Lessons to the younger Salesman in me - From the Older mentor in me
Today I had the privilege of training a new sales person at Bob Rohrman Subaru. I have to say, I was surprised they asked me to help because I don't consider myself to be the most skilled salesman at the property but I have to admit, I was flattered. The questions that came out of the trainee had me thinking about the topic of my next blog.
Starting fresh as a new Salesperson, what would I tell my younger self about the car sales business or sales in general and what would I have wanted an experience sales person to tell me?
I could only wish, I had a mentor to teach me the things that are important in car sale, so I will share with you some of things I wish someone had told me when I was a young(er) sales person.
Sales, is a people business not a money business. If you are in this business only to make money – you are in the wrong business! Go into banking or Financial planning, because you will eventually go broke, get burned out and have no future. You only survive in sales by good leads and then return business/referrals and you can only accomplish this through good customer service. This is especially true in car sales. Car sales is still a community business. Yes we have the internet and the internet does cast a wider net but in general people still prefer to do business with people they know. It is widely known that the purchase of a car will be the second largest purchase most people will make in a lifetime and most will do this within 40 miles of their home. It doesn’t take long to build a bad reputation in the car business and the internet makes it easier to build a bad reputation.
So lesson number one – Use this business to build life long trusting relationships. Every successful car salesman I know that has longevity in the business has a ton of repeat and referral business. I can walk into any dealership in America and point out the car salesmen that have taken the time to build trusting relationships. How you ask? They are the busiest sales people in the building. So how do you build trusting relationships in the car sales business. Start by not getting too greedy (noticed I sad too greedy) that is because a certain amount of greed is good. Just like capitalism is good because it creates competition that drives men/women or campaniles/businesses to be, do and evolve into better forms of themselves, greed does the same for salespeople. The problem arises when your greed goes unchecked. When this happens, you will do and say absolutely anything to get the sale.
When sales people first start out in the business, we are gung ho, hungry and we need to eat. Most of us come from an hourly position were we can, at times, lay back and get a little lazy because we know, at the end of the day or week, we are going to get a paycheck. Then, we are seduced by the possibility of bigger paychecks the hiring manager promises us when we interview for a commissions only sales position. Some of us don't take into consideration the fact that we have to build a business to keep those commission checks coming in on a regular and consistent basis. Building a business takes sacrifice, and sacrifice we do and at times get physically hungry while sacrificing to build our business. Sales is not an easy business, if it were then, everyone would do it – right? Eventually, it is worth it because of the long term relationships you build and in the end it can be very profitable for you and your family.
What would be the second thing I would tell my younger self about auto sales or sales in general - Be prepared to put in the time. This is a very time consuming business, you have to be there when the customer is ready to buy. In my last blog, the subject was “Why we don't sell cars on Sunday's” in the state if Indiana. Well I can tell you this, not selling cars on Sunday's is blessing for me and my family because that is the only time they really see me unplug and give them my undivided attention. I love what I do, selling cars is the most fun I ever had supporting my family but, don't get it twisted, it is not as easy as it looks and it is time consuming. There are those that have been in the business for years and because of the years of experience, give the appearance that they are hardly working but I’m sure that is the case in any business. This business can chew you up and spit you out, then leave you tired and broke (not broken – broke as in no money). Be prepared to put in the time, work hard and be disappointed. Because of this you will need a way to pick yourself up, refresh and motivate yourself. That brings me to my third and final point of advise to my younger self.
Surround yourself with positive, motivating and driven people! Limit your exposure to anyone who isn't positive, driven and goal oriented. Believe me, you can not afford to be around anyone who isn't feeding your dreams of success in this business and life. That includes long time friends, family and relatives and even Facebook friends that can bring you down emotionally. Make motivational tapes, videos, mantras, meditation and anything that will keep you motivated your best friend. Motivation is a must to keep you going and believing in yourself and your future. I believe that most people quit sales because of two reasons 1) they are physically starved out and 2) they are mentally starved out. You must continually and daily keep feeding your brain positive affirmations. Personally I use YouTube videos and Facebook mentors like Zig Ziggler and Tony Robbins as well as Less Brown. There are many others out there but you have to seek them out.
Well that concludes this blog. I hope it was inspiring to those who needed it and informative to those who didn't. Until next week, don’t forget to come see me for all your car buying needs at the New Bob Rohrman Subaru Show room in beautiful Lafayette Indiana Home of Purdue University “Boiler Up”
Anthony Turner
Certified Sales & Leasing Consultant
Subaru, Toyota and Honda
Bob Rohrman Sales Consultant
Office - 765-449-8100/888-904-1256
Cell - (219) 608-5871
www.anthonytsellscars.com - to see my latest blog and videos
"Most Hospitable Car Salesman you will ever meet!!"
BOB ROHRMAN SUBARU, INDIANA'S #1 VOLUME SUBARU DEALERSHIP
The points are presented with intelligent thought and consideration.Thank you for providing this valuable information.intrical
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