Success: Is it Easy to Come By? Part 1 Self-Management

When Ringo Starr sang, “You Know It Don’t Come Easy,” truer words could not have been written about success. If success was easy to come by, everyone would be successful.  It takes hard work to make the grade, and it’s especially hard in sales. That’s because you have a considerable amount of personal freedom on the job. It’s a lot like owning your own business.  You make the decisions, you manage your time. That means you are responsible for your success or failure.  You have to be able to prioritize everything you do if you’re going to be effective.  If your job comes first, you’ll do well.  If it doesn’t, you won’t.

Self-discipline is necessary to ensure a successful future. Analyze your performance, and make adjustments when necessary. Be organized, and use your time and work hours effectively. Just putting pressure on yourself to “do better” won’t be enough.  Work hard, but work smart. 

Time Matters

You have a finite amount of time during each work day, so you want to make sure you’re using your time wisely.  One of the best returns you can receive is on the time you invest in your customers. 

Get to know your customers.  Get them to like and respect you, and you will have a flourishing career.  Organize your day carefully, with an eye toward activities that will maximize your time with customers.

Engage your customer in conversation so you can learn about that customer’s needs.  The more you know about their needs, the better able you will be to satisfy them.  Most people buy numerous cars throughout their lifetime, and they have friends and relatives who buy cars as well.  If a customer feels that you took the time to listen them, and subsequently were able to provide them with a positive experience, they will generate referral business for you. On the other end of the spectrum, if the customer feels neglected because you didn’t take the time to fully understand their needs, they will be sure to tell their acquaintances to avoid you.

Know Your Goals

It is not enough to say, “My goal is to sell as many products as I can today.” While that statement may be true, it’s too vague to be of any real value to you.  Setting specific targets gives you something to aim for.  For example, you might decide that your goal for the day is to increase your product acceptance rate by 10%.  Putting specific parameters on your goals will help you construct a specific plan of action.  It will also tell you, definitively, whether you met your goal.  If you fail to reach your goal, rethink your approach.  Setting clear goals keeps you focused on results.

At the same time, be realistic about your targets. If you only give yourself unachievable goals, you’re setting yourself up for failure.  Eventually, this chronic failure will result in a negative state of mind.  As with any endeavor, a negative mindset will only sabotage your efforts.

How can you manage your goals and work toward them?  By keeping records and planning each and every day.  This might seem excessive, but recording your goals forces you to be specific.  It also helps you see whether you are fully achieving your goals.  Have a plan each day – a to-do list.  Know what you intend to do at all times. If you can accomplish the items on your to-do list, you are organized and ahead of the game.

Know Your Product

People who are about to spend hundreds, or even thousands, of dollars on a product are bound to have questions about those products.  They require answers, and if you can provide them, you have a much better chance of completing the sale.  

Knowing your product is essential in a professional capacity. Take the time to learn your products – there are plenty of brochures and other literature that will educate you on the products your dealership carries.  Become an expert!  Your customers will be impressed, and feel more comfortable dealing with you.  Once you have a detailed knowledge of the product, practice your presentation until it is seamless.  You have to be able to strike the balance between a delivery that is confident and smooth, but not over-rehearsed.  You’re not just selling the product, you’re selling yourself as a knowledgeable, trustworthy expert on that product.  Your customer has to “buy” that image before they’ll buy the product.