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Most Companies Track Only Results, We Track Effort!



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Is Your FSM Struggling

Posted on February 8, 2019 at 2:55 PM Comments comments (1330)
A recent Article/ Blog I read from Rick McCormick of Reahard & Associates made me think about some of the challenges I have come across. Why do some FSM's produce better results than others given that their Training/Coaching and background are similar? We sometimes do not think about the way we come across in the 'TONE' in which we communicate as being a factor. Even thought we might be saying the same thing in are presentations / offerings, how we say it (TONE) might be misinterpreted or misunderstood. Our 'Confidence and or Conviction' come across in our TONE. Probable Purchasers buy our conviction before they consider our offering(s). In Rick's Article he states that research has indicated that 73% of respondents to a survey have indicated that the No.1 contributing factor that compels them to remain loyal to a company is "interaction with friendly & likable employees". It's as simple as the TONE of the experience. I have always advocated that meeting the consumer at the Sales Associates Desk; it really shows the consumer who is really important,... them! Consumers traditionally like the lead up to buying something they want, need, or desire, this is the part of the purchase process they like and for the most part enjoy the most. The process of having to pay for it is not so enjoyable. That is 'WHY' FSMs must in the comparably shorter time span needs to utilize their time to create an enjoyable experience, not something the consumer has to 'ENDURE'. My old Sales Manager back when I worked on the floor told me that when the consumer is laughing with you they are most likely in the buying mood. That can all but dissipate when the consumer encounters a FSM that lacks 'knowledge, confidence, and most importantly enthusiasm'. They must create an atmosphere and experience that does not invoke resistance to buy, but to one of openness to consider. I certainly like what Rick states in his Article that in an effort to plant the right TONE from the beginning you should tell your customer, "We know you've had some fun choosing a new vehicle and I want to make sure you have some fun in my office as well. As a matter of fact, there is a three-laugh minimum in here." Something like this will go a long way to improving the eventual outcome for both the consumer and the dealership. Building and expanding the 'knowledge, confidence, the enthusiasm along with the TONE of the FSMs interactions requires; Training/Coaching, Mentorship and practice/practice/practice. Some come by this naturally but many others need the on going support that comes from someone willing to put in the effort, and this is certainly why some FSMs perform better than others.


Posted on March 30, 2017 at 1:30 PM Comments comments (1029)

"We should never let reality interfere with our dreams. Reality can't see what we can see." Simon Sinek. Reality is what we will experience during our journey towards our dreams, our goals. We can let reality stifle us, or empower us to be even more determined in our quest to succeed. Reality is ever present however it is how we choose to react, respond, or overcome the obstacles that reality will place before us. Visionaries are the oracles of realized dreams.


Posted on November 17, 2016 at 8:15 AM Comments comments (1505)

"Persistance" what does it truly mean? It is the act of selecting a desired outcome for yourself and pursuing it, 'until you achieve it.' It requires your ability to be resolute, patient, unshakable, and remaining doggedly on the path to your goals. How badly do you want something? It has to be a relentless pursuit, never giving up, and never giving in. Prepared daily to meet the challenges and obstacles you will encounter, the disappointments and the heights of exuberance, the battles won or lost but steadfast in your belief that you will ultimately achieve that which you desire. 

Selling Today

Posted on November 14, 2016 at 2:10 PM Comments comments (7455)

Selling today is not about the state of the economy, or any other factor you might consider, Its about the Seller, the individual, you. It's not about what you do for someone, it's about what you do and with someone. First creating a connection with the probable purchaser, then building a relationship of trust to 'EARN' their business. This is accomplished by asking good quality questions to seek out with eagerness 'WHY' they might need your product or service. What Selling is not, is presenting the probable purchaser with a 'Infomercial' of what you have to offer before anything else. As Sales Professionals we must 'Diagnose before we Proscribe'. Sales is not situational, it's individual. So what do you need to be successful; the right mind set, a developing skill set, ( its not a destination, its a journey.) , and a set of tools in your tool kit that will help you to compete in todays ever changing, eveer competive market place.   Start builiding on your abilities today.