BELIEF, we all need it, but how do you create it?
We talk about training and product knowledge, but often forget the fundamental requirement of salespeople. That in order to succeed they must believe,and what they believe they will achieve. So how do we take someone who has never sold, never been commission based and turn them into selling machines?
Replies to This Discussion
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Permalink Reply by Ernie Kasprowicz on -
Start with a person that has a burning desire for personal betterment. Help them to put into action a plan to reach their goal(s). People move towards the things they want to do and away from the things they have to do. Belief is built upon small successes leading to the accomplishment of the bigger goal. Additionally, prepare the new salesperson by teaching and showing the steps to a sale. Provide them a road map to follow so there is a foundation for success and thus belief.
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Permalink Reply by David L Hoier on
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It always begins with the right people, sometimes the hardest thing to guage.
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Permalink Reply by Rob Hagen on
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Find someone who is motivated and show them the way. Show them how they can master their profession and build it by creating "WOW" moments for customers and they will remain customers for life!
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Permalink Reply by Ralph Rasmuson on
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Before you start you have to believe in yourself. I believe that if you are a good person, and have the desire to succeed, you can be taught a simple formula to be successful in this business. Wouldn't you agree?
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Permalink Reply by Craig Lockerd on
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I think basically all people are motivated by two human behaviors...Avoid Pain and Seek Pleasure...If we can identify what "pain" the person has or is going thru, lost of job, lack of job secruity,losing home, car ,staus, etc...and then show them what "pleasure" they potentially can gain thru a career in car sales they are more likely to achieve all that they can.
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Permalink Reply by NANCY SIMMONS on
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Definition of BELIEF (Source: Merriam-Webster Dictionary)
1: a state or habit of mind in which trust or confidence is placed in some person or thing
2: something believed; especially : a tenet or body of tenets held by a group
3: conviction of the truth of some statement or the reality of some being or phenomenon especially when based on examination of evidence
During the Holiday Season, we see banners and cards that say, "I Believe". This short and profound statement, whether it is referring to the belief in Santa Claus as a child, the birth of a Savior in a manger, or perhaps another religious or spiritual connotation, is celebrating the miracle of this magical season. It is my belief, that we come into this world with a sort of innocence, complete with a raw faith or belief that we can accomplish or achieve anything. Once exposed to external forces which tarnish this innocence with negative elements, one's inner self is stripped of the self-confidence and a desire to believe in hope for a better future. People maintain a status-quo mentality, living a life of mediocrity lacking the desire to make their dreams become reality.
Most people, in order to believe, need to overcome their own personal objections with proof or evidence, which satisfies all doubts. Exposing them to learning of others' success stories through reading materials, books, personal witnesses and introduction to "winners", will all aid in the "believing" process. All questions they may have need to be answered in an honest fashion with a direct approach. Urge them to surround themselves with positive people who truly "believe" in their potential achievements. As small steps to "believing" are met, encourage them with words of affirmation. Outlining all the benefits of a commissioned salesperson: i.e. Working for "Me, Inc.", provided with the inventory, all the tools, no overhead...the sky is the limit when it comes to income, etc.. should outweigh the negative perception they may have heard from the "nay-sayers".
Belief comes from within..It cannot be taught in a classroom or learned from a text book; however, as the mentor, trainer, coach, leader, it is your job to spark that belief that still exists by igniting their inner flame through inspiration, empowerment, motivation, and affirmation!
The car business can be magical...if we only "Believe"! -
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Permalink Reply by Bobby Compton on
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Walk them through their first sales experience and hand them their first gross commission, usually does the trick!
Hooked line and sinker!!! B.C. -
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Permalink Reply by Rachael Schulz Dunbar on
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Sometimes a dealer does the smart thing and hires people with ambition and motivation. They provide them with the tools and the feedback to suceed and do everything by the book. But that "belief" ambition, and motivation vanish completely when there is no reward. Like when you get a chargeback without notification and suddenly realise that you put in a lot of work and heart and got no monetary distribution in return. Or when your dealer re-nigs on a spiff you have been counting on. Bottom line is that if your dealer doesn't pay you for what you earned and your kids are hungry, you can't pay your bills, can't afford the gas to get to work yet still know that you were top sales....where are we supposed to draw that "belief" back from. The worst part is these "chargebacks" are a nationwide delimna for salespeople and are rarely ever a fault of the salesperson. Calculating errors, vehicle service issues, or administrative policies disappate our belief and make us seek other venues for our talents. Isn't there a union to protect us?
We already realise that its our own output that creates our own income. What happens on those sourfull months when we create a positive output and earn positive income that we never see? I am tired of the answer "thats the nature of the business". Belief spreads to other staff but so does negativity.
Then theres the customer realations side of the same issue.....
If you go to a restaurant and get great service but bad food you still tip your waitress because you know she didn't make the food.
