Technology can be a great addition to your Sales Process.
When I first started selling cars, my CRM was an index card. We’ve come a long way.
Today, your CRM can be an amazing tool.
However, like all tools, if it not used properly, it can be a barrier.
It can be a barrier to developing the relationship & trust you need to close
your deal today, maximize gross, and make your buyers feel comfortable.
Where do relationship and trust come from? They come from first seeking to understand your buyer (before trying to be understood).
You need to learn:
– What your buyer wants.
– Why they want it.
– Who they are.
– How the vehicle fits their life (family, work, & play).
The CRM scanner, when used appropriately saves you time.
When used inappropriately, it costs you relationship & trust.
Learn to use CRM scanners in a way that enhances the Excellence Roadmap steps you walk your buyers through every day.
Competition can be extremely beneficial. You can use it to propel your best self forward in achieving your goals.
Competition can make us work harder, dig deeper, learn more, and practice longer.
And, any strength can be overused and become a weakness. The downside to competition is when you start comparing yourself to others, when you view it as a win/lose situation, when you become willing to do anything to win.
Real competition, healthy competition is about being your best self.
We are given natural talents, natural gifts. What you do to build on
and improve those gifts is up to you.
Healthy competition, at its best, is when you are in competition with yourself.
When you ask yourself:
– Have I given 110%?
– Am I doing everything I can to be effective?
– Am I doing everything I can to be a benefit?
All competition has to have metrics, ways to track and score your results.
Constantly seek to become better today than you were yesterday.
Your biggest competition is yourself.
Be in competition with your last, best effort.
When you negotiate, you have to have a plan – a process.
You know your buyer will say things like…
“I want more for my trade.“
“I can’t afford that payment.“
“I can get a better price somewhere else.“
Don’t fall for your buyer’s emotional response.
When you have a plan, when you have a proven process for negotiation,
you can respond with confidence.
Without a process, it is easy to respond with fear. You negotiate from the fear of losing the deal. It’s a natural response.
Use the 5 Steps of Negotiation & the 5 Steps of ReSell ReAsk training in your Excellence Roadmap. They both teach you to negotiate with process instead
of with fear.
– Higher closing %.
– Higher gross PVR.
– Higher commission checks.
– Higher customer satisfaction & CSI scores.
If you want to remove fear, the best way to do it is with confidence. Confidence comes from preparation – practicing your process until your actions and reactions become instinct.
That is the art and skill of a professional, master sales person.
Does your current thinking deliver the results you want out of life?
How you think about things determines how you act.
Your actions determine your results.
Today, take some time to reflect on your thinking, on your attitude.
Where are you right now? Where do you want to be?
Does your attitude reflect excellence? Is your attitude uplifting?
Today’s Seek Excellence includes a PDF. Take a minute to print and fill it out. It is a great way to examine your thinking and how it impacts what you want to achieve in your life and career.
Do you want to become a master sales consultant?
If so, learn these principles that drive excellence & performance.
During my 30+ years in this business, I’ve learned that top performing salespeople all share similar traits. There are 7 keys that I’ve identified through my years of tracking (and training) the best of the best.
Today’s blog post is a little different.
You have 3 actions to take:
Why is it important for you to be a good customer?
How will it impact you and your career?
You are in customer service. You might also be in sales. If you want good customers, you have to be a good customer.
It’s the principle of you reap what you sow.
The better the customer you are, the better the customers you will get.
How do you make sure you are a good customer?
Bonus tip: If you are asked to fill out a survey, do it.
Give your salesperson the perfect 10s you ask your customers
to give to you.
Becoming a better customer changes you.
These changes will be apparent when you are helping your customers.
Today’s Sales Tip is about a frequently forgotten key to
negotiating that costs you $1,000s of dollars a year.
So, what is this often forgotten key to negotiation?
Another way to say this:
Remind your buyer of discounts you’ve already given them
before talking about any additional concessions.
Typically, when you sit down with a buyer and present your deal sheet, they want to talk more money off, more discounts. Buyers often try to use your online,
pre-discounted price as their starting point for further discounts and concessions.
Do not do this.
The online selling price should be the selling price!
You should always go back and remind your buyer about what you have already given them. Remember, it is not just the discounts. It is everything already included in their deal (car washes, oil changes, warranties, gas mileage savings, etc.).
It is redirecting your buyer’s attention to the entire package. A deep dive into this topic is part of ReSell-ReAsk in your Excellence Roadmap training. This 5 part, quick, easy turnaround is designed to double your number of first pencil closes.
Buyers like to chip away at the selling price little by little.
Often sales consultants think “it’s not a big deal“.
Have you ever fallen into the trap of thinking
“It’s only $500 off. That’s not a lot.”
It’s precisely this thinking that costs you a lot of money.
Think about it…
$500 off costs you around $125 in commission.
Multiply that by your next 100 deals.
That “$500 is not a lot” has now cost you $12,500 in commission.
Before you discuss any other possible concessions,
always remind your buyers of what you have already given them.
Sales is about curiosity.
I know, this flies in the face of what most of today’s sales people do.
When a buyer asks to drive a particular car, most salespeople respond with:
“Great – Let me get the keys“.
What does a curious salesperson say?
“I can totally help you with that. By the way, how did you get interested in…“
Curious salespeople ask questions.
They ask good questions to find out:
Don’t limit yourself to just the”what” questions.
The “why” and the “who” are even more important.
Curiosity means you show interest in people, and that’s what sales is.
Do you think curiosity is missing a lot in sales today?
Show interest in your customers and you will make a connection with them.
Pro Tip: Review your training in the Excellence Roadmap on Asking Good Questions and Active Listening. Work on developing and mastering both of these skills.
During your Sales Process, especially during negotiation, remember the car is the star. Sell the features, advantages, and benefits. Most importantly, sell what these things mean to your buyer.
Too often, we get stuck on price (or payment) and think the whole deal is about that.
It’s not. Price is only one piece of the entire package.
The most important piece is the car.
During your Sales Process, you are important. The relationship and trust you build with your buyer is a critical component of closing the deal. And remember, the car is the star. During the Test Drive, be quiet and let the car do the selling.
Remember during negotiating, the car is the star.
In your Excellence Roadmap training, you study Re-Sell Re-Ask. It is the most powerful, comfortable negotiating tool you have. It is designed to double your number of first pencil closes.
During Step 3 of Re-Sell Re-Ask, Redirect, you focus on the car:
When you make the car the star, when you focus on the joy the car will bring to your buyer, you will comfortably close your deal today and maximize your gross in a way your buyer loves.
The Greatest Salesman in the World by Og Mandino is one of the most influential books that, for over 20 years now, has positively impacted my career and my life.
I’ve written about this many times. As a matter of fact, I did a series of blog posts covering each of the scrolls in the book. You can access the posts and videos here:
So, why is this book so influential?
Its teachings are based on timeless, proven principles. They are the same principles found in the Bible, in the writings of Dale Carnegie, Zig Ziglar, Stephen Covey, and countless others. They are the same principles I used to develop the Excellence Roadmap and all of Automotive Sales Coach’s training.
For those of you who have been involved in the training for a while now, you know I often reference this book. In fact, I have a multi-part Seek Excellence video series about the book on our YouTube channel (which you can access here).
Today’s Seek Excellence is the introduction to The Greatest Salesman in the World. I encourage you to watch the entire series and to buy the book. Read the book. Study the scrolls. It will greatly impact your life.