The customer failed to understand… because the salesperson failed to mention… because the manager failed to communicate thus failing to lead…

Real world? Everyday! Yes or no?
Therefore the tango begins… The customer: Why did my salesperson fail me?

The salesperson: Why did my customer, new car manager, used car manager, and the bank fail me?

The Manager: Why did my salesman fail me?
Pass the blame… Pass the failure… Pass the buck… or lack of one!

An awful lot of failure going on here isn’t there?

Here a fail…there a fail… every where a fail fail!
If fails were fouls… Your showroom would be full of flags!
I for one am calling for a review after the play!!

Let’s start at the bottom and work our way up, shall we?
The customer failed to pay retail, and failed to accept below wholesale on their trade, failed to take the rate and failed to buy service contract, gap insurance, credit life or any other profit making aftermarket products either in finance office or before. Failed to See Value In  what your selling!

Or did the salesperson fail to follow proper road to the sale. Failed the meet n greet. Failed the interview process. Failed the FBV product presentation, failed to conduct demo drive, failed the service walk through. Failed to build value, Failed to build rapport, failed to gain trust, failed to create sense of urgency, failed to be enthusiastic, failed to sell themselves, the dealer the product? Fail to follow up?

Or did the manager fail to hold accountable, fail to train, fail to lead, fail to manage, fail to help overcome objection to overcome failure…   here's a big one... failed to have time! or just plain fail to care?    

Most importantly fail to meet customer?                                           

I bet the internet department failed too! So did the finance department! Don't forget the service department!

Failed to give a price... failed to give trade value... failed to advertise... failed to adapt? Failed to step into the 21st century!!!

Failed social media! Failed video testimonials! Failed video tutorials!

Maybe it was the economy, high gas prices, the president, the weather, the supply, the demand...

We can go on and on! Would someone stop failing and start failing to Fail... That's successful failure!

Does it really matter how many licks it takes to get to the center of a Tootsie Roll Pop?
Or does it matter more that you didn’t fail to try… even if you failed to count!

Too harsh? Am I failing to be sympathetic? You bet! But I won’t fail to be empathetic…
Who loses when we fail? Everybody? Who wins? Nobody!
Who wins when we don’t fail? Everybody! Who loses when we don’t? Nobody?

It’s a team effort and everybody is a player!
The customer The salesperson The Sales Manager
From porter to  president!
Be The Feature! Be The benefit! Be the Value!
We can keep passing the blame like a hot potato!
Fail the economy… Fail our family… Fail the bill collectors? Stand in line and take a number!

Or just blame one person… The man or woman in the mirror! Then no one fails and you know the rest!
One for the money… Two for the show… Three to get ready… Now go man or woman go!!

Let me once again ask you.. Fail or Failure to Fail?

Start by not failing to answer...

Happy selling! Happy Success!
Jason McIntosh “Jmac”
Get Jmac’d AutoMatic Results