If you buy a car but theres a problem with it the next day, you call your salesperson and expect him to fix it. Does the customer ever assume that the salesperson in-turn is paying for this???? No, they assume the dealership pays for it and the salesperson still earned thier commision. A sour feeling for that salesperson developes no matter how good the after sale service was. Yet they probably won't buy from that salesperson again because of that experience. Now you have an unhappy customer eventho you fixed the issue for them at no cost and an unhappy salesperson who lost income twice.
The green sales staff comes in full of belief and ambition. Thier first problem comes and they fix it, unknowlingly that they will end up paying for it. Then the shock to that green sales member when thier paycheck is short! Theres the source of the stigma for not entering this business in the first place!
When they first start they naturally fear "commision based" due to thier own self-esteem (which good training overcomes) and later fear it thanks to thier dealer. It doesn't take long for them to realise that the boss that says "thats the nature of the business" didn't get a docked paycheck and had no problem paying his bills.
If you look in the breakroom and find your top salesperson leaning over a bowl of ramen noodles every day for a month then theres a big problem. Open your eyes auto industry and change the way this is handled! Without talented sales staff there is no income! Pay them what they have earned! Keep the belief flowing!
If you don't then its the same thing as being on Santa's good list just to open rocks on Christmas Morning. The next year that kid has lowered expectations and doesn't try to get on the good list. Whats the point? -
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Permalink Reply by aaron kominsky on
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First and foremost when you hire them , make sure they have DRIVE , it is the key to being committed . Help them achieve their goals by teaching them how to set them, and review them, and retain the commitment with a date of achievement. As you train them and all the processes become familiar they will be more disciplined and focused to create a WORLD CLASS EXPERIENCE for cutomers.
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Rachel, your comments saddened me... Very candid, realistic, and unfortunate. I have not charged back a salesperson for at least 10 years...The "pack" should take care of policy, and anything pre-determined should be accrued with a "We-Owe". You are right, a charge back is a detrimental set back for a salesperson and really not necessary!
Rachael Schulz Dunbar said:Sometimes a dealer does the smart thing and hires people with ambition and motivation. They provide them with the tools and the feedback to suceed and do everything by the book. But that "belief" ambition, and motivation vanish completely when there is no reward. Like when you get a chargeback without notification and suddenly realise that you put in a lot of work and heart and got no monetary distribution in return. Or when your dealer re-nigs on a spiff you have been counting on. Bottom line is that if your dealer doesn't pay you for what you earned and your kids are hungry, you can't pay your bills, can't afford the gas to get to work yet still know that you were top sales....where are we supposed to draw that "belief" back from. The worst part is these "chargebacks" are a nationwide delimna for salespeople and are rarely ever a fault of the salesperson. Calculating errors, vehicle service issues, or administrative policies disappate our belief and make us seek other venues for our talents. Isn't there a union to protect us?
We already realise that its our own output that creates our own income. What happens on those sourfull months when we create a positive output and earn positive income that we never see? I am tired of the answer "thats the nature of the business". Belief spreads to other staff but so does negativity.
Then theres the customer realations side of the same issue.....
If you go to a restaurant and get great service but bad food you still tip your waitress because you know she didn't make the food.
If you buy a car but theres a problem with it the next day, you call your salesperson and expect him to fix it. Does the customer ever assume that the salesperson in-turn is paying for this???? No, they assume the dealership pays for it and the salesperson still earned thier commision. A sour feeling for that salesperson developes no matter how good the after sale service was. Yet they probably won't buy from that salesperson again because of that experience. Now you have an unhappy customer eventho you fixed the issue for them at no cost and an unhappy salesperson who lost income twice.
The green sales staff comes in full of belief and ambition. Thier first problem comes and they fix it, unknowlingly that they will end up paying for it. Then the shock to that green sales member when thier paycheck is short! Theres the source of the stigma for not entering this business in the first place!
When they first start they naturally fear "commision based" due to thier own self-esteem (which good training overcomes) and later fear it thanks to thier dealer. It doesn't take long for them to realise that the boss that says "thats the nature of the business" didn't get a docked paycheck and had no problem paying his bills.
If you look in the breakroom and find your top salesperson leaning over a bowl of ramen noodles every day for a month then theres a big problem. Open your eyes auto industry and change the way this is handled! Without talented sales staff there is no income! Pay them what they have earned! Keep the belief flowing!
If you don't then its the same thing as being on Santa's good list just to open rocks on Christmas Morning. The next year that kid has lowered expectations and doesn't try to get on the good list. Whats the point? -
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Rachel, you have highlighted a basic rule of life. Motivation, with negative reward, is like jumping into a pool on a hot day with no water, not something you would do twice.
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Ralph, I certainly agree, but I would add to that formula positive reinforcement. When your new, you need to hear that your doing the "right" thing.
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