What does it mean to seek excellence professionally?
You know that to be excellent in any area of your life you have to focus on the
5 Areas of Personal Responsibility:
How can you seek excellence in your professional life?
Watch today’s video and learn the 7 Keys to Professional Success.
Define what excellence looks like for your job.
In any job you do, do it with excellence.
Why should you always give customers options but never give them advice?
Sometimes salespeople feel compelled to give their customers advice.
Giving advice can cost you deals and money.
When you give advice, you eliminate options.
If your customer is not sold on the advice, you make it impossible
for them to say “yes” to the thing you told them not to do.
Don’t give your customers advice, give them options.
What is the difference between knowledge and wisdom?
How does knowing this difference impact your sales and commission?
Knowledge is knowing what to do, how to do it, and maybe even being able to do it.
Wisdom is actually doing it.
You can have all of the knowledge in the world but not apply it. If you do not use the knowledge you have, you are shortcutting yourself and your career.
Sometimes this is harder to do than to say. But if you know how to do something and you know it is going to be a benefit (to you or to others), why not commit to doing it every day?
So, apply your knowledge today. Be wise.
Do you treat your friends and family different than you treat your other buyers?
Do you ever wonder why your family and friends go someplace else to buy their cars?
It’s because you do treat your friends and family different than you do other customers.
It’s easy to do. You already have relationship and trust. It’s easy to go from “Hello” to presenting numbers when a close friend or relative walks onto the lot.
Don’t shortchange them. Your friends, your family deserve more.
Walk them through the same Sales Process you go through with every buyer. They have the same three fears all buyers have. They need to feel comfortable saying “yes” to the car.
Treat your friends and family with the level of respect they deserve
and follow your Sales Process.
All businesses are built on relationships – especially sales and service.
You have to build relationship and trust with your customers. Their perception of you, your dealership, your service team comes from the strength of your relationship.
Even if you make the sale, if you do not build relationship, you are missing a huge opportunity.
Your goal is to sell more cars and to make a fair profit. But you also want to build a bank of Excited, Loyal, Lifetime Customers. To do that requires a relationship. A foundation for building relationships is active listening.
When you show interest in people, when you listen to them, they will automatically like you more. This is how you create the strong relationships that are essential to building your business.
Find out about your buyer’s motives. Find out their why (their motivation for buying the car).
Do this and you will establish a natural relationship that turns your buyers
into lifelong customers.
The options packages may make the car you are selling the best buy out there.
Every time you go out to sell a new car, you need to sell the value of the packaging and standard equipment. It shows the true value of the car.
Use your Value Story at the beginning of the Explore Step. It only takes a few minutes.
Use it every time to build value in the vehicle.
It helps your customers feel comfortable saying…
“Yes, this is the right car, the right buy, the right price. I’ll take it.”
How do you respond to your circumstances?
When things are bad, how you respond matters.
When things are good, how you respond matters.
Don’t let your circumstances, good or bad, determine who you are and where you are going. Often unplanned events cause a negative reaction.
Times of prosperity can cause an attitude of complacency and entitlement.
How you respond to your circumstances is critically important. Your daily habits determine how you respond.
Get up each and every day and decide who you are going to be that day.
Make these decisions daily. Take the right actions, day after day, regardless
if you are on top or if you are on the bottom. These are your habits.
Your response to both prosperity and scarcity are habits.
Your daily habits will sustain you during both.
What do you do when your managers don’t ask desk questions?
Don’t be reactive.
Instead, be proactive.
Answer the 5 desk questions before your manager has a chance to ask.
Present to your managers the answers to the desk questions they should be asking.
Answering bad desk questions just benchmarks you and could cost you the deal and/or gross.
What is the difference between talent and art?
Talent you have naturally.
Art, or skill, is only developed by hours and hours of beating on your craft.
This is also called preparation and practice.
Developing your skill maximizes your talent.
What is Will Smith saying?
So many people rely on talent only. To be excellent in any area of your life, you need to develop your skill (which we call art). Developing your skill takes personal responsibility and practice.
I see this every day in my job as a sales trainer, a sales coach. I see it all the time, I see naturally gifted people – great work ethic, good with people, naturally gifted people selling a lot of cars and doing really well, and they lack the skill and the art that they should have. Why? they’re making money, they’re selling cars, they must be good.
Well, they’re talented, yes. But are they reaching their full potential?
You know what, it’s not good enough to make money and outsell and outperform others.
You have to focus on becoming your best self.
We say it this way on the Excellence Roadmap…
First, you have to learn the craft. You have to develop craft, and you have to practice that craft over and over until action and reactions become instinct. That becomes art.
Don’t waste your talent with a lack of preparation and practice.
Take personal responsibility for developing your talent into skill and art.
There is no shortcut to excellence.
Landing secondary buyers on the right car up front requires the right information up front.
The Sales Process you study on the Excellence Roadmap works for secondary, credit-challenged buyers.
Just add getting credit information to Sale One, Sell Yourself.
During Sale One, Sell Yourself, you establish relationship and rapport. It is usually during this part of the Sales Process that you discover your buyer is a secondary customer and might have problems with financing.
It is critically important to get their preapproval before you land them on a car. To do this, you can either ask buyers for their credit info upfront or ask them about financing on previous cars.
After you get your buyer’s credit information, go to the desk and get coaching on the next step. Often your manager will get their credit score and use this to develop a game plan. Your secondary finance manager might T.O. at this point or instruct you on what additional information is needed to move the deal forward.