E-NEWSLETTER – October 2011
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, do good work, and keep in touch!
Michael D. Hargrove
“Fate is determined by what one does and what one doesn’t do.”
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.
“Nobody who ever gave his best regretted it.”
The Soldiers and the Trench
The story goes that sometime, close to a battlefield over 200 years ago, a man in civilian clothes rode past a small group of exhausted battle-weary soldiers digging an obviously important defensive position. The section leader, making no effort to help, was shouting orders, threatening punishment if the work was not completed within the hour.
“Why are you are not helping?” asked the stranger on horseback.
“I am in charge. The men do as I tell them,” said the section leader, adding, “Help them yourself if you feel so strongly about it.”
To the section leader’s surprise the stranger dismounted and helped the men until the job was finished.
Before leaving the stranger congratulated the men for their fine work, and then approached the puzzled section leader.
“You should notify top command next time your rank prevents you from supporting your men – and I will provide a more permanent solution,” said the stranger.
Up close, the section leader now recognized General Washington, and also the lesson he’d just been taught.
(This story is allegedly based on truth. Whether or not it is, similar examples are found in history, and arise in modern times too, so please forgive the mythical possibility of the above attribution. The story’s message, in my opinion, is more important than its historical accuracy.)
The School Story
A mother repeatedly called upstairs for her son to get up, get dressed and get ready for school. It was a familiar routine, especially at exam time.
“I feel sick,” said the voice from the bedroom.
“You are not sick. Get up and get ready,” called the mother, walking up the stairs and hovering outside the bedroom door.
“I hate school and I’m not going,” said the voice from the bedroom, “I’m always getting things wrong, making mistakes and getting told off. Nobody likes me, and I’ve got no friends. And we have too many tests and they are too confusing. It’s all just pointless, and I’m not going to school ever again.”
“I’m sorry, but you are going to school,” said the mother through the door.
Continuing encouragingly the mother said, “Really, mistakes are how we learn and develop. And please try not to take criticism so personally. And I can’t believe that nobody likes you – you have lots of friends at school. And yes, all those tests can be confusing, but we are all tested in many ways throughout our lives. So all of this experience at school is useful for life in general. And besides, you have to go, you are the principal.”
“You’ve got to be in a position for luck to happen. Luck doesn’t go around looking for stumblebum.”
Upcoming Public Events
Retail Automobile Sales: The Professional’s One Day Workshop
“I don’t want to sell you a car, I want to sell you every car you buy for the rest of your life. Excellent program for sales professionals who are serious about improving the knowledge and skills and becoming true ‘professional salespeople’! If you want to improve your repeat and referral business, you need to buy in on improving and retaining your sales people.”
Michael Erickson, Sales Manager – Peoria Ford VT/AIG
“Wonderful! I have been in sales for over 20 years and this is the best workshop bar none! 21st century sales techniques were wonderful. Best investment ever!!!”
Francisco Sosa, Sales Consultant – Peoria Ford
“This was the first time in 6 seminars that I found something up to date!”
David Garcia, Sales Consultant – Right Toyota
“This was not just another sales seminar. It focused on how to better use the tools we already have and recognizing new tools we did not know we had! I totally enjoyed the whole experience and recommend this class over any other I have ever been to!! Thank you for the raise!”
Alfred Ginnetti, Sales – Power Chrysler/Dodge
Date(s): October 11th & 12th, 2011
Location: Shilo Inn Airport Hotel
11707 NW Airport Way
Portland, OR 97220
Date(s): Dec. 6th & 7th, 2011
Location: Holiday Inn & Suites Phoenix Airport North
1515 North 44th Street
Phoenix, AZ 85008
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