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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
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.
In the car business, we let the sales momentum train run out of steam every 30 days and then we start over again. While this rhythm may have worked 15 years ago, it doesn’t work the same today. So how does a car dealer create momentum earlier in the month, and then keep it going?
Today we’re going to define the 3 pillars of Sales Leadership, and give you a practical exercise to do today for each one
Sales Leadership is built on three pillars…thinking right, working hard, and being a good person.
In a time of crisis, or challenge, people need to hear their leader’s voice. And the leader’s voice needs to stand out from the crowd, it must sound different, or it’s not a leader’s voice. And it needs to bring three things to the team: Reason, Confidence, and Hope.
