What is now?!!!
As a child when your parents asked you to do something, it meant now!!! When you were asked to do something in school, it was right now!!!
If you truly understand people today, we live in an instantaneous gratification society. People decide on something, they want it now!!! Not only now, do they decide to spend money, buy they will justify their decision by spending more money.
Let’s look at that statement. An individual buys a vehicle, goes into the finance department and justifies their purchase, by spending an additional $3,000 on products, to protect their newly acquired vehicle. After delivery, a month goes by, the same customer pulls up with their new vehicle with an additional $1,500 worth of aftermarket equipment on it. This goes on all over this country, at every car dealership, right now!!!
Now, is the time. Train everyone in your dealership to understand people are buying now!!! People want to take delivery now!!! With all the training in the world, it all boils down to, does the customer feel good? If the customer feels good and comfortable, they will do it now!!!
BIG QUESTION: How are you preparing your staff, to make your customers, feel good and comfortable? What steps are you putting together to train your staff to have this outcome? Does every customer get an introduction to service, a service walk, meet management, 100% of the time? If not, ask yourself as an owner or manager, why now? How can I implement this process? What steps do I, as a manager or owner, need to take to ensure 100% success in this area? If you know, people will buy now!!! Take delivery today, as long as they feel comfortable and good about the people they are dealing with. Train your people for instantaneous success, right now!!! Your staff deserves, the best training, the most respect to achieve their goals. Right now!!!
As a manager, are you breaking down your staff to increase their ability to make more money, right now!!! Or are you breaking your staff down to impede them from making money? Right now!!! There is no room for armchair generals!!!
Take positive action, right now!!! Start by looking at this month. Look to see what each person in your sales team made. Have a one-on-one with them, tell them you are going to personally make sure they make, an additional $1,500 this month. Yes, that is a tremendous increase!!! Now is the time to take responsibility for your actions. Managers and GMs, need to challenge themselves to help during the selling and closing process!!! They need to take action now to ensure that their sales staff grow. Managers need to train during the sale itself. Best way to grow gross profit and sales, get involved now!!!
Remember, we live in an instantaneous gratification society. When you are involved in the moment, you are bonding both, with the customer and with your staff. Go challenge yourself, right now!!! Your customers will take delivery, your staff will smile and everyone’s goals will be met right now!!!
Comment
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Comment by Tony Provost on March 3, 2012 at 4:35pm
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bc- thank you!!! hope all is well.
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dE- Keep up your great work!!! It makes all of us feel good about our profession!!!
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Comment by DealerELITE on March 2, 2012 at 9:46am
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Tony, Thank you for another Great post! dE members really appreciate a dealer taking the time to share their knowledge,thoughts and opinions.
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vincent- Thanks for posting,"what is now"?!! on facebook.
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Ernie, Love your thought process. The ambition, is the key. My professional opinion, too many managers and owners, position themselves from out of touch, understanding. What I accomplished, as a salesperson, has nothing to do with, the success of my company. The team has to have a series of common goals, to reach their ultimate goals. Truly appreciate your comments.
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Comment by Ernie Kasprowicz on March 1, 2012 at 9:23am -
I like the post Tony. Flip NOW around and you WON! A win for all. As you point out, management is the key. A sales team with a diversity of talent needs and responds to leadership. What Manny Luna shares about REASON applies to both customers AND salespeople. Whats in it for me? Solve the why and sell more cars. Good stuff guys!
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Manny- thanks for your perspective, and comments. I truly enjoy, getting people's minds working in a productive way. Have a great month of MARCH.
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Comment by MANNY LUNA on March 1, 2012 at 12:16am
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Good post Tony , As a salesperson myself selling 30 to 40 cars a month was easy. Hitting that 50 car number was work. I really got tired of hearing the NOW NOW NOW! You just can't tell your salespeople the time is now all the time. They will get bored to the NOW game like customers do, they hear it at every dealership. So what I did was take out the word NOW and replace it with REASON. It works better for me and for my customers, You have to give the customers a perfect reason to trade cars.When calling a customer its best to give them a reason why you called, a reason to pop in , a reason to sit in the car, and when you find out the real reason they are in your dealership, than you can give them the reason to own a new ride.
When you can master the NOW game and put it into the reason, you will get better results from your crew and you will know the REASON your customer poped in....
Manny "Machine Gun" Luna
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Nancy, You are always welcome. Hope all is well.
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Comment by NANCY SIMMONS on February 29, 2012 at 3:55pm
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