The Automotivator Sales Training Bulletin for Sales Consultants, Car Dealers, Managers, Team Leaders.
ACTION TIME
Action #1. I can and will sell vehicles successfully in this economy but…I can’t continue to sell the same way I did in the past.
Right now you have time to make ‘09 successful—prepare to execute new, sales focused ideas that payoff! One of the most important things I have ever learned, no matter what the challenge; you have to come to work to work. But also have FUN! Play when you should... work when you should. Water cooler parties and listening to another guy’s negative reasons for not achieving sales only drain your brain. (Check out my exceptional suggestion for serious sales professionals at the bottom of the page.)
#2. Give yourself a goal. What are you targeting to make this year? Put in writing your 09 annual income—then break it out into months. Take your monthly income goals and break it out into weekly chunks—then daily chunks. Determine how much a day you need to make to achieve your required income.
Nobody has ever arrived at their destination without a goal.
#3. Manage Your Personal Performance. Your daily earnings is what drives your sales building activities. Your sales performance is based on your appointments! On shift and off shift you really need to manage your own schedule for sales performance. You are in business for self and so act like the CEO of your company because you are. Your motivation to manage your business building activities determines your success.
#4. Set effective business building actions. Your income and sales success will come from these activities.
Walk-in traffic sales - be-back sales - repeat sales - referral sales - orphan customer sales – phone up sales – service and personal prospecting sales - internet sales
Determine where most of your sales are coming from and target improvement in each area. Success comes when you target high closing ratio activities. You can achieve 35 – 50% closing ratios in these specific areas - be-back sales - repeat sales - referral sales - orphan customer sales.
#5. Your sales stats count. How many sales are you going to make from first time walk-ins? How many sales from be-backs are you going to make? How many repeat sales to past owners are you targeting? How many referral sales are you going to make this year? Commit to follow-up of walk-outs and your sales will increase dramatically. Commit to client retention and you will become much wealthier this year. Follow-up and client retention is where the money is in the car business.
#6. Hold your self accountable. Review your sales activity stats each week . It is all about appointments you are setting up from all sources. You will know immediately if you are on pace to reach your goals and decide what to do about them if you are not. Meet with your sales team leader every two days to get encouragement and ideas that will keep you on track.
#7. Take Action.
Despite this economy you have people who are going to be entering the buying cycle each month. There are people in your community who can’t afford to wait! They are driving vehicles 4, 5, 6 and 7 years old. These vehicles need to be replaced. They are giving huge aggravation, need costly repairs and don’t meet their family’s needs any more—heck the vehicle stayed the same and their children are much bigger now. Give them a reason to buy from you and you have them.
#8. Focus.
You can’t sit back and let the customers roll in. Come to work everyday with the intention of getting at least one appointment. Focus on what it takes to get an appointment each day and you will make serious money. Your service department is a good source of buyers. Your sales calls are from people at the end of their buyer’s cycle. Take them seriously and you will have arrived at some good sales. Track and target people who walk-in to the dealership once and follow-up like crazy this current ‘hot prospect’ list. Put every prospect that walks-out into your follow-up system. You will have a steady source of ready buyers to prime the sales pump, everyday.
#9. Take Risks.
Don’t stay in the same old rut. You have the ability to achieve more sales than you are. But you have to be willing to make a commitment to some daily sales activities that pay off. Make just a few more calls to hot prospects that you are following up. Get the work and cell phone numbers so that you can contact these motivated buyers. You are not bugging them. You are showing genuine interest and that is how they feel about it too. (You should check out Trackstar if you are not getting sales results. Here are the features, click) http://www.trackstar.ca/trackstar/features.html
#10. Don’t give up too soon.
One more call to a prospect, one more letter, one more contact and you will see tremendous sales results. Everyone who succeeds in sports knows the second effort is what puts the puck in the net or the ball over the line.
Automotivator Action Plan
What is your goal for sales and earnings for this 2009 year?
Is it in writing? Better be or it is no value to you.
Look at it often.
Take Professional Development! If you are a better sales Professional this year, you will make more money, but if you aren’t…… you won’t. (You should attend the Automotivator Professional Development workshops).
Break down your sales targets by the month, week and day.
Make follow-up a profit-centre for you.
Give yourself a daily appointment objective and you WILL hit your sales and earnings goal.
Remember, the trip of a 1000 miles starts with the first step.
Join my exclusive KICK IN THE BUTT CLUB! If you are serious about achieving your sale goals and income targets this year, take action! Join my new “Kick in the Butt Club”. Get motivated and receive proven sales initiatives that will help you achieve your goals when you need a kick in the butt! I need your name, phone number, dealership and vehicles you sell. Put in the subject line “Kick in the Butt Club My email is Dave@Automotivator.com I only want to spend my time with sales professionals who really want to succeed. Don’t join if you are not serious!
It's time to THINK BIG, PLAN BIG and then WORK YOUR PLAN!
Great Success,
Dave.
Dave Kemp, the AUTOMOTIVATOR. www.Automotivator.com www.Trackstar.ca
Dedicated to improving the buying experience in the nation’s showrooms
