Is there a time to be "Old School"?
In a business that has become increasingly professional (I think we all agree that is a great thing). There are times I miss parts of the "Old Days". When I was brought up in this business, luckily by some very talented managers who taught me right before I developed any bad habits, It was strict and a little harsh. Ok Ok, maybe more than a little. LOL
I find these days, some dealers and managers are afraid or simply immune to some of the old school rules that made a lot of us who we are. Is the breed dying? Are we creating a new breed? Will a 20 year old who is entering the business ever become a CAR GUY"? When I was 18 years old, I was taught that when I went to the "desk" and wanted to address a Manager that I was to first be dressed appropriately, second I had better already know all the answers to the question I knew he was going to ask. Such as:
Where do they work? Who is here now? Where is the second party? Where did they buy their old car? Why did they buy that car? What do you have in common with this customer? Why did they stop here? Who is the car for? Did you do a walk around and do you have solid selection? Did they drive it? Did you do a service walk? IF I ANSWERED NO OR DID NOT KNOW THE ANSWER TO ANY OF THESE QUESTIONS, I KNEW WHAT TO DO, GO BACK, DO MY JOB AND THEN RETURN TO THE "DESK".
I will always appreciate the great training I got. The mandatory lot parties I had to smile through because complaining was not an option. The Being sent home for being late, or not dressed properly. Being asked to actually prospect... ETC. It made me who I am today, no doubt about it. It made me a "professional CAR GUY". I am really curious to see what peoples thoughts are on what I have written so far? There are pages of this to written on, But I think you get the point and the question.... ARE WE TOO SOFT AND LENIENT....because it is no longer politically correct to correct a salesman or woman in the ways we were directly told....Do it right, or get out!!!!!!.... And is it just our business or is it society and business in general?
Troy Spring...
Replies to This Discussion
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Permalink Reply by Steve Richards on -
There is nothing "old school" about holding people accountable. Your managers were "good for you"; today too many managers try to be "good to people." There is a big difference; by holding you accountable your manager helped grow and develop you. What doesn't work well are the old school sales strategies, tactics, and processes. Better than being a "car guy/gal" these days is being a good business man/woman.
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Permalink Reply by Troy Spring on
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Steve, I couldn't agree more. There is a fine line I see missing though at many stores. Tough seems misunderstood these days. Let's start the new saying.. "I am a professional car guy / gal" :)
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Permalink Reply by Steve Richards on
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Cool.
Troy Spring said:Steve, I couldn't agree more. There is a fine line I see missing though at many stores. Tough seems misunderstood these days. Let's start the new saying.. "I am a professional car guy / gal" :)
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Permalink Reply by Ernie Kasprowicz on
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Inspect what you expect is a process of dotting your i's and crossing your t's. To not require adherence to a process each and every deal allows for missed opportunity. Troy, you were taught and provided a solid foundation for selling which is as valuable today as it was when you first learned it. Sure, some of the words used today are updated and more in line with today's customers. The core concepts remain the same and should be a must done. It would be old school to rant and rave and be verbally abusive to your team. Firm but fair management will have a razor sharp team of Professional Car Guys and Gals where it is a fun, profitable place to work.
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