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Work Habits / Personal Development
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Take control of your own success
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There were 18 articles found in this category:
 Your Best Isn't Good Enough
Your Best Isn't Good Enough Harsh words? It's for your own good. In case you didn't notice the game has changed. What worked for you last year is probably not providing you the income you need in the new reality of contracting market volumes. Your best needs to get better! Consumer confidence i ...
- You get paid to talk... so talk to someone who can pay you
We all want a friendly work environment. Don't we? One where we get along with our team mates and have fun at work. Sure we do. However too often we see a large proportion of a sales consultant's day devoted to interaction with co-workers rather than clients or prospects. We've talked before ab ...
- Don't Try So Hard - Make More Sales
Here's one thing you can do that will guarantee poor sales performance: try really hard to get the sale. Yes, you heard right. Try really hard to get the sale and you will decrease your chances of getting the sale. Here is the explanation: When sales people try too hard to get the sale – ...
- Incoming Phone Calls
Download the PDF script using the link found at the "Attachments" section at bottom of this page.
- Turbulent Times. What are you going to do about it?
Many people in sales today are too young to remember a significant economic downturn and so are destined to repeat the common mistakes made in previous recessions. Play the right movie So much of our success in sales (in good times or bad) has to do with what is going on in our own heads. ...
- Unapplied Time - In the sales department?
Sales department? Isn't unapplied time a measurement of service department productivity? Who ever heard of unapplied time in the sales department? Maybe those of us in the sales departments can learn a few lessons from how the service shop operates. In the service department we measure and tr ...
- Presentation Overload - Talking our way out of a sale
What makes a good sales presentation? Many salespeople get the idea that if they are able to dump everything they know about the product onto the customer they have made a good presentation. If we have good product knowledge, are able to keep control of the conversation, and give them every po ...
- What's your winning edge?
If you think you are perfect with no room for improvement read no further! There has been an enormous amount of study into what accounts for the huge variances in sales success from one individual to another. We have heard Brian Tracy and others talk about the concept of Winning Edge as "smal ...
- I hate setting goals
I don't know how many sales and management related magazines, newsletters, and e-zines you subscribe to but if you are a sales professional I'm betting it is 4 or more. Every year at this time the authors of these sales resources write articles about the importance of goal setting and strategi ...
- Boss! That's my customer!
Whose customer is it anyway? The factory and dealership often have very different ideas about who owns the customer but what about salespeople? We see this scenario in dealerships everywhere: a client comes into the dealership and meets a salesperson and begins working on finding a vehicle. A ...
- What is 1% worth?
We have often heard jokes about how 99% just isn't good enough. You know, like 12 newborn babies per day will be dropped at birth, or 2 planes will crash every day at Chicago O'Hare Airport, 22,000 cheques per hour will be deducted from the wrong bank accounts, and the 99% list goes on… ...
- Why are they here?
Many times the grind of working day to day in retail sales can mess with our attitudes. No matter how strong we are we will still have more people saying no than saying yes. It takes a conscious effort on our part to keep our attitude positive in those critical first moments when we meet a new ...
- You are paid exactly what you are worth
We don't mean to burst anyone's bubble (or maybe we do) but your boss has almost nothing to do with how much money you make. Many of us fall into the trap of looking to external factors to blame for our dissatisfaction with our income. A sales career in the retail automotive industry can be ext ...
- Lessons from the huddle
Many dealerships have an in-house training program designed to pass along the vast experience and knowledge of the veteran salespeople to the new recruits. This highly effective mentoring program is called "the huddle." Here, unselfish veterans pass along the keys to success – sales stra ...
- Who ya gonna call?
Everybody knows that to be successful in sales you have to cultivate relationships with your clients! It's much harder to close a sale with a new walk-in client than it is to work with a repeat or referral client. Closing ratios for repeat and referral appointments are always greater than doub ...
- Happy New Year?
Welcome to the new year! It's interesting how this click over to a new year can get you thinking about what you have accomplished in the past year and looking forward the year ahead. From a sales perspective it's a fantastic time to take a few quiet minutes and think about how you'll hit your g ...
- Personal Accountability
One of the unique characteristics of the automotive industry is that we have a vast amount of industry information that is available. A dealership or manufacturer has their own market performance data (and all their competitors) at their fingertips. We can see exactly what sold, by model, deal ...
- Just be a little bit better
You know what one of the best things about being a salesperson in the automotive industry is? Your competition isn't that great! Og Mandino said it best: "In order to be a success in an endeavor you only need to do a small measurable amount more than the average individual, because most people ...
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