Apex, NC 6-14-09.
Here it is, the last two weeks of the first quarter. July is coming fast. Yes I know times are tough. Gas prices are up. Dealerships are more than challenged with day- to- day issues, so many things coming and going. Lost your focus yet? Think about it.
If you are not 100% mentally present at work, completely focused on your job, you will lose buyers. People buy vehicles every day regardless of the economy and they are not at your store for the fresh coffee and neat small talk you provide. If you mess things up and do not focus on their needs, they will leave. The customer’s weapons of mess disruption are two-fold, their feet. If they leave, you only have you to blame. When you stand there and the manager does all the work, and you just hand the customer the keys, you get the number and the full commission, all of it. So when there is mess disruption happening and the customer walks, run to the mirror. It is all yours too. You can only blame yourself when the customer purchases down the street. You simply did not do your job.
So, Meet and Greet with enthusiasm and excitement. Bring your customers inside and help choose the correct vehicle, the one they want and they need. You must have both ingredients. Mentally close them before you do any paperwork or talk numbers. I do not care how long it takes. And ASK for the sale. The customer always appreciates a professional. They probably did not buy their last vehicle from one.
Work hard. Have fun. And stay focused.
Be a salesperson not a fails person. You have just one shot and one opportunity, so keep focused, follow your process, and do your job.
When there is a turn signal, a right turn, and happy customers, you can head back into the showroom with a big smile. Now go get another one!