BELIEF, we all need it, but how do you create it?
We talk about training and product knowledge, but often forget the fundamental requirement of salespeople. That in order to succeed they must believe,and what they believe they will achieve. So how do we take someone who has never sold, never been commission based and turn them into selling machines?
Replies to This Discussion
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Permalink Reply by Rachael Schulz Dunbar on
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Nancy, that is the first time in 7 years I have ever heard from anyone that they work in a dealership that DOESNT do charge backs to a salesperson. You have been incredibly lucky!
Pack goes in the corporate pocket....
We owes come out of ours....
It is sad. The hardest part is trying to explain to my children why mommy is never home except to tuck them into bed and still had to return my little guys birthday presents to buy food. Then going back to work and hiding your fears and sadness to try it all again with no promise it won't happen twice; all the while reminding myself that if I don't fake a smile I could effect another struggling salespersons income. I am not even fully commisioned so I understand how much harder this issue is on my staff!
Let this be a reminder for trainers and placers.....know the dealership you are reffering staff to! Too often I see these fully trained ambitious new sales people come in and 3-5 months later they are completely out of the industry all together because they feel screwed. Now they sell cell phones, edible baskets, or products to dealers. Such a waste of talent and training time/money! The people you train are like your children! Ask yourself, "Is this a place I would want my sons first job to be?" that dealerships practices reflects on the industry as a whole and your training abilities. Its thier first introduction to the industry, thier first impression, and possibly thier last. A dealer will pay $400 bucks to train a new head just to loose them to a $200 unannounced charge back later. They don't care....more are coming in! Then they turn and give you a hard time because your referral was a quiter!
NANCY SIMMONS said:Rachel, your comments saddened me... Very candid, realistic, and unfortunate. I have not charged back a salesperson for at least 10 years...The "pack" should take care of policy, and anything pre-determined should be accrued with a "We-Owe". You are right, a charge back is a detrimental set back for a salesperson and really not necessary!
Rachael Schulz Dunbar said:Sometimes a dealer does the smart thing and hires people with ambition and motivation. They provide them with the tools and the feedback to suceed and do everything by the book. But that "belief" ambition, and motivation vanish completely when there is no reward. Like when you get a chargeback without notification and suddenly realise that you put in a lot of work and heart and got no monetary distribution in return. Or when your dealer re-nigs on a spiff you have been counting on. Bottom line is that if your dealer doesn't pay you for what you earned and your kids are hungry, you can't pay your bills, can't afford the gas to get to work yet still know that you were top sales....where are we supposed to draw that "belief" back from. The worst part is these "chargebacks" are a nationwide delimna for salespeople and are rarely ever a fault of the salesperson. Calculating errors, vehicle service issues, or administrative policies disappate our belief and make us seek other venues for our talents. Isn't there a union to protect us?
We already realise that its our own output that creates our own income. What happens on those sourfull months when we create a positive output and earn positive income that we never see? I am tired of the answer "thats the nature of the business". Belief spreads to other staff but so does negativity.
Then theres the customer realations side of the same issue.....
If you go to a restaurant and get great service but bad food you still tip your waitress because you know she didn't make the food.
If you buy a car but theres a problem with it the next day, you call your salesperson and expect him to fix it. Does the customer ever assume that the salesperson in-turn is paying for this???? No, they assume the dealership pays for it and the salesperson still earned thier commision. A sour feeling for that salesperson developes no matter how good the after sale service was. Yet they probably won't buy from that salesperson again because of that experience. Now you have an unhappy customer eventho you fixed the issue for them at no cost and an unhappy salesperson who lost income twice.
The green sales staff comes in full of belief and ambition. Thier first problem comes and they fix it, unknowlingly that they will end up paying for it. Then the shock to that green sales member when thier paycheck is short! Theres the source of the stigma for not entering this business in the first place!
When they first start they naturally fear "commision based" due to thier own self-esteem (which good training overcomes) and later fear it thanks to thier dealer. It doesn't take long for them to realise that the boss that says "thats the nature of the business" didn't get a docked paycheck and had no problem paying his bills.
If you look in the breakroom and find your top salesperson leaning over a bowl of ramen noodles every day for a month then theres a big problem. Open your eyes auto industry and change the way this is handled! Without talented sales staff there is no income! Pay them what they have earned! Keep the belief flowing!
