BY: Dave Benson

3 Things To Get Yourself Out Of A Selling Rut

As you know, I’m a Sales Coach and therefore i’m here for to be your coach in the corner and advise you what to do when times get tough!

Last week I had a young guy from one of the dealerships I work with send me an email saying this.. 
“Hi Dave, My name is Andy and I was just sending this email to see what the best thing would be for me to get out of a rut where I’m having a lot of trouble getting a deal. Do you have any advice?” 

 So I wanted to share with you what I shared with him, hoping that if you are in the same boat, I can help you get out too! 

Great selling! 

Dave Benson

www.reachingyourpotential.com.au
———————————————————————————————————————————– 

Here are 3 recommendations I have for you… 

1. MINDSET 
Having the right attitude and mindset when you come to work is so important. You need to believe and declare, “TODAY is going to be a great day, and I will sell a car!” 
I believe selling is the transfer of enthusiasm, so making sure you stay up, and positive is SO important. 
The great thing about selling is you get to start fresh everyday and with every new customer. So the only person who knows you’re in a rut is YOU. Stay upbeat, positive and use positive language, and watch situations change. 

You need to be the most keen, energetic and enthusiastic sales person in your dealership toward taking enquires and giving them a 10/10 experience. 

2. PRACTICE 
Take at least 20 mins every day to practice & role play with another staff member or by yourself some of the options below. When things are slow we should do extra practice to ensure we are on top of our game when we get an opportunity, so you can up this to 60 mins.

- Welcome script – How to build better first impressions 
- Needs analysis questions – What are the top 3 questions I should ask? 
- 6 Position Presentations – How we WOW customers? 
- Overcoming Objections – What are they key objections I’m facing and what ways can I overcome these? 
- Incoming telephone script – Do I use or have an incoming phone script? 
- Product knowledge – Getting all over not just your cars but the competitors cars is key to becoming sharp and ready for anything… 

I also recommend you start watching my youtube clips and reading my blogs which are available on my website. Also any sales training videos on youtube by Grant Cardone, Joe Verde or Paul Cummings will help. 

If you can do it on the practice field, you can do it in the main game! 

3. NO WHITE SPACE 
We have to become ABS salespeople to be succeeding in sales consistently. 

Always Be Selling! 

If you have white space in your diary, in other words you don’t have many appointments or follow up calls to make, you will quickly get bored and therefore you get depressed and anxious that nothing right is happening. 

Keep yourself busy with 

• Staying in touch with previous customers
• Prospecting in the service department
• Follow up calls, emails, SMS
• Offering to take cars to people

Things you need to stop 

• Surfing the internet, Facebook, email
• Chatting to fellow “in a rut” salespeople
• Going outside the dealership for lunch
• Spending too much time out the back in service or admin organising deliveries.