Leaders lead. What does this mean? Do leaders lead or do they have LEAD and become the anchor? This is a serious unanswered phenom, in the car industry. Have you ever seen the series called Hogan’s Heroes? The series was basically aimed to show a lack of intelligence on the German side during the World War II era. This was very funny dialogue. If you want to be funny, that’s great, as long as the humor is to create a motivated atmosphere. We cannot think we are on the same playing field with our employees, and throw hand grenades of turmoil and bad intentions, to be funny. The leaders, must understand there is the silent gas in the air called social networking. While funny leaders sleep, the networking goes millions of miles an hour, describing your leadership abilities, or lack thereof.
So let’s create some humor. Leaders write down 5 facts about your leadership qualities. Now, give us 3 related benefits for each fact. This is impressive. This will shock the brain waves of every leader in this industry. There will be a lot of white flags waiving. Once we have overcome the white flag ceremony, we can get down to understanding, the simple facts. The brain is always the winner!!
Think it thru. Always interact, with the troops. There are a lot of personalities. What motivates each personality? If you react, everything will blow within time. Think it thru. We are solving car deals. We are not making world decisions!!!
BREAK IT DOWN.
From the sublime to the ridiculous!!! WE have 4 weeks, to make a month. WE have 7 days to make a week. WE have 12 selling hours to make a day. How do we motivate each and every hour? Use daily bonus programs. Take the 5 oldest cars in stock, do a walk-around contest. The best walk-around gets 100, everyone is moving and the blood is pumping on the blacktop. You will accomplish several things. Excitement will happen. Fun competition, creates energy. Everyone is now familiar with the 5 oldest vehicles, are now revitalized, to be sold. These vehicles usually are gone within days after you hold the competition. That’s a leader. Motivating the employees and moving the right inventory off the lot.
BREAK IT DOWN PART II.
You’re working a deal with a customer. You’re 100 dollars a month over the budget. Sublime to the ridiculous works. Mr. and Mrs. Customer, I took the liberty to show you a very affordable way, to control the 100 budget question. For every 20 dollars in payment it is approximately 1000 dollars down. Can you write a check for 4000 dollars? This will get you right where you want to be. Let the customer answer. If the customer says no way, OK. How close can you come? We don’t have any more money not a cent. That’s fine. Make them feel good about it. No problem. Now state the facts, Mr. and Mrs. Customer, you are trading in a 20mpg vehicle. Correct? They agree yes. Fantastic!! Reassure. It’s ok. You are taking delivery of a 30mpg vehicle. Correct? Yes we are trying to. You have a 75 dollar a week gas bill. Correct? Yes. Well let’s look at this, if my math serves me correctly, the new vehicle gets 30% better gas mileage, therefore you will be saving 24.75 dollars per week or a total savings of 99 dollars per month in gasoline at the current prices. If the prices go up you will be saving even more. Now Mr. and Mrs. Customer, you can see the savings. Correct? Yes we agree. Now you can take delivery of your new car. We all feel better. Correct? The customers will agree. This is strong!!! Leaders lead!! You never lowered the price of the vehicle, you showed total out of pocket expenses.