Ziegler Supersystems, Inc Automobile Dealership Success Plan

Sales Manager Training - F&I, Menu Training - Automobile Dealership Consulting - Dealership Support

"Prospecting: Don't Tell Me You Can't!"
by Anthony Hall
Dealer Support Manager

As dealers and managers, we have to blame ourselves at lease partially for the "I can't" attitude in our sales people. We need to blame ourselves because we do not invest in the proper training, (ie: word tracts, negotiation, meet and greet, product knowledge, etc.) to produce the "I Can" attitude in our sales people. There are exceptions of course.

With the proper systems, training, and processes, we can stop the "I Can't" mentality and instill the "Yes I Can" positive attitude instead!

When it comes to prospecting, how many salespeople are diligently working on how to bring people into the dealership?

Salespeople can not depend on walk-in business alone. Salespeople should not limit their market! They need to generate added or plus business!

The main reason sales people do not generate plus business or say I can't generate plus business is because they don't know how to generate plus business and therefore are ineffective at creating plus business! Did you get all of that?

It is a catch 22. Sales people say I can't, therefore don't, and bring other sales people down with them. This creates a backwards synergy working to the detriment of the dealership because now there are many who are busy not doing what they say they can't do! How ineffective is that?

Managers need to learn and transfer that learned ability to generate plus business to our sales people if they are going to survive in today's competitive market.

Once we learn how, then we must lead, teach, and create those abilities in our sales people.

It all starts with training that is based on solid knowledge which leads to confidence which leads to enthusiasm which leads to a positive attitude which leads to increased business, profit, and a job well done!

Salespeople have to realize our business comes from the prospective prospect or "up" that comes onto the dealership lot and from us being aware of our surroundings. We need to conduct good quality conversations with each person we meet daily no matter where we are! We can generate prospects by being involved in community groups, sitting in restaurants, and numerous other places.

Jim Ziegler, when asked a question about where to meet prospects, Jim replied, "How about the interstate at 5pm?"

The moral of the story is this: Salespeople can be trained and this training could literally snowball into a mountain of new prospects. The sooner you begin investing in your people, they will invest in you!

Anthony Hall

Trainer / Consultant

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Contact us at 800.726.0510.