Professional Community for Car Dealers, Marketing, Advertising and Sales Leaders
Let's cut the chit chat and jump to the point of this post. Do you suck? Are your sales dwindling? Are you losing the confidence of your management? Does it feel like all of your "ups" are avoiding you to the point that you discreetly sniff your arm pits just to make sure you don't stink? If so, keep reading. I want to share a couple of ideas that I've learned that will help you turn things around and dominate 2013.
A few months ago I was visiting with a local dealership who had a particularly cocky, loud, immature sales consultant who honestly figured he was God's gift to the dealership. I had a few minutes to speak with him in person and he did not hesitate to tell me about his 80% closing ratio and blah, blah, blah. It was one of those, "But enough about me, let's talk about you. What do you think about me?" kind of moments.
I observed his actions throughout the day and quickly realized that this guy was nothing but smoke and mirrors. He spent half the time sitting behind reception with his feet on the desk, smart phone in hand. His demeanor was as if he'd never had a professional job in his life. I also found out that the reason his closing ratio was so high was because he was incorrectly entering information into the CRM. Long story short; the proof is in the pudding and the first step to becoming awesome and dominating 2013 is:
1.) Admitting That You Suck
Or in other words, admit what you don't know. You see, the problem I had with the sales rep from my story was that there was no proof in his pudding. In fact, from what I observed, there wasn't even any pudding. He was too busy lying to everyone and himself about his "awesomeness" that he forgot to take a step back and realize how sucky he actually was. I ended up nick naming him "The Vacuum".
No matter what position you carry at the dealership, admitting what you don't know is the first step to rising up and achieving greater success in your career.
2.) Success Breeds Success
I suggest observing what other (truly) successful people do. Achieving success is like following a recipe. If you follow it correctly, you'll get the same end result time after time. Keep an eye on that pesky associate of yours who keeps knocking their goals out of the park month after month. Are you doing anything differently than them?
Something that you'll quickly observe about successful people is that they thirst for new knowledge. They're constantly educating themselves. Top CEO's in America read about *60 books a year because they crave new knowledge. Are you investing in yourself to become educated, motivated, inspired and geared up to become a machine? If not, how come? There are so many resources (like this website) to help you acquire the knowledge and skills you need to truly become remarkable at what you do.
Whether the investment is money or time, it's still an investment in yourself and it's a vital element of your success.
*According to Grant Cardone AutoCon2012 Keynote
3.) Get Trained and Take Action
Training is so crucial to dominating. How many athletes do you know that are naturally good at their sport? Don't kid yourself, they train like beasts day in and day out. You know what makes them truly great though? They take action according to the training they've received.
You don't know how many times I've seen people go through a training program and not apply the things they've learned. It's mind boggling. The old saying that "knowledge is power" really isn't true. Knowledge can't be power unless you take action on it. You can't take action unless you know what to do with it. That's where training comes in. Get trained, then take MASSIVE amounts of action.
4.) Be Willing and Full of Desire
Define your goals and dreams and getting a burning desire for their achievement. Then be willing to do whatever it takes to make your goals happen. Often I find people fail to achieve because they set blanket goals and don't create an action plan to achieve them.
Are you really going to sell 10, 20 or 30 vehicles this month? If so, what does that look like? What will be required of you? What's the plan? Draft it up and stick to it. With an increased desire, you're productivity will naturally improve. When production improves, so do results.
Undoubtedly, there are many things that you could be doing to really kick things up a notch and dominate 2013. These are just a few suggestions that I've found work extremely well and hope they do the same for you.
What keeps you from becoming a vacuum?