It is my belief that the single thing that seperates the Sales Professional from the Ameture. In order to achieve true success in sales of any form, most especially the automotive industry, waiting around for someone to pull up will not prove to be anything other than mentally draining and stressful. The truth is that people are still buying and trading cars. Not everyone is out of work, and not everyone is broke.

          People complain about competition, but arent willing to put in the man hours necessary to get to the customer before the competition. In other words, Dont wait for them to get in the market, Put them in the market.

         Every dealership has an orphan file. WORK IT!!! These are golden nuggets just waiting to be called. But nobody wants to burn the phones. Follow up with previous customers. Dont wait three or four years and call with something lame like " Remember me". Call them every few months to check in. Send letters, emails, holliday cards, etc.

     Tom Hopkins once said that sales was the highest paid hard work and the lowest paid easy work in existance. Its up to us. The Professionals to decide the outcome of our industry, company, and future. I think its time we all get back to the basics.

Good Selling,

Phil