TOP Performing Sales Professionals - Alan Dickie (Let's Win Together)

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

This might seem like a basic concept, but a great attitude is imperative. It’s not only the attitude that you bring to your customers or onto the sales floor; it’s your attitude towards yourself, and your skills. When a customer enters a conversation already on the defensive or makes a negative comment during the sales process, you can and must counter that with your own confidence that you can do what needs to be done effectively and efficiently. The ability to look ahead and envision your success is one of your most valuable mental tools. SEE the delivery. Imagine yourself shaking the hand of your customer when they go home happy with their new vehicle and you walk away happy with the commission you just made.

2. Commitment

When I say “commitment”, I’m not talking about commitment to your dealership or your manager. I’m talking about the commitment that all top performing salespeople make from the very second they shake the customer’s hand which is this:

“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

All-star sales professionals have a process that they are committed to for each and every single customer they serve. While this is the case, they fully understand that within their process there are a series of opportunities to sell on the emotion of the customer which allows them to circle back during negotiations to effectively close through logical justification. For example, let’s say a customer is in the dealership because his car keeps breaking down and interrupting their day to day life. We would empathize with how frustrating that must be, while pointing out that the new vehicle is under warranty, and would not leave him in similar situations, etc. Then I would logically justify to the customer that they will take delivery now to avoid any further agitation or expense due to lost time. Top performers understand this art like breathing which is why they make it look so easy!

5. Consistency

Another habit that will lead you to success and help you take your sales to the next level is consistency. Working out for one day isn’t going to get you six pack, but disciplined actions taken on a consistent basis guarantee results. When it comes to each and every single aspect of your sales process you must remain consistent!

-Same Greeting
-Same Walk Around
-Same Test Drive Route
-etc.

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!

P.S. Many will read this article and will finally be ready to become great and shed their mediocre skin! If you are one of them I would like to provide you with some tools that will get you up and running with immediate results!

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Let’s Win Together! – Alan

Whether you’re a sales representative, a new business owner, or a CEO, we are all entrepreneurs. With that in mind, check out my FREE program: WX5: The Five Ws of Entrepreneurship.

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#MakeItAGreatDay ♠️

Sales

8 Characteristics of TOP Performing Sales Professionals

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