Why Don't Salespeople Prospect?
Two years ago, (Boy does time fly) I was in Massachusetts at a very large dealer group. I wanted to prove to my newly trained professionals that going out for an hour during lunch and letting people know who you are, making yourself more "human", will bring in business. I took 5 students and we went out for one hour. As a group, they sold AN ADDITIONAL 50 units that month. Prospecting works, if done properly. Why aren't you doing it at your dealership? What do you think about this?
Replies to This Discussion
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Permalink Reply by aaron kominsky on
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They don't prospect for 2 reason's first they don't know how, cause they were never trained , not enforced and secondly Laziness afraid of being rejected
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Permalink Reply by Bob Gaber on
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Arron, that is more than two reasons! :-) But you are 100% correct. My feeling is, that even if you fail, you will eventually learn what not to do. How can you be rejected by letting people know who you are and what you do? I have been doing this for one long time, and no one, and I mean no one, has said I am rejecting you because you are introducing yourself to me. Not to my face, anyway. :-).
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Permalink Reply by Gregg Morris on
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I would say they depend on the Up s that walk in and just want to be average. In any sales you must remember that every person alive is your customer. Want more money talk to more people. We know that and that is why we spend so much time training them on how to prospect.
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Right you are, Greg. Want to make twice as much money... Talk to twice as many people.
Gregg Morris said:I would say they depend on the Up s that walk in and just want to be average. In any sales you must remember that every person alive is your customer. Want more money talk to more people. We know that and that is why we spend so much time training them on how to prospect.
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Permalink Reply by William P Alberts on
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Sorry fellas, I do not believe salespeople are lazy. I believe they are reflection of their managers ability to inspire, train and coach. Most pay plans reward deliveries regardless of the way they were brought to the dealership. Reward the behavior you are trying to promote. Reward prospecting, appointments, and sales will reveal the need for training and the strength of your managers. I know, I know sounds like a BDC or internet department sales pay plan. Ok, but what is it you want? Prospecting and appointment setting? Pay for it and watch your results soar!
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Love it. Now the question is who is actually going to do it? Getting dealers to hire people that will help them, retrain,if necessary, managment to improve their key positions and have managers who will motivate, train and follow through, along with appropriate pay plans rewarding prospecting and appointment initiatives... I can't even get some dealers to want to help themselves and join the present. They are stll living in the past.
William P Alberts said:Sorry fellas, I do not believe salespeople are lazy. I believe they are reflection of their managers ability to inspire, train and coach. Most pay plans reward deliveries regardless of the way they were brought to the dealership. Reward the behavior you are trying to promote. Reward prospecting, appointments, and sales will reveal the need for training and the strength of your managers. I know, I know sounds like a BDC or internet department sales pay plan. Ok, but what is it you want? Prospecting and appointment setting? Pay for it and watch your results soar!
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aaron kominsky said:They don't prospect for 2 reason's first they don't know how, cause they were never trained , not enforced and secondly Laziness afraid of being rejected
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Well 2 4 6 20 reasons , Rejection is a main reason Nbody ever explains to salespeople it's part of their job either. On op of rhat Bob I have been doing this a very long time also 30 yrs sir. So you are saying you never have been rejected well if that's the case I am sorry but it don't sound kosher then. Just sayin
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For every No there is a YES around the corner. We, as salesman must always prospect, never feel rejection from someone. Always feel that the reason people say no thanks is because they are the ones that need education about your product and when they have the knowledge they are more open to a yes. They need our help to lead them. And remember,
You can not close what you cant control.
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Permalink Reply by Bill Goodfriend on -
Good post Bob! I recently went off on a rant about this via DE. There are many reasons but I will try to be brief. Young, middle aged and more mature salespeople typically don't have what it really takes and like many have stated, there has not been a real training process in place to help these people. They're afraid, they're not trained adequately or properly and they are not disciplined. It doesn't matter if I worked at the dealership or a vendor partner to the industry, I've seen it all. I'm going to use a small example here. I have heard from many of my reps nationwide that they're just going to coast until The New Year because no one is ready to do anything right now. It's Tuesday and I've lined up 3 dealerships in 2 days! I am also speaking with 2 more this week including tomorrow. In my opinion, excuses are a breeding ground for fear and laziness. Furthermore and unfortunately without seeming to pessimistic here but the talent pool is shrinking so I think people like you Bob are extremely beneficial to our industry and hopefully these dealers catch on fairly soon.
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Permalink Reply by Fran Taylor on
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Some dealers do a good job prospecting. The dealers that don't prospect think they do prospecting. There are two kinds of prospectin. Taking care of old customers and looking for new. A sales person has to do both to be successful.
Some managers say they don't have time to go prospecting. If that is the case they should get someone to do it for them. 99% of dealers today will tell you their sales people don't have 5 prospecting tools. The dealer that is smart enough to do this will crush the so called competition in time. Guaranteed.
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Aaron, When I am prospecting, I am not selling. I'm introducing. I know you never say never. I know you would reject me because you are in the businss, but I am also selective. Waitresses, Dr's Offices, other salespeople who are not in auto sales, merchants. Just sayin. I know, I know I am not be as old as you. I have only been doing this for 27 years. Maybe you are doing it wrong? :-) Just kidding. I know you are one of the best. Thanks for the input.
aaron kominsky said:Well 2 4 6 20 reasons , Rejection is a main reason Nbody ever explains to salespeople it's part of their job either. On op of rhat Bob I have been doing this a very long time also 30 yrs sir. So you are saying you never have been rejected well if that's the case I am sorry but it don't sound kosher then. Just sayin
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