If you don't then its the same thing as being on Santa's good list just to open rocks on Christmas Morning. The next year that kid has lowered expectations and doesn't try to get on the good list. Whats the point? -
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Permalink Reply by Paul Hardy on
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It all about the leadership.Leadership has been described as the "process of social influence in which one person can enlist the aid and support of others in the accomplishment of a common task. Alan Keith stated that, "Leadership is ultimately about creating a way for people to contribute to making something extraordinary happen."They have to believe in the product, the store and the management. Managers need to lead by example to inspire belief in their employees.
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Permalink Reply by ray sciarappa on
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Always remember - good managers can "make" the right person - not everyone starts as a diamond but they can be diamonds in the rough....
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Permalink Reply by NANCY SIMMONS on
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I love that Ray and I agree with you 100%~ That is what I was trying to say! There is a little spark inside of everyone....
ray sciarappa said:Always remember - good managers can "make" the right person - not everyone starts as a diamond but they can be diamonds in the rough.... -
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Awesome Paul Hardy! A good leader/coach/teacher looks at their student like a ball of clay which can be molded into a fine masterpiece with the proper inspiration and tools!
Paul Hardy said:It all about the leadership.Leadership has been described as the "process of social influence in which one person can enlist the aid and support of others in the accomplishment of a common task. Alan Keith stated that, "Leadership is ultimately about creating a way for people to contribute to making something extraordinary happen."They have to believe in the product, the store and the management. Managers need to lead by example to inspire belief in their employees. -
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A PENCIL MAKER TOLD THE PENCIL 5 IMPORTANT LESSONS JUST BEFORE PUTTING IT IN THE BOX:
1.) EVERYTHING YOU DO WILL ALWAYS LEAVE A MARK.
2.) YOU CAN ALWAYS CORRECT THE MISTAKES YOU MAKE.
3.) WHAT IS IMPORTANT IS WHAT IS INSIDE OF YOU.
4.) IN LIFE, YOU WILL UNDERGO PAINFUL SHARPENINGS,
WHICH WILL ONLY MAKE YOU BETTER.
5.) TO BE THE BEST PENCIL, YOU MUST ALLOW YOURSELF
TO BE HELD AND GUIDED BY THE HAND THAT HOLDS YOU.
br/>
Paul Hardy said:It all about the leadership.Leadership has been described as the "process of social influence in which one person can enlist the aid and support of others in the accomplishment of a common task. Alan Keith stated that, "Leadership is ultimately about creating a way for people to contribute to making something extraordinary happen."They have to believe in the product, the store and the management. Managers need to lead by example to inspire belief in their employees. -
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You got some great stuff Nancy!
NANCY SIMMONS said:A PENCIL MAKER TOLD THE PENCIL 5 IMPORTANT LESSONS JUST BEFORE PUTTING IT IN THE BOX:
1.) EVERYTHING YOU DO WILL ALWAYS LEAVE A MARK.
2.) YOU CAN ALWAYS CORRECT THE MISTAKES YOU MAKE.
3.) WHAT IS IMPORTANT IS WHAT IS INSIDE OF YOU.
4.) IN LIFE, YOU WILL UNDERGO PAINFUL SHARPENINGS,
WHICH WILL ONLY MAKE YOU BETTER.
5.) TO BE THE BEST PENCIL, YOU MUST ALLOW YOURSELF
TO BE HELD AND GUIDED BY THE HAND THAT HOLDS YOU.
br/>
Paul Hardy said:It all about the leadership.Leadership has been described as the "process of social influence in which one person can enlist the aid and support of others in the accomplishment of a common task. Alan Keith stated that, "Leadership is ultimately about creating a way for people to contribute to making something extraordinary happen."They have to believe in the product, the store and the management. Managers need to lead by example to inspire belief in their employees. -
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God bless America! Great topic Dave.
David L Hoier said:Ralph, I certainly agree, but I would add to that formula positive reinforcement. When your new, you need to hear that your doing the "right" thing. -
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Permalink Reply by David L Hoier on
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Paul, love the quotes, they do say it well.
Paul Hardy said:It all about the leadership.Leadership has been described as the "process of social influence in which one person can enlist the aid and support of others in the accomplishment of a common task. Alan Keith stated that, "Leadership is ultimately about creating a way for people to contribute to making something extraordinary happen."They have to believe in the product, the store and the management. Managers need to lead by example to inspire belief in their employees. -
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Nancy, Rachel and Paul,et all: What great ideas and thoughts. Every manager and owner should read these and put them into effect. I'm so impressed with the talent and knowledge seen in these discussions, wish we could send it to all dealers.
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Permalink Reply by Richard Emmons on -
If we can get them over there fears first with understanding and training there will be verry little that can hold them back.
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Permalink Reply by Rick Bryant on
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hit it on the head
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