Comments - Defining "Work" in Car Sales - DealerELITE.net2024-03-28T19:00:22Zhttps://www.dealerelite.net/profiles/comment/feed?attachedTo=5283893%3ABlogPost%3A301765&xn_auth=noWell done Scott. We have fiv…tag:www.dealerelite.net,2012-06-11:5283893:Comment:3025902012-06-11T15:06:04.161ZJoe Clementihttps://www.dealerelite.net/profile/JoeClementi
<p>Well done Scott. We have five simple productivity rules, the salesperson is either:</p>
<p>1. with a customer</p>
<p>2. preparing for a customer</p>
<p>3. prospecting for a customer</p>
<p>4. following up with a customer and/or</p>
<p>5. building product knowledge so that they can present to a customer.</p>
<p>Results are directly tied into the effort!</p>
<p> </p>
<p>Well done Scott. We have five simple productivity rules, the salesperson is either:</p>
<p>1. with a customer</p>
<p>2. preparing for a customer</p>
<p>3. prospecting for a customer</p>
<p>4. following up with a customer and/or</p>
<p>5. building product knowledge so that they can present to a customer.</p>
<p>Results are directly tied into the effort!</p>
<p> </p> You're so right Allan...My ba…tag:www.dealerelite.net,2012-06-06:5283893:Comment:3023022012-06-06T21:00:05.341ZScott Kleinhttps://www.dealerelite.net/profile/ScottKlein
<p>You're so right Allan...My bad. That damn dyslexia got me again. (-:</p>
<p>You're so right Allan...My bad. That damn dyslexia got me again. (-:</p> Actually Scott, I never said…tag:www.dealerelite.net,2012-06-06:5283893:Comment:3021192012-06-06T20:22:17.145ZAllan R Mullinshttps://www.dealerelite.net/profile/AllanRMullins
<p>Actually Scott, I never said 'tell them' what to do, I said we need to 'Show them' what to do.<span> "it's showing them how"- case in point. We could all be better at understanding how to allow all of us to be better by seeking first to understand and then be understood.</span></p>
<p>Actually Scott, I never said 'tell them' what to do, I said we need to 'Show them' what to do.<span> "it's showing them how"- case in point. We could all be better at understanding how to allow all of us to be better by seeking first to understand and then be understood.</span></p> I couldn't agree more Michael…tag:www.dealerelite.net,2012-06-06:5283893:Comment:3021172012-06-06T19:40:19.191ZScott Kleinhttps://www.dealerelite.net/profile/ScottKlein
<p>I couldn't agree more Michael. Knowing your inventory like the back of your hand is crucial. I preach walking the lot at least three times a day.</p>
<p>I couldn't agree more Michael. Knowing your inventory like the back of your hand is crucial. I preach walking the lot at least three times a day.</p> I agree. However I do feel tr…tag:www.dealerelite.net,2012-06-06:5283893:Comment:3021132012-06-06T19:33:51.505ZMichael Del Priorehttps://www.dealerelite.net/profile/MichaelDelPriore
<p>I agree. However I do feel training and knowing your inventory is important. By knowing your product better than the salesperson at a competeior could help towards the sale with the prospect. Also, knowing your own inventory helps land the sale vs the lazy salesperson helps towards the sale.</p>
<p>I agree. However I do feel training and knowing your inventory is important. By knowing your product better than the salesperson at a competeior could help towards the sale with the prospect. Also, knowing your own inventory helps land the sale vs the lazy salesperson helps towards the sale.</p> I love your philosophy Anthon…tag:www.dealerelite.net,2012-06-06:5283893:Comment:3017992012-06-06T18:33:19.901ZScott Kleinhttps://www.dealerelite.net/profile/ScottKlein
<p>I love your philosophy Anthony. If salespeople would come in and "work," they could spend less time at the dealership, make more money, and have more fun.</p>
<p>Telling them what to do doesn't work either like you said Allan. We need to lead by example which is the problem with most managers; they really never did what they tell their salespeople to do.</p>
<p>I'm not implying that they need to work 24/7 either Patrick. Family time is family time not work time. But time management is the…</p>
<p>I love your philosophy Anthony. If salespeople would come in and "work," they could spend less time at the dealership, make more money, and have more fun.</p>
<p>Telling them what to do doesn't work either like you said Allan. We need to lead by example which is the problem with most managers; they really never did what they tell their salespeople to do.</p>
<p>I'm not implying that they need to work 24/7 either Patrick. Family time is family time not work time. But time management is the key. Hell, a salesperson could make a CD of a particular vehicle that they wanted to learn (or a close, or another language for that matter), and listen to it on their commute to and from work. Within a week they'd have it memorized. I memorized over 500 prodigious and mellifluous (how’s that for a fancy word?) words one year on my commute to work just because I wanted to better myself. Now people think I have a PHD and a BS (LOL), but the reality is, I’m a college dropout that was labeled “mentally retarded” for my myriad learning deficiencies in elementary school. So if I can do it…(-;</p>
