What’s the biggest difference between achievers and average automobile sales people? Part Two

To Lie or not to lie...that is the question.

During my years in the car sales business I have witnessed many sales professionals achieve incredible sales and make crazy money year after year and they are straight talking, ‘tell it like it is’ people. I also have witnessed some salespeople "stretch the truth" and they don’t make much money.

NO, it is not just sales people who stretch the truth but other business people do also. For example, trades people share a little fib about completion dates, start dates, extra costs. Financial advisors stretch the truth about the return on your investments if you deal with them. We have all felt taken advantage of from time to time. And we know our customers stretch the truth as a defense tool also. But should we?

My belief is the customer knows a lie has been told 90% of the time. They rarely let on that they know, but they also never forget!

The only person who believes a small lie is OK, is the person who told it.

The customer believes if a salesperson is willing to lie about something small, he will certainly lie about something "big" too!

What every SALESPERSON needs to consider:

Some salespeople believe that a "little lie" is ok to tell as long as it helps get an order. They justify it as "stretching the truth," or feel that it is not a big deal if it is not a "big lie." Humm. Who is fooling who?

What the SALES SUPERSTAR does:

The achiever tells the truth even when it may cause him/her to lose a car sale.

When a customer sees that level of integrity, he knows he can trust the sales consultant in any situation. And they buy...again and again and send their friends.

What can you do?

Tell the truth, or don’t say anything at all. The car business is about the long term. Turning showroom walk-ins into customers and keeping your customers for life. Repeat business and referral business is the mark of a real car sales pro. Whatever gain you may get by "stretching the truth" in the short term, you will surely lose far more money in the long term without repeat and referral business. That’s the truth.

One other thing is true, this is a great business and we have people who live well and enjoy commission sales because we sell what people want—vehicles. And they keep coming back. And once a customer buys from you they prefer to stick with you, they value the relationship and your integrity too.

So get up earlier—do your ‘homework’ and show-up ready to perform. ALWAYS TELL THE TRUTH, provide solutions not BS and always Ask for the order. There is more to come shortly.

Get Wealthy by Choice NOT by Chance my friends.

Great Success, and Kick some butt!

Dave.

Hey, keep in touch, call with your sales challenges and I will work with you personally, okay? I mean it. Lots of sales professionals kick tires with me regularly.

Dealers and Sales Team Leaders—NO Frills vehicles are low-profit deals for the dealer...unless your sales consultants know how to sell no mark-up or low mark-up vehicles effectively. Many don’t. And they cost you profits and themselves commissions. The ART OF THE DEAL in-house professional development workshop will make a profitable difference. Connect with me Dave@Automotivator.com or 1-800-668-0362.

Canada’s Automobile Sales Coach www.Automotivator.com

Trackstar WEB Follow-up Systems – Keeping Your Customers for Life.

Tweet? Follow Dave Kemp @automotiv8r

WHAT'S THE BIGGEST DIFFERENCE Between High Achievers and Average Car Sales Consultants?

Part One.

Recently, in a discussion with about thirty five other sales trainers I asked “what have you discovered that were the reasons top sales pros achieved their success?”

These trainers were top achievers themselves in a variety of big ticket sales before choosing training. I was the only automobile professional development specialist in the group. It was stimulating and enlightening to engage in this rapid-fire discussion. So...

What separates great sales guys and gals from average ones?—Part one.

Here are some of the differences you can apply, right now, today, to become the successful sales professional waiting inside you. If you are not achieving your potential, are you ready to respond and attack your career, focused like a laser or just to sit back and wait....again?

YOUR Automotivator Sales Personality Dynamics for Success

1. You treat selling as your own business, know that you have more control than anyone else as to whether you succeed or fail.

2. You are motivated and stay self motivated; you don't let the hiccups get you down for long. (People who are successful at this career aren't bothered by their failures, they learn from them.)

3. You are much more empathetic than your unsuccessful peers and understand that solving problems by putting yourself in your prospects shoes makes for better sales results.

4. You understand that just because you are having a good month or quarter, there's always tomorrow and you prepare by having strong and essential pipelines filled with qualified buyers, showroom walk-outs, past customers, service leads, orphan customers.

5. You are short and long term goal oriented. You often use things that you want or need to keep you focused on bringing home the bacon i.e. “I need a new roof, boat, deck , condo,- pick one...”

6. You have a healthy ego which forces you to be the best that you can be.

7. You want the recognition and money that comes with being the best. Nothing wrong with that!

8. You work both hard and smart.

I love this time of year! Hockey has finally started, Baseball play offs are on, Football is midseason –exciting stuff. (Even the Winnipeg Jets). We all admire the best in sports and we can’t help but be impressed with the commitment each player on their team makes to personal conditioning and practice. The best athletes are coachable and always improving.

The difference between an Average and Top Performer in automobile sales is Coaching and commitment. It’s true for you and me—just like in sports!

Folks, listen to your sales team leaders, they can impact your personal bottom-line with their sales coaching. Don’t forget their bonus depends on your achieving success! It is a WIN-WIN! (You could also attend my sales skills specific boot camps to stimulate your motivation and sales skills.)

Here are my last thoughts for this newsletter part one, my friends.

Get up earlier—do your ‘homework’ and show-up ready to perform. ALWAYS TELL THE TRUTH, provide solutions not BS and Ask for the order. There is more to come shortly.

Get Wealthy by Choice NOT by Chance my friends.

Great Success, and Kick some butt!

Dave.

Hey, keep in touch, call with your sales challenges and I will work with you personally, okay? I mean it. Lots of sales professionals kick tires with me regularly.

I Provide IN-HOUSE Professional Development for your Sales Professionals – New Staff or Experienced Sales Professionals - Email - Dave Kemp, the Automotivator. Dave@Automotivator.com

Canada’s Automobile Sales Coach www.Automotivator.com

Trackstar WEB Follow-up Systems – Keeping Your Customers for Life.

Tweet? Follow Dave Kemp @automotiv8r Copyright 2011, Automotivator Professional Development 613-253-5300 1-800-668-0362

Trackstar WEB- North America’s newest, most profitable and easiest CRM. Keeping ‘in touch’ with your prospects and clients will make you serious money. Preview this short video on Trackstar.

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