One of the hardest things for a new salesperson to grasp is the significance of a T.O. The reason why new hires are resistant to the T.O. is because of its negative thinking behind the word “T.O.” The only thing good about the word “turnover” is when it has the word apple in front of it. Think about it, if sales were a sporting event, you would be deemed a loser if you “turned the ball over” consistently; but a salesperson is required to “turn over” his customers. When a salesperson is hired, they are taught to be independent and thick-skinned, but are fearful of looking weak when they have to “T.O.” a customer, thinking the meaning of a T.O. is “I’m too weak to do this deal on my own,” thereby becoming resistant to their manager. As a manager, if you want more consistent T.O.’s, you should change the psychology of a T.O.
If you are a salesperson, before you place this article in a discreet white envelop and stick it under your manager’s day planner, remember it is your manager’s job is to equip you with the necessary skills in order to become successful, but it is your job to do the work and turn your dreams into reality. Put a different way, a coach’s job is to prepare you for the game, but it is your job to take the game winning shot. Players use all of their resources to win as a team, but are inducted into the hall of fame alone. Change the psychology of a T.O. and change your fortunes forever. See you on the Blacktop.
Comment
I think the easiest way is to make sure your sales people are focused on delivering the best service they can, in a friendly and helpful manner. Checking with "one more person" to make sure that they have done everything they can to help them is the best next step because it is serving to all involved.
@Mark, so true. thanks for commenting brother
@Michael thank you so much for your support, Michael
@John you are spot on. I always like to go in and introduce myself to the customers. I tell them I am the Wizard of Oz..to get them laughing. I like to feel them out and address anything that doesnt seem right. customers seem to be at ease when they know who is working the deal. Thanks John for your insite-you were on point brother.
Buice great post, We also need to remember that the T.O. is vital to our success. Even in the finance office.
@ASI thanks for reading
@ David, thank you sir I appreciate it
@Malcolm you make a great point. Your manager should be assist you, not sell the car for you. If I find a sp is abusing it, I will send a senior sp into the deal and it'll cost them half. When this happens a few times they will think twice before throwing in the towel. A sp has to get into some uncomfortable situations in order to continue to stretch and learn. Thanks for your input, Malcolm.
Great post!! The other thing a salesperson needs to understand about the T.O. is that it should not be used as a crutch. It should be used a tool to help close deals and to develop. I've seen far too many salespeople become dependent on a T.O. as soon as the customer gives them half of an objection. Because they don't develop they become dependent on the manager T.O. for basic situations a salesperson should be able to handle. My 2 cents...
Thanks Buice, well done.
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