Grind it out, til you find it out

Last summer I spent a great deal of time teaching my daughter how to drive a stick shift.  Eventually she picked it up after a lot of frustration on her part and mine.  During that time the old phrase “grind it til you find it” kept playing through my head as she tore through the gears of my Jeep.  Thankfully we both survived and so did my Jeep and today she has the skill and knowledge of being able to drive a manual transmission.

Having spent the last ten years in the car business I have had my share of successful months but I have also experienced the grind.  We’ve all been there and had the months where traffic is down, weather is bad, customers are crazy and managers are on a rampage.  Any one can make the car business tough but every once in a while a perfect storm brews and all of these show up at once.  Spend enough time in this business and you will experience this and your ability to work through it and “grind it out” will determine your longevity and prosperity in this business.

So let me throw some pointers out that have worked for me and have helped me see more of the prosperous times even in the grind months.

1. Keep the attitude of… I will grind it out until I find it out.  Managers can teach you and train you any number of skills needed to sell cars, but your attitude is something only you can bring to the table.  I’ve watched a lot of seasoned veterans who know the word tracks and closes but throw in the towel when the going gets tough.  When you grind through in the tough months you are more prepared to prosper in the good months.

2. Get back to basics.  Break out that training DVD sitting in the manager’s office that you hasn’t been watched since you were a green pea.  Spend the money for a book, DVD, online training or rediscover the training you hopefully already have.  Recommit yourself to improving when things are bad rather than running to another job and “greener pastures.”  Water the grass where you are to make your pasture greener.  Every time you grind through a tough month you make the next tough month easier to deal with because you are developing the muscle of persistence. 

3. There is always one more thing I can do to increase my odds of success.  These were the words of Lt. Col Hal Moore in training his troops. In the car business we follow the Road to the Sale and sometimes we just have to get back to doing that one extra thing that gets us to the next step along the road to making a sale happen.  Even if you’re not sure what to do, do something.  Remember there are three types of people in life, those that make something, those that wait for something to happen and those that sit around saying, “what happened.”  Go out and make something happen.

4. Get creative. So many sales are made a lost based on the ability to find the solution to the customer’s problem.  This first starts by listening carefully to what the objection is and then isolating it down to its root.  From there you and your manager’s can get to work.  Big money players are nearly always the best listeners and most creative to get the deal closed.

The bottom line is don’t give up or give in. History is filled with the athletes, leaders, inventors, soldiers and businesses that persisted and didn’t give up.  How are you going to write your history?

Good Selling,

Rick Brown

Superior Hyundai North

Fairfield, Ohio