As 2012 is coming to a close I have been browsing through a ton of 2012 blog posts from industry experts and I have to say...in true Scrooge fashion...'bah humbug!

All year long so many people have been complicating the sales process for dealers. Some...(many) have been hawking technology products that are supposed to be the latest and greatest this or that but really they are just neat looking tools that add a step to the sales process.

I've seen a million and one opinions on how the sales process should go and how the service writer process should go and how the internet process should go and HOLY CRAP IT'S EXHAUSTING!!!!

Why did we spend so much time in 2012 making selling harder?

Let's all be honest. Many dealers can look at what they're spending on products, cut anywhere from 20-50% of them, and not see a drop in sales because so many of the things they got hooked into doing, ended up being hindrance in the mind of their sales team.

If the salespeople don't buy in, it doesn't get done.

So what about 2013? I for one am committed to sharing things that will make selling easier. I'm committed to helping my dealer friends figure out what's really going to help them sell more cars and what is just 'fluff'.

Just because you heard about something at a this year's nifty new Automotive Conference, it doesn't mean it's a good idea: It means they paid enough money to sponsor the conference - c'mon gang, we're all smart enough to know that.

I'm not saying that there aren't good products out there, I'm just saying that 'one size doesn't fit all' and just because a guy in one state has success with a product in his dealership environment and market, doesn't mean it's good for the lady in another state with a different demographic.

With everything that people have been focused on in 2012, there is a key area that seemed to be lacking as far as conversation and it showed bigtime at many of the lots I visited this year:

BASIC SALES FUNDAMENTALS

What are they?

Smiling

Dressing like a professional

Smelling like a professional (not like an ashtray)

Asking good questions (not: 'you here to see someone?')

Greeting people as if you give a Sh*t why they're on your lot

Building rapport

Investigating

LISTENING WITH THE INTENT TO UNDERSTAND

Presenting a product based on the info you learned when you asked questions (if you would have asked any)

Assuming the sale

Overcoming objections

Negotiating

FOLLOW UP & PROSPECTING (not letting your CRM do it for you)

I know that I tend to bang the follow up & prospecting drum but in 19 years...I am still amazed by those who complain about business not being where they want it - yet they don't prospect at all.

There are some fantastic people on dealerelite with a vast knowledge that can really help drive these fundamentals (which will last a lifetime if we keep them at top of mind) and I really look forward to their posts in 2013.

Helping the best get better,

Mat Koenig

CEO & Founder

KonigCo

www.konig.co