Two Ways to Make More Money

• The Automotivator Action Plan
  Some newer sales consultants, three years or less in the car business complain about not making enough money. Let’s change this now.
  So why do YOU FAIL to make more money?
  
  1. Too Much Thinking - Not Enough Doing.
  
  Too many sales consultants substitute thinking about doing something for doing something. Never acting, just thinking is deadly to your success. I know I have, and it's cost me too.
  
  Take action on the most important sales steps, the basics.
  
  Learn how to do the basics very well. Not the old basics from the ’80’s and ‘90’s, but the new basics for 2007! They are different. Boy do you pay a price if you are not instep with the current sales process that works.
  Hey, you may be in the business only a month, a year or three years but you could very likely be using the ’80’s and ‘90’s style of selling. How? You have been watching and learning from the old pros. Now this can be very helpful when they are top of the board—observe them and learn well. But some don’t sell any more than you do. Not realizing that you pickup ineffective sales habits and attitudes from their example is serious. It is going to limit your sales. Deadly to your sales success my friend.
  Many experienced people succeed because they can count on past sales returning to buy. This is great for them—they have earned these sales because they have kept in touch with their clients and built and maintained a relationship. You should follow their example of maintaining long-term client relationships. But these experienced sales consultants can take short cuts to success and get away with it. You can’t.
  
  2. Follow-up more
  
  People come, look and leave every day. You talk with them but too often you fail to follow-up. These people are ‘hot, hot, hot prospects’. They are buying today, tomorrow next week or even next month. They are buyers and you need to get serious about maintaining a connection. I developed Trackstar just because hundreds of thousands of dollars is being lost every year by dealers and salespeople because of poor follow-up. It works.
  People do return to salespeople who keep in touch, they close quicker and easier than first time walk-ins. Your closing ratio with be-backs is better than 50% most of the time. Follow-up walk-outs and you will make serious money.
  The same goes for past customers. Maintain a positive long-term relationship and your past owners will buy again. Great income is just plain lost every day if you don’t stay connected. You will also get more referrals when you build your business.
  
  Automotivator Sales Action Plan
  
  Let me encourage you to take action now. Not today, but right now.
  ¨ Take the next five minutes and walk into your manager’s office and discuss what sales basic you should improve.
  ¨ Grab your file of previous Automotivator newsletters.
  ¨ Plan to attend my Boot Camp for Sales Pros in your area. (email for details) Dave@Automotivator.com
  ¨ Write a short note to all recent walk-outs. Do it every day from now on.
  ¨ Pick up the phone and call prospects from, yesterday, a week ago, or a month ago. You will be surprised how many have not bought yet.
  ¨ Connect with a past owner today. They or a family member may be back in the buying/lease cycle.
  Do something that moves you forward…today!
  Then do the same thing tomorrow and the next day and every day.
  
  If you do this, you will make time your ally and success will not be far behind! You will make more money. Don't hesitate to email or phone me for personal coaching.
  Sales Quote - Change is to give up what we are, to become what we could be.
  Have a great selling day! Dave. the Automotivator