Ok, so if we had 5 bucks for every time we have asked ourselves
that we would have how much money? Let's start by looking at the many ways we have tried. As examples we could use Demo Drives, Follow up, Prospecting, and more....it's a very long list.
1. If you demo, follow up, and prospect more you will earn more money!
2. If you demo, follow up, prospect more you will close more deals!
3. If you demo, follow up, prospect more you will "lead the board"!
4. If you demo, follow up, prospect more we will bonus you!
5. If you demo, follow up, prospect more you will be following policy!
6.If you DON"T demo, follow up, prospect more we will CAN YOUR LAZY A * * AND SAVE YOU A LOT IN GAS MONEY EACH MONTH GETTING BACK AND FORTH TO THE STORE!
Ummmmm I have tried all of the above gone thru the pain and agony and found a better way.
"You can have everything in life you want, if you will just help other people get what they want."
Zig Ziglar
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Let's first determine what we want for ourselves, for our families, our dealerships and then more importantly determine what our SALESPEOPLE WANT
Sit down with each one on the first of every month, create a "WHY" folder or a "What's in it for me" folder for each salesperson.
Ask them what they truly want, a new roof on the house, a second car for their spouse, x amount of dollars put away each month for the kids schooling, new computer for their home, new plasma, whatever.
This now establishes their "WHY" they will be doing more demo's, follow up and prospect more, but the real key is why is their "Why" a MUST rather than a SHOULD.
We all go around saying we should do this or we should do that and all we end up doing is "shoulding all over ourselves" and find ourselves buried in a big pile of should. Yes I did say should....
If our salespeople first identify their "Why" and then we focus in on why it's a MUST we are on the right trail.
Now we are at the desk, salesperson has a client, comes to the desk, we ask if they went on a demo drive, they say no, we pull out their "What's in it for me file" and gently remind them of their "Why" and why it's a MUST for them.
Want to sell more units at more gross, have your clients followed up and not depend just on floor traffic? Try this for the next 90 days and see the positive changes that will take place at your store.
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