<p>And you are so right Joe. The J.O.B. mentality is a recipe for failure in this business. One foot in and one foot out usually equates to both feet being out. This just isn’t a career, it’s a bona fide business opportunity that you own and take ownership of. It’s like buying a franchise, but without having a monetary investment (of course if you run it like a real business there will be a monetary investment at some point). It doesn’t get any better than that!</p>
<p> </p>
<p> </p> Patrick one does not have to…tag:www.dealerelite.net,2012-06-06:5283893:Comment:3017962012-06-06T18:08:56.328ZScott Hengtgenhttps://www.dealerelite.net/profile/ScottHengtgen
<p>Patrick one does not have to work 12 hours a day to make a good living in the car business. When you have pro-active management and good leadership a salesoerson can make a good living working 8 hour days and still have fun. We as leaders need to change the culture in the dealership and recruit career minded people.</p>
<p>Patrick one does not have to work 12 hours a day to make a good living in the car business. When you have pro-active management and good leadership a salesoerson can make a good living working 8 hour days and still have fun. We as leaders need to change the culture in the dealership and recruit career minded people.</p> You're right on, Scott. The…tag:www.dealerelite.net,2012-06-06:5283893:Comment:3017932012-06-06T17:30:31.835ZJoe Webbhttps://www.dealerelite.net/profile/JoeWebb
<p>You're right on, Scott. The reason I made the video "Long Day at the Car Dealership" is because far too many salespeople in our industry only consider it their job rather than their career. If people recognized that this industry is where they want to (and should) stay, they need to be proactive. They must embrace their technology, communicate their own personal brand through multiple mediums, fill up their own pipeline, value the CRM and find customers to retain, involve themselves in…</p>
<p>You're right on, Scott. The reason I made the video "Long Day at the Car Dealership" is because far too many salespeople in our industry only consider it their job rather than their career. If people recognized that this industry is where they want to (and should) stay, they need to be proactive. They must embrace their technology, communicate their own personal brand through multiple mediums, fill up their own pipeline, value the CRM and find customers to retain, involve themselves in the other departments, and take ownership of all the time they spend in-store.</p> Thanks Scott, I think you mak…tag:www.dealerelite.net,2012-06-06:5283893:Comment:3019812012-06-06T17:16:55.631ZPatrick Downeshttps://www.dealerelite.net/profile/PatrickDownes
<p>Thanks Scott, I think you make some valid points, but how is it supposed to "work"? These not to be trusted children are supposed to spend their 12 hours getting people in, then go home and ignore their families so they can do their product knowledge and self motivation in the other 12 hours? If salespeople want to"work" 2 hours a day then that's the manager's fault, and if there's no foot traffic there's plenty of responsibility to share. You can't be effective by phone and email 100% of…</p>
<p>Thanks Scott, I think you make some valid points, but how is it supposed to "work"? These not to be trusted children are supposed to spend their 12 hours getting people in, then go home and ignore their families so they can do their product knowledge and self motivation in the other 12 hours? If salespeople want to"work" 2 hours a day then that's the manager's fault, and if there's no foot traffic there's plenty of responsibility to share. You can't be effective by phone and email 100% of the time so we actively encourage our staff to be 100% prepared when a prospect presents itself by updating their knowledge, learning new closes or sharing positive experiences. Sometimes we just say screw it and have some fun!</p> I don't really think getting…tag:www.dealerelite.net,2012-06-06:5283893:Comment:3019782012-06-06T17:08:35.226ZAllan R Mullinshttps://www.dealerelite.net/profile/AllanRMullins
<p>I don't really think getting salespeople to work is the challenge, it's showing them how. How many dealerships and managers hold their people accountable for work related activities. Many salespeople are so lacking in training on how to do their job correctly and efficiently and how many managers are trained on truly how to be leaders. Downsizing in many stores had caused many managers to have to do so many things not related to selling cars. As one who visits stores weekly, we have to get…</p>
<p>I don't really think getting salespeople to work is the challenge, it's showing them how. How many dealerships and managers hold their people accountable for work related activities. Many salespeople are so lacking in training on how to do their job correctly and efficiently and how many managers are trained on truly how to be leaders. Downsizing in many stores had caused many managers to have to do so many things not related to selling cars. As one who visits stores weekly, we have to get back to basics- tracking showroom activities (ups,demo's,TO's, Write-ups), phone/internet activities (leads,appts set-kept-sold) and get back to holding daily Save-a-Deal meetings. There is a lot of talent in dealerships today, very few are lazy and they all want to succeed if they're going to spend 60-70 hours a week at the store. We need to help everyone on the team to achieve their goals!</p>