Before the pandemic, most dealers would define an appointment as a planned showroom visit customers made to view a specific product with a sales professional they had already met, either in the showroom, over the phone, or digitally.
Traditionally, sales teams have engaged their customers with a service promise, giving them just enough information to entice them into making an appointment at the showroom.
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.
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
Thinking Right in the retail car business means that as a Sales Leaders, we have a Leader’s Mindset.
A Leader’s mindset is grounded in reality, its solution oriented, but it allows a leader to see further…and then lead the organization into the future.