Your Secret Weapon to Increasing Sales? Reading

Almost every dealership has some degree of training, from the manager telling the salesperson, “Here’s how to do a foursquare, now go get an up,” to a more structured and professional routine, perhaps from an outsourced vendor. The problem is, this training can be inconsistent. Or, due to high turnover, the managers simply give up.

 

And, far too often that training is quickly forgotten and old habits -- or even no habits -- kick in within a relatively short period of time. In my experience, most complaints about training (or failure to do it) lie in just two simple reasons: I don’t have time, or I’ve done it and it doesn’t stick.

 

So, what’s to be done?
 

One key element to success lies in a simple habit many successful people turn to on a daily basis, including industry giants such as Bill Gates, Elon Musk, Mark Cuban and Jack Ma: continuous learning!

 

Does that mean dealerships should train their staff on a daily basis? In an ideal world, yes. I understand that it’s not necessarily possible, aside from tidbits and job-specific responsibilities. But, what do these multi-millionaires do that anyone can easily do to assist them in success?

 

They read.

 

I’m not talking about reading Stephen King novels. Rather, I’m referring to content that can enrich lives and careers through improved overall knowledge. In the car business, that could include training material by the likes of Joe Verde, Alan Ram, and Grant Cardone; life skills, management and leadership books by author Lee Iacocca; or books that help keep you in tune with cutting-edge marketing techniques like one of my personal favorites; “Play Bigger: How Pirates, Dreamers, and Innovators Create and Domin....”

 

There are many great books out there that target all areas of operations. You can ask successful dealers at your next 20 group meeting who they are currently reading, or what they recommend their managers read – they’re successful for a reason!

 

Many industry titans make a commitment to read an hour each business day (5-hours per week) to enrich their lives, continue the learning process and help strengthen the mental attitude needed to succeed.

 

Dealerships that train their staff typically do so once per week... maybe. But those employees interested in the success of their careers should invest in themselves through education. Even if non-automotive; reading books by successful people who relay what they have done to navigate a better path in life, or that offer general life improvement skills, can introduce new ideas, change mindsets and improve attitudes -- which can only help improve performance.

 

Turn those zeros into heroes. Encourage staff to educate themselves on their own time and supplement it with in-house training. Today libraries even have apps that allow you to listen to audiobooks (for FREE) on your smartphone. Just a few hours a week of learning and enlightenment can make a huge difference. And, you may well find that your employees end up making more money due to a richer knowledge-base and an improved outlook on life. This will inevitably result in in more success for the dealership, increased profitability and greater employee retention.

Views: 42

Comment

You need to be a member of DealerELITE.net to add comments!

Join DealerELITE.net

Latest Activity

Haris Saeed posted a blog post

What is My Handicap Van Worth?

Your handicap van probably means a lot to you. It helps you get to essential appointments and…See More
21 hours ago
Michael Trasatti posted a video

Why Being a Team Player is Vital to Success

Mike Trasatti shares how every person has a role in a business's success but harmony is only achieved if everyone works together.
21 hours ago
Bill Wittenmyer posted a video

#WittsWiseWords: The Language of Losers

As Bill Wittenmyer says "Change your words and you'll change the result." Setting yourself up for success starts with eliminating words from your vocabulary ...
21 hours ago
Doug Van Sach's blog post was featured
Friday
Sally Whitesell posted a blog post
Friday
Doug Van Sach posted a blog post
Friday
Mike theCarGuy Correra posted a video

How Using Industry Jargon Can Cost You Sales

Mike Correra shares how using industry jargon with customers can cost your dealership sales.
Friday
John Sternal posted blog posts
Thursday
Tim Duke's blog post was featured
Thursday
Linwood E. Poissonnier posted a status
"You have to believe in what you’re doing, or actions won't work. Be sure of yourself"
Thursday
Linwood E. Poissonnier posted a status
"I have been a member for a long time . Under Autonation Nissan and Brandon honda N.O.B."
Wednesday
Courtney Evans's blog post was featured
Wednesday
Eliana Raggio posted an event
Thumbnail

FREE WEBINAR: How to Improve Your Follow-Up Today! at https://digitalairstrike.com/How-to-Improve-Your-Follow-Up-Today

November 21, 2019 from 12pm to 1pm
If your dealership is like most, your follow-up is either flawed, on auto-pilot, or completely…See More
Wednesday
Joe Tareen posted a blog post
Wednesday
Bill Wittenmyer posted a blog post

3 Strategies to Cultivate Enthusiastic and Loyal Fans

It costs most dealers about five times as much to acquire a new customer than to retain those they…See More
Nov 11
Scot Eisenfelder posted a blog post

Auto Dealerships’ Online Shopping Experience Fail to Meet Customer Expectations, Affinitiv Study Finds

Predictive personalization key to matching precedent set by non-auto retailersChicago, IL—November…See More
Nov 11
Mike Esposito posted a blog post

Auto/Mate Wins “Best Places to Work” Award for 10th Straight Year

Albany, N.Y. – November 11, 2019– Auto/Mate Dealership Systems has been recognized as one of the 48…See More
Nov 11
Courtney Evans posted a blog post
Nov 8
Jim Flint posted a blog post
Nov 8

Get Newsletter

© 2019   Created by DealerELITE.   Powered by

Badges  |  Report an Issue  |  Terms of Service