one promising lead there each day if we just take the time to seek them out.
· After each sales transaction, whether we make the sale or not, debrief it with our desking sales manager. That way, whether we make money (make the sale), become a better sales person (learn something), or both, we always win!
· Review our sales activities numbers: unit sales, gross, and our ups/demos/write-up/commitment/close ratios. Knowing where we currently are is essential to helping us get to where we want to be.
Consistent success takes discipline, hard work, a certain amount of planning, and it takes a massive amount of action! These are the essential activities we need to incorporate into our daily work plans. And please remember this: If we aren’t working our own plan, then we are probably just a part of someone else’s plan.
Until the next time, be well, and do good work!
Michael D. Hargrove
e-mail Michael Hargrove
“Spectacular achievements are always preceded by unspectacular preparation.”
Objection of the Month: “I don’t want/need to drive it.”
These are just a few of the most common strategies shared at the workshops we’ve conducted all across North America and attended by thousands of the top sales people in our field. Please keep in mind that nothing works all the time, and no one thing will work for everybody. Each of these strategies, of course, need to be tailored to the individual user, to the specific customer, and the particular situation. Also, this is by no means the definitive work on overcoming this particular objection and it’s not intended to be.
a. “That’s okay, no problem, I’ll drive!”
1a. then we just go ahead and switch places halfway through the demo route.
b. “You wouldn’t pay $200 for a pair of shoes without trying them on first would you? Let’s not make the same mistake with a $30,000 car.”
c. “Do you like spending time with salespeople? Neither do I really. Please let’s just take this for a quick spin so I can get a little time away from these guys.”
d. “You know, Mr. Customer, there are only two things that are FREE at any dealership and one of them is the first ride in your new car. And when we get back, may I bring you the only other free thing? Do you like yours black or with cream and sugar?”
e. “There are several critical contact points in making your decision. One of them is where the rubber meets the road. Another is where the seat meets your backside. Let’s make sure you get a chance to experience both, shall we?”
f. “Do you know what P.D.I. means? It stands for pre-delivery inspection. It’s literally the single most important service your car will ever receive. This is where a factory trained technician goes from the front to the back of the car making adjustments and checking levels. This becomes a base point for your car’s personality for the rest of its life. You see all these Accords? Each one drives a little different based on how it was PDI’d. Let’s see if you can tell the difference.”
g. “Look, this thing’s got ________ miles on it. Let’s just make sure no one’s hit a curb with it.”
h. “Have you ever baked anything before? Then you know there’s a recipe that needs to be followed for the dish to come out right, isn’t that true? We can experiment with the minor ingredients, that’s actually the fun of baking, but if any one of the main ingredients are missing, the recipe won’t come out right, right? Well, there’s a definite recipe to making an intelligent car buying decision, and the demo ride…is one of the main ingredients. Let’s make sure this recipe comes out right, shall we?”
i. “Ma’am, I wouldn’t ask you to buy a car you haven’t driven.”
j. “Have you ever seen a movie twice? Did you see different things the second time? Let’s drive this a second time just in case, okay?”
k. “A car, just like a wedding ring, is a major purchase. Unlike a wedding ring, however, a car can’t be resized. So, let’s take a moment to make sure this one fits just right, shall we?”
Next month’s objection will be: “I need my wife/husband.” We need YOUR input! Please forward your ideas on this one, or your suggestions on which objection to cover next, to email@example.com.
“Strategic advantage lies in the leverage of knowledge.”
“If I Had My Life To Live Over”
— by Anonymous
I would have talked less and listened more.
I would have invited friends over to dinner even if the carpet was stained and the sofa faded.
I would have eaten the popcorn in the ‘good’ living room and worried much less about the dirt when someone wanted to light a fire in the fireplace.
I would never have insisted the car windows be rolled up on a summer day because my hair had just been teased and sprayed.
I would have burned the pink candle sculpted like a rose before it melted in storage.
I would have sat on the lawn with my children and not worried about grass stains. I would have cried and laughed less while watching television – and more while watching life.
I would have shared more of the responsibility carried by my husband.
I would have gone to bed when I was sick instead of pretending the earth would go into a holding pattern if I weren’t there for the day.
I would never have bought anything just because it was practical, wouldn’t show soil or was guaranteed to last a lifetime.
Instead of wishing away nine months of pregnancy, I’d have cherished every moment and realized that the wonderment growing inside me was the only chance in life to assist God in a miracle.
When my kids kissed me impetuously, I would never have said, “Later. Now go get washed up for dinner.”
There would have been more “I love yous”… more “I’m sorrys”…but mostly, given another shot at life, I would seize every minute… look at it and really see it…live it…and never give it back.
“A single idea, if it is right, saves us the labor of an infinity of experiences.”
Upcoming Public Events:
Retail Automobile Sales : The Professional’s One Day Workshop
“This is my 5th year attending The Professional’s One Day Workshop. Each year it refreshes, renews, and continually informs. Michael delivers timely, up to date ideas and processes to handle today’s customers with insight to changing business models and a process to be ready for the future. I highly recommend Michael’s work to beginners as well as veterans!”
Tim Crowley, Sales Consultant – Edmark Superstore
“I learned a great deal, so much that my head hurts from information overload! I feel much more prepared and equipped to serve my customers, and more than anything, I am inspired to be the best that I can possibly be. Thank you!”
Ivan Suquet, Lot Manager – Edmark
“What a great class! I really like how it relates from car sales to home life and back again. Very useful information in all aspects of life!”
Alyx Sanchez, Internet Sales Associate – Team Mazda/Subaru
Date(s): February 11th & 12th, 2014
Location: University Square Hotel (formerly the Piccadilly Inn Fresno University)
4961 North Cedar
Fresno, CA 93726
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Date(s): March 25th & 26th, 2014
Location: Owyhee Plaza Hotel
1109 Main Street
Boise, ID 83702
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