We need a sales mentality revival.

The focus of the salesperson, the sales management staff, finance and the general manager should all be focused on different pieces of our dealerships performance.

This is our system of balances that makes everyone involved money.

But over the years the mentality seems to have melded into one vision.
We are all looking at performance the way the Manufacturer wants us to.

We tout ourselves around gauged on what?
GM "Our regional unit ranking is up 2 spots."
GSM "How many do we have out today?"
SalesMgr "What is your unit goal his week Mike?"
Salesrep "10 units out already, need 2 more for bonus."
GreenPea "How many do you have out Bill?"

We are raising a whole new generation of Unit Chasers!

I don't know if it was the years of chasing quotas, the old "It rolls downhill effect" or if the new car smell is a manufactured gas that makes us mindlessly become Unit Chasers.

What do we go to work for?

What were our dealerships built for?

What keeps our doors open?

What puts tax money in the state coffers?

GROSS. (Yes gross is even a public service...)

Unit Chasing at all levels leads to Bargain Volume Pricing as soon as we take the first call or send the first email.
The customer never gets the chance to buy at Fair Market Value. We are to worried about losing a unit.

Worse yet, our customers can now effectively sit in their living room and within a few back and forth calls get to buy our Brand Name product for a Wholesale Price.

Most Shoppers don't ever even see a proper four square anymore. Proper defined as FULL Fair Market Value pricing with Average Monthly Investment amounts given the Preferred Initial Investment.

I am in the Brand Name biz. If I wanted to work at a dial up-drive through-bargain basement-wholesale lot, I would work at the auction barn....

Ok, so every deal doesn't bring all the money(mostly because they are never given a chance to). That still doesn't mean that even an invoice buyer doesn't NEED to see what all the money looks like.

When discounting the affirmation of the Value is better presented when customers see the full value of what they are getting.

You go to Macy's and see the 15 percent off sign. What do the shirts have on the tag? The full price.
You get the discount displayed at the register. And on your receipt you see the discounted amount.
The discount is punctuated and justified in the form of "This is what you are saving on a Brand Name product."

I for one am going to shift the focus of all around me, get the Brand Name tags out, and let everyone of our customers get the chance to purchase at Market Value.....

"How MUCH have you brought in?" is a true Professional Sales performance gauge that is good at the Bank and in the Sales Meeting!

Let us hear you proclaim your Retail Spirit.....