Archive for June, 2009

Motivation

Tuesday, June 30th, 2009

Lombardi…Rockne…Wooden…Valvano…Brooks (Herb Brooks, for you non hockey fans). What do all of these people have in common? They are all among the best motivators in history. These men single handedly made their team and players better, even with lesser talent than their opponents. They instilled a feeling of belief… belief in team…belief in winning…belief in themselves.

A great motivator can turn a good team into a great, even dominating team. A great motivator doesn’t just get 100% out of each and every person on the team…they get 150% out of them. Each individual works hard for themselves, for the team…and for their coach. The leadership resonates throughout the team…and the team reacts accordingly. This type of success starts from the top, with a trickledown effect. The leader provides the belief…and the followers provide the victory.

So here’s the question. How can teams with no driven leader…no clear direction…and more importantly, no plan for improvement possibly succeed? Well, the easy answer is that people need to begin taking more responsibility in themselves.

Self-motivation is a long lost art. Too many people rely on others to get motivated…to get excited…to take action in a proactive way. I’m sure every one of you in the automotive industry have sat through weekly sales meetings, automotive marketing meetings or H.R. meetings where the leader of the group is a complete bore, with little or no enthusiasm. Well, create your own enthusiasm.

Everyone has heard the idea of ‘leadership by example’. You don’t need a Lombardi or Rockne to get motivated. Find something on your own and make it happen. Arrive to work on Monday morning with a clear goal and good attitude. I guarantee you…the mood resonates. The annoying and cynical people around you will gather together around you.

Quite simply…make your own luck. Everything starts and ends with you and your decisions. Sure, others can help guide and inspire…but the outcome is always up to you…no matter where the motivation originates.

Motivation

Tuesday, June 30th, 2009

Lombardi…Rockne…Wooden…Valvano…Brooks (Herb Brooks, for you non hockey fans). What do all of these people have in common? They are all among the best motivators in history. These men single handedly made their team and players better, even with lesser talent than their opponents. They instilled a feeling of belief… belief in team…belief in winning…belief in themselves.

A great motivator can turn a good team into a great, even dominating team. A great motivator doesn’t just get 100% out of each and every person on the team…they get 150% out of them. Each individual works hard for themselves, for the team…and for their coach. The leadership resonates throughout the team…and the team reacts accordingly. This type of success starts from the top, with a trickledown effect. The leader provides the belief…and the followers provide the victory.

So here’s the question. How can teams with no driven leader…no clear direction…and more importantly, no plan for improvement possibly succeed? Well, the easy answer is that people need to begin taking more responsibility in themselves.

Self-motivation is a long lost art. Too many people rely on others to get motivated…to get excited…to take action in a proactive way. I’m sure every one of you in the automotive industry have sat through weekly sales meetings, automotive marketing meetings or H.R. meetings where the leader of the group is a complete bore, with little or no enthusiasm. Well, create your own enthusiasm.

Everyone has heard the idea of ‘leadership by example’. You don’t need a Lombardi or Rockne to get motivated. Find something on your own and make it happen. Arrive to work on Monday morning with a clear goal and good attitude. I guarantee you…the mood resonates. The annoying and cynical people around you will gather together around you.

Quite simply…make your own luck. Everything starts and ends with you and your decisions. Sure, others can help guide and inspire…but the outcome is always up to you…no matter where the motivation originates.

Turn The Table

Thursday, June 4th, 2009

What is the most effective message or technique you use when attempting to close a sale? On the flip side, what are the most popular excuses, objections and reasons for walking out given by your potential customers?

A few weeks ago we discussed the most effective message to use and the importance of bringing true value to every single dollar spent on your marketing & advertising. Now let’s talk about the best message to use once your prospect walks on the lot.

The customer is obviously there for a reason. Make the experience for them as smooth and comfortable as possible. A comfortable customer who feels ‘in control’ is much more likely to stay than one who feels threatened and out of control. There is one thing the customer will always feel in control of…their current vehicle…the vehicle they drove to the dealership…the vehicle they will be trading in if they decide to purchase another.

Many factors are considered by the customer when deciding whether to purchase a new vehicle or not. I’m sure all of you in the automotive industry have used the ‘four square’ technique. Well, here’s a better idea. Focus on the vehicle they are going to trade. Convince them that the amount of dollars spent on maintaining their current vehicle will far outweigh the cost of upgrading into a newer vehicle.

Ask questions about their vehicle. How old are the tires? When did you last have your brakes checked? Are you due for a mileage check up? All of those factors add to their current total cost of driving. When they see concrete numbers and feel as if they will be spending a considerable amount of money in the future, they’ll begin questioning themselves.

This technique completely turns the table and puts the onus on them. They won’t be thinking about being rushed into purchasing a new car…or even thinking about how pushy you sound. When this happens, not only will your chances of closing the deal increase…so will your gross profit.

Turn The Table

Thursday, June 4th, 2009

What is the most effective message or technique you use when attempting to close a sale? On the flip side, what are the most popular excuses, objections and reasons for walking out given by your potential customers?

A few weeks ago we discussed the most effective message to use and the importance of bringing true value to every single dollar spent on your marketing & advertising. Now let’s talk about the best message to use once your prospect walks on the lot.

The customer is obviously there for a reason. Make the experience for them as smooth and comfortable as possible. A comfortable customer who feels ‘in control’ is much more likely to stay than one who feels threatened and out of control. There is one thing the customer will always feel in control of…their current vehicle…the vehicle they drove to the dealership…the vehicle they will be trading in if they decide to purchase another.

Many factors are considered by the customer when deciding whether to purchase a new vehicle or not. I’m sure all of you in the automotive industry have used the ‘four square’ technique. Well, here’s a better idea. Focus on the vehicle they are going to trade. Convince them that the amount of dollars spent on maintaining their current vehicle will far outweigh the cost of upgrading into a newer vehicle.

Ask questions about their vehicle. How old are the tires? When did you last have your brakes checked? Are you due for a mileage check up? All of those factors add to their current total cost of driving. When they see concrete numbers and feel as if they will be spending a considerable amount of money in the future, they’ll begin questioning themselves.

This technique completely turns the table and puts the onus on them. They won’t be thinking about being rushed into purchasing a new car…or even thinking about how pushy you sound. When this happens, not only will your chances of closing the deal increase…so will your gross profit.