This morning I was remembering the sales meeting I would have with my "troops" at the beginning of every month.

Since last month is over and it is so easy to say "i'm tired", "no one comes in after the close of the month", we do two thirds of our business in
the last two weeks. It seems acceptable at times for the energy, the
fire , the passion to make a deal to fall off to almost nothing for @ 5
days.

Then @ the 8th of the month someone gets their backside reamed out and the "meetings" begin. The one with the owner and the GM, the one with the GM and the GSM, on down the line and
magically we start doing good business again.

Here is what I used to say to my "troops" and still do. Spin it. Just like the greatest close on earth "folks it is the last day of the month, you
must read consumer reports, wow very smart lets take advantage of us
needing this deal to put into April." Etc etc etc all the end of
month closes you can think of. Offset wholesale, double reverse
rebates, allocating ad dollars towards deals, the list is a mile
long.......

So transfer all that great verbiage, energy and fire to the beginning of the month. "folks, you know it is a great time to buy a car at the end of the month. Did you
know it is even better time to buy in the beginning. We really want to
get off to a fast start so my boss has put on a small bonus that I told
my wife about and If we don't win that dinner out man am I going to be
in trouble." I' am sure if you think hard enough you can come up with
the right story that "SELLS" for you and your team. The bottom line is
this Sell the beginning of the month as hard as we do the end of the
month.

"Mr Johnson, the first few days of the month is absolutely the best time to buy a car. We were really busy last week with the end of the month. It happens every month like that
so believe me we are out to get things rolling and when it is a little
less busy I can spend some good quality time with making sure we earn
your business the right way."

I bet if we all did this for about a year we could actually condition peoples minds that the beginning of the month is a better time to buy a car than the
end!!!!! Think about it.... Spin, believe it, and sell it. I have
done it for years and it works.

I hope this writing finds your business prosperous, you and your family healthy and your troops fired up!

Troy Spring

President

Dealer World

888-904-9994

troyspring@mac.com