Today, I’m going to walk you through the eight characteristics of a highly successful sales professional, and the steps that YOU need to commit to taking in order to become one of them!
If you are committed to becoming a top-flight performer in the automotive sales industry then it is imperative that you understand these fundamental characteristics.
1. Great Attitude
“My commitment to close this customer WILL BE stronger than the customer’s commitment to buy!”
Look, all customers arrive at the dealership with a “just looking” mentality. They do so as a means of protection, protection against making a poor decision or being taken advantage of. When top performers are prepared and committed to overcome, they do!
3. Work Plan
Elite performers “Plan their Work & Work their Plan”
Each and every night before you go to sleep, you should be mapping out your following day. Accounting for every valuable hour spent at the dealership is the only way to achieve these exceptional levels of performance. Far too many salespeople get caught up in “the coffee club” at work – you know, the group that arrives at the dealership and spends the first two hours of the day planning who is going to go on a coffee run and what’s for lunch. This group will provide you with the blueprint on how to be mediocre at best; stay clear of them!
4. Selling intellect; Sell on emotion, close on logic
-Same Walk Around
-Same Test Drive Route
Star Salespeople have remained consistent with all aspects of their career as it is the only way to truly know if their process is working or not. By trying a different approach every time you have a new customer you will never truly know what is working and what is not. To become great, you must determine the best approaches and practices and then become a slave to performing them consistently!
6. Repeat business
All top performers fully understand that the money is ALL in the follow up! It amazes me how so many mediocre salespeople drop the ball here. Look, not everyone is going to take delivery of a vehicle on their first visit, get over it. Weak salespeople destroy their income potential by not effectively following up with their potential clients. Top performers view every single client they meet as a commission; it’s just a matter of when.
7. Goal Setting
This ties in with your work plan. Walk into work every day and know the answers to these three questions: “What am I doing today? What are my goals? What action do I need to take to achieve those goals?” Setting out a clear, direct outline of specific goals you need to accomplish that day combined with the other habits on this list is going to make your sales that much more successful.
8. The More You Learn The More You Earn
And finally, never stop learning each and every day. There are people who have been in sales for years, decades even, who not only refuse to learn new techniques, methods, and tools for making effective sales, but actually push back against this kind of progress.
Adaptability is important, and an open mind and the commitment to keep learning is a key. Every new tool or idea you pick up is going to broaden your skill set, and that’s an opportunity no successful professional can afford to pass up. The more you learn, and the more you earn. I personally spend upwards of $25,000/year on my own personal development and naturally that number grows higher and higher each year, naturally, because I am committed to my personal development increasing year over year. This is simply how winners win and why losers lose, #factAsk yourself how much you have spent this past year in the name of developing yourself. If the answer is zero, I know what your paycheck looks like. Chew on that for a minute and then make a decision to stop pretending that you are a top performer and BECOME ONE!
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Let’s Win Together! – Alan
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