 Time for a Change
“For each of us the beginning of a new year brings with it new hopes, dreams and even new expectations. These expectations of what the “New Year” may bring motivates us to make changes in our lives or as many of us commonly refer to them, we make what we declare as “resolutions”. Sometimes these changes will involve personal matters such as quitting a bad habit, eating less, exercising more or maybe even changes regarding professional matters such as those that we feel will improve our lives financially.
The last change that I mentioned, changing our lives financially, for many of us in the car business means quitting our current job and finding a new one at a “better” place. With this change many salespeople feel that their financial situation is being limited by their current surroundings. Maybe they feel that there is not enough traffic coming through the door at their present dealership. Maybe they feel that the inventory is not good enough for the customers that they are waiting on. Or maybe they just feel that their pay plan is not strong enough for them to make a good paycheck. As a result these salespeople may make a change by seeking out what they believe to be “greener pastures”. However many times the dealership they are leaving may truly be offering them a better opportunity than the new one they are going to. Regardless they will soon find out that the grass really isn't greener on the other side.
Quite often the reality of the situation is that the change that they need to make is within themselves, not with their environment. That's right, the change they really needed to make is staring back at them from inside the mirror that they are looking into every morning. If they had just worked a little harder, followed up with their customers a little better or adjusted their attitude they would have realized that an improvement in their financial situation isn't as far away as another dealership. It is within them selves.
“Change happens when the pain of change is perceived as less than the pain of staying the same.”
The importance of salespeople making a change from within rather than a geographical change (going to another dealership) came to me after I heard this quote. It made me realize that many times real change and improvement to oneself involves a certain amount of pain. And this real change from within is what many of us in the automobile industry really need to do when things aren't going good for us financially at our current dealership. We need to take an honest evaluation of our work habits and of ourselves. The next time you are considering leaving your current dealership for another one ask yourself these questions and answer them honestly and you may find that a change in yourself is more effective than a change in your environment.
- Do I take every opportunity to sell cars that is presented to me?
- Have I gotten lazy and started taking shortcuts?
- Do I sell with the same level of enthusiasm that I did when I was successful?
- Do I work hard at following up with my prospects that haven't bought?
- Do I work hard to keep in contact with my previous customers and make every effort to insure that they are happy?
- Do I make a consistent effort to prospect in your community and generate new business?
- Do I take steps necessary to improve my attitude on a regular basis?
If you are lacking in any of these areas then you probably need to make a change form within. Sure this change may be more painful then running to the next dealership on your list. After all it may involve a “real” change in your self and your habits. It may involve some extra work (pain) on your part. However these changes will be true and lasting changes that once you make them will result in a long-term gain.
Consider for a moment, if your resolution this year was to improve your health by quitting smoking would you really benefit by switching the brand of cigarettes you smoke?
Jeffrey F. Knott is the Author of From Zero to Hero, How to Master the Art of Selling Cars and can be reached by email: Jeff@Showroomtoday.com |
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