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Everything has changed. Prepare your leaders for the future: You have the opportunity to structure your retail operations around these three foundational principles.
Here are a few things that I learned from these dealers who chose to keep talking to their customers during the pandemic. Many of these dealers sold cars, in some cases quite a few. But that wasn’t their goal. They simply wanted to build goodwill with their customers.
Your customers need to hear from you! Communicate your desire to help your customers. Build goodwill and be available NOW when your customers really need you. And yes, you will sell cars.
Sometimes people ask me, being a good person that’s kind of subjective isn’t it? And my response is always the same, ”Absolutely.” So let’s define being a good person a little deeper with a question. I call it “The Question.”
The “margin struggle” for car dealers today is really the battle to de-commoditize the car buying process by delivering a high-value customer experience. Dealers need to construct their sales process around their customer’s three buying decisions.
Trainers, being a good person in any service industry, but especially professional automotive sales, has at its foundation the goal of adding real value to those we serve. This applies first to adding real value to the sales teams we lead, and then of course, to their customers, who are ultimately our customers.
Today we’re going to talk about second pillar of Sales Leadership – Working Hard, and we’ll focus on the first Operational Priority – the Appointment Culture.
Working Hard isn’t about how many hours we work. We are in the retail car business, of course we’re going to work long hours. It’s what we are going to work hard at doing. How we’ll prioritize and spend our time, that’s what differentiates a Sales Leader.
For our Sales Leadership discussions on Working Hard, we are going to focus on Four Operational Priorities. We’ll review and reflect on each one so we are clear on the what and the why.
Thinking Right in the retail car business means that as a Sales Leader, we need to start by Defining Reality, so that we can be very clear as to our priorities every day.
As a matter of fact defining reality is core to every leader in every vertical…faith leaders, business leaders, social leaders, political leaders…its where every organization get its “why”…people won’t follow a leader who can’t clearly define reality
