Do you remember that Michael Jackson song, "Man in the Mirror?" Well if you don’t, in the chorus he says, "I'm starting with the man in the mirror and asking him to change his ways". That is the basis of this article. When is the last time you took a look at your current situation, evaluated where you are and where you want to go? Are you doing everything you should be, could be, want to be and getting everything out of life that you deserve to be?
Well if that was a big NO, first ask yourself, is your career in the automotive industry your passion, your all-consuming obsession or just a simple means to an end for the mean time? If not, I’m sorry to be the bearer of bad news but you will NOT be successful! You have to have a mentality that supports your wants, wishes and expectations out of life and your career. Your career should be an extension of who you are and not just what you do between 9-5 to pay bills.
Now that we got that out of the way, let’s get into the real meat and potatoes, and to do that, you need to begin with the end result in mind, as per The 7 Habits of Highly Effective People. So do a thorough analysis of your situation by looking at these KPI’s (key performance indicators). How many sales today and month to date, how many phone calls today and month to date, how many emails today and month to date and how much profit today and month to date? After you have those numbers, you are going to want to create your goals and work backwards to create your road map. So let’s just say for example sake that you want to make $10,000 a month, with an average gross profit of $330.00 per sale, well then we know you are going to have to sell approximately 30 cars to reach that goal.
But how are you going to see enough people to make that happen? You need to have opportunities to do business, to do business. With that being said, how many ways are you utilizing to sell cars? If you’re saying to yourself, well I sit here and wait for the phone to ring or someone to walk through the door then you are MISSING the boat buddy! There are 8 different ways to sell a car, walk in’s, be backs, phone ups, internet ups, service customers, previous customers, referrals and the lost art of prospecting. You need to have a strategic plan to cultivate each area, you need to be PROACTIVE!
For help creating a strategic plan to implement call 856-546-2440 today.
I am a Trainer at Dealer Synergy, a nationally recognized training and consulting company in the automotive industry. My area of expertise is in sales, personal branding and personal growth.