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 about the dubious quality of lessons and work habits you can learn from "the huddle." You know, that's where the veterans pass along the keys to success – sales strategies and work habits that have made them solid 6-8 units per month producers! 

Want more success? Stop spending so much time talking to people who don't put money in your pocket.  Most of those huddle conversations eventually leave the topic areas of sports, entertainment, or the weekend and get into the negative territory like how traffic is down or that lost deal or how  customers are all price shoppers. Bringing your attitude down by being a part of these conversations will not sell you more cars. We've seen many dealerships implement a "no-negs" policy. This is where everyone has permission to say: "no-negs" and walk away when a conversation turns negative for too long. It's an interesting dynamic that quickly shuts down conversations that only serve to bring everyone's attitude down.

Want more success? Recognize that the only people who can put money in your pocket are clients and prospects.  Earl Nightingale said: "All of the money you are ever going to have is currently in the hands of someone else." As sales professionals we talk to make money. We get people talking about their needs, we find out what's changed in their lives that makes a new or newer vehicle needed. Through our words, we provide leadership in the buying process… we become facilitators of buying decisions. We match needs to product features and justify value. We ask for the business.

Want more success? Treat your time and words with respect. Don't waste them talking for hours with your co-workers. Instead:

• Treat incoming phone calls like gold. Those callers are only price shoppers who never show up unless you take control and create the need for the appointment. They are looking for a person as well as a vehicle.
• Follow-up calls to sold and unsold clients are your sales pipeline. It's way too hard to rely on floor traffic to make your living! The industry does such a poor job of follow-up that you will really stand out by simply making the effort.
• Always let people you meet away from the dealership know what you do. 
  Treat every new prospect as a buyer. Think of it this way. You get paid to talk to them all… you just don't know ahead of time which ones will buy. Assume they all will.
• If your interview questions or transition statements aren't working, develop some new ones. Doing the same old thing when it isn't working just doesn't make sense.
• Recognize that there are a finite number of stalls and objections that you must overcome. Never wing-it! Have 2-3 solid strategies for each one. Art Sobczak says: "The worst time to think of what you'll say next is when it's already leaving your mouth."
• Be like the guys and gals who sell 20-25 cars a month. They limit time spent just shooting the breeze.  They spend half their day on the phone. Their customers are loyal. They don't care if floor traffic is down – they don't need it!      

Want more success? Spend your time talking to people who can pay you.  Worried the guys in the huddle with think you're a keener or unsociable? It's not high school anymore Sparky. Besides, where would you rather be: lonely at the top or with a bunch of buddies at the bottom?

ISI/PAL Automotivaters is a Canadian company celebrating 22 years of helping dealerships increase volume and profit through training, coaching, and accountability systems. Our clients range from single dealerships of all sizes to dealer associations and entire dealer networks in Canada, USA, New Zealand, Australia, the Philippines, Indonesia, French Polynesia, and Asia.  

See us at: www.automotivaters.com

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