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What does it mean to show up as an auto salesperson? In short: Consistency in every area: Be consistent in preparation. Prepare your lot, office, collateral, and most importantly, yourself so that everything is in a position to be the best possible version of itself. Then, prepare your goals for the day, week, and month–make sure they are clear. Write them down where you will see them every day. Lastly, using forethought, prepare for success with customers, coaching, and training. Be consistent in action. Focus! Remember your sales script. Offer up questions and utilize transitions for a smooth sales process. Be active in scheduling prospective and follow-up calls. Get in the habit of tackling all of your follow-up emails at the same time. If you find that traffic is slow, don’t just twiddle your thumbs, tie up loose-ended reports and be a superachiever with newly-assigned work. Be consistent in your reflections. How well are you performing? Measure your results on a daily, weekly, and monthly basis. For each skill or goal, write down what has and hasn’t worked. Make a habit of evaluating what you say, how you said it, and whether you can improve. Remember not to dwell on circumstances like prices or features. Own your sales process! If you become and remain consistent in your approach to your profession, then you will find consistency in your results so that you can make 2014 the year you earn what you’re worth, as Jason Forrest says! Jamie Clark Click here to subscribe to my mailing list JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. In 2013, he won a Gold Stevie Award for Sales Training Leader of the Year. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest is the author of two previous books. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change. ABOUT FORREST PERFORMANCE GROUP Forrest Performance Group specializes in culture change and creating urgency within sales teams and management. Forrest PG’s competitive distinction is its behavior modification approach as applied to a variety of programs, education, seminars and sales coach training offerings all aimed at dramatically improving sales force success. Forrest Performance Group specializes in cultural awareness training and real estate sales training programs. Forrest PG’s competitive distinction is its behavior modification approach as applied to a variety of programs, education, seminars and sales leadership training.
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