I just got off the phone on one of my phone coaching clients that's on my Train Retain Sell System.

Btw, if you haven't got a coaching call booked in with me for this month, you absolutely need to do it and I’ll tell you how to get one for FREE at the end of this article!

This call was with a young guy who works in a car dealership in South Australia and he said to me last month he had a really, really tough month.

I asked, "Why is that the case?”

He said to me the reason that he had a tough month last month was because of the market. He said he was talking to other dealerships in his group and everybody seemed to be down. It seemed to be a South Australia thing, that maybe it was the Clipsal 500 race in Adelaide, or maybe it was the Fringe Festival.

He started to give me all these reasons why he didn't do well.

I said to him, "I'm your coach in the corner and I want to be real with you right now. I don't want to just give you some good ideas and hopefully you implement it, but man everything you just said to me right there, right then, was an excuse!"

I said to him, "You need to be focusing on not giving me problems, but giving me solutions.

"If it's quiet, you need to ramp up the level of activity that you're doing on a daily basis.”

I talked to him about KSAs. KSA stands for the Kingdom of Saudi Arabia.

That's not exactly what I'm talking about, but what I mean is that you want to build yourself a kingdom! A place where income flows and abundance reigns!

I followed by saying, "What you're going to need to do in order to build yourself a kingdom is to focus on, as a salesperson, the key selling activities (KSA’s).

You don't need to focus on all the other things that you can do, all the paperwork and all the yard changes you might do as a salesperson, or all the administration you've got to do in your sales job.

You've got to be focusing on key selling activities every single day.

In other words, if you're going to be at the shop for 10 hours a day, you want to be focusing as many of those hours as possible on key selling activities.

Not on things that you can do, on the things that you must do in order to help you sell.

I said to him, "You're a person that is waiting for inquiries to come through the door. What have you done to CREATE enquiries?”

Have you been recording videos of every single used car that's on your dealership lot? Doing a walk around of those cars and saying, 'Here's a new car that's just arrived on our lot. It's a Holden Captiva, 2013 model. It's the perfect seven-seater for a family that's looking for an SUV thats roomy and has great fuel efficiency bit less fuel efficient. The three things I love about this car and I’m sure you will love to are…" Then go around and talk about those three things. It might be a reverse camera. It might be the adaptive cruise control or the satellite navigation or the way the seven seats fold up and down, or the towing capacity. Whatever it might be.

Go and do one of those videos and post it everywhere!

He's like, "Yeah, I've thought about doing that. I've done one or two of them.”

Now I'm not giving this guy a hard time. I'm just encouraging all of you, and using this as an example.

The way that you become great is focusing more of your energy, your activities, on KSA’s (key selling activities) every day.

He could post these videos to social media, his personal social media; the dealership's social media. He could put them on a YouTube channel.

He could send them out to his family and friends that he knows that might be interested in the specific car.

There's a hundred different things that you can do in the key selling activities area. Most of us in sales are doing three or four of them. Maybe five or six of them, maybe you're awesome at sales and you're doing 10 or 11 of them.

So don't give me problems, give me solutions. Don't give me the market, don't give me the weather, don't tell me that there's floods in Queensland and no one's buying a car, because I can tell you there's a whole stack of cars that are flooded out and people need cars as a result of the floods!

It's about what you do and how you market yourself online. If you work in a dealership, you have a dealership online and you have a dealership in the physical presence.

My encouragement to you from this article is to say, what are you doing in order to maximise your key selling activities TODAY?

I'm about helping you become great in sales.

You need to become great at sales; You don't want to just get by. You want to be awesome and maximise your selling potential!

The way that you be awesome is you NEED a coach in the corner, like me, that's going to give you new disciplines, new activities, new things to try.

When you throw enough mud at the wall in the sales area, something will stick.

So right now, book a FREE 30 minute coaching call with me!