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.

Create the motivation in all. The buyers and the employees. You will be a closing machine!!!

Views: 231

Tags: closing, leadership, motivation

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Comment by Tony Provost on August 22, 2011 at 8:33am
Jerry- Thanks for looking out! Enjoy your comments my friend. Have a great week.
Comment by Tony Provost on August 18, 2011 at 4:07pm
Mark- thanks so much for your support. You have been great to do business with over the years!!! dE MEMBERS. A-CAR, knows how to structure a store, FINANCIALLY. They have a can't miss method, to bring 34% to the bottom line.Call Mark@888-409-2227. This man will enlighten you.
Comment by Mark Ludwig on August 18, 2011 at 4:00pm

Excellent job focusing on leadership!  If you take dealer and change the L & D you get Leader.  I have analyzed hundreds of dealers and the #1 difference between great and average is leadership. Keep up the good work!

Comment by Tony Provost on August 17, 2011 at 2:14pm
Diane Anderson- thank you for your support. Hope all is well, have a great afternoon!
Comment by Tony Provost on August 17, 2011 at 8:02am
Bruce- we are only here to help as much as possible. Have a great week and thank you, for the support.
Comment by Bruce O'Brien on August 17, 2011 at 7:15am

Tony,

Every time i read your articles, i learn more and more.

i can not wait for your next gem.

Keep it going....

 

Comment by Stephanie Young on August 16, 2011 at 1:54pm
Tony, the RAVING FAN poster and I are having a great afternoon.  Thank again for the gift.  I love it!!!!
Comment by Tony Provost on August 16, 2011 at 12:51pm
Stephanie- the RAVING FAN photo, will clear your mind. Thanks for your on going support. Have a great week!
Comment by Stephanie Young on August 16, 2011 at 11:51am
Tony, I am so sorry that I had a dumb moment.  When you sent the email regarding motivation, I thought you were talking in general and not about your current blog.  I wish we had an RSS feed to help me stay on top of content from my favorite bloggers.  Again, my apologies.  I think even in my confusion, I am sticking with my statement.  Wake up everyday ready to rock and roll.  Smile....it is contagious and so are you when you are being a motivator.
Comment by Tony Provost on August 16, 2011 at 11:24am
Fran- it is always a pleasure! Thank you. Looking forward to your visit.

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