When it comes to the selling of cars today, it's not any easy task. Compared to the past twenty plus years, the cake walk has slowed to a drunk crawl. So what allows some folks in the 'Internet' sales world to deliver 15, 20 or even 25 and more per month? Control.
Staying in the driver's seat is not about dominating a conversation (or having a monologue with a prospect in front of you) or barely raising above a whisper for the fear of the person leaving the lot. Control is first about confidence, knowing that what you have to offer is more important than the piece of inventory that you're trying to sell. Being a dynamic listener and taking the time to qualify your customer keeps you from falling into sales (although there is nothing wrong with that, don't make it habit).
One of the greatest parts of staying in the driver's seat is learning, whether about the client or yourself. When you learn, you are taking steps toward the art of being in control. Once realized, you are no longer a victim or circumstance or, as Larry PInci of Sell The Feeling puts it, on the 'effect' side of the equation.
If you are typically in the driver's seat, you'll likely have your 2009 plans carved out (if not already in motion), have your targets planned for January, realized some things that you will both do and not do to cause change in the coming year and, chances are, have some 'use-of-technology' goals on the radar.
It is interesting to watch some of the data that comes out monthly (if not weekly as of late). Look at the trend in truck and SUV leads and sales over the past month. Surprised that people are buying them again, even with all of the focus in Washington D.C. over relevancy and MPG tied to providing loans to the domestic OEMs? Give people a reason to buy and they will.
Remember that people do what they want to do. Sometimes they need permission. When someone wants to buy a house, do they go to a dry cleaners or trash collector? Do you watch E! Television when you are considering which college to send your child to? Understand your market, your customers, your skills and your opportunities. Use control for all it's worth…heck you might even influence someone!
Stay in the driver's seat and people will come to you when it's time to buy a car.
Best practices: Professional Insight, Powerful Results
