Big Paychecks and Dealer Profits
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Dombecky.com
It's good to see you again :-), as if I can see you.
How's that script coming? I guess we did call it a word path. Well, how's that word path coming?
Let's talk about how prospecting can change everything about your business.
There are going to be times in your business or have been times in your business, where you're not going to have as much for traffic as you would like to.
A major benefit of getting your prospecting efforts to become part of your daily activities is that these lulls will become less and less.
In fact, instead of peaks and valleys your business will be more like an upward sloping graph.
Take a simple piece of data that the average family who comes into your dealership owns 2.3 vehicles.
If you labor, under the correct knowledge, that every person you speak with his potentially controlling more vehicles than the one you're looking at, or the one you're talking about, you will naturally ask about the other vehicles.
Think about it this way: If you are talking to one of your friends about their children, and only ask about the oldest one you would be missing a lot of information.
If there was more than one child, you also give the impression that you might not care about the other ones.
This can be a very subtle impression, but it is still there.
You would never want one of your customers to think that you didn't care about, or you didn't wish to offer your professional services to all of their vehicles.
If we didn't ask about those other vehicles, that is exactly the impression that we would risk making.
It's really just a matter of how you look at that number.
The 2.3 vehicles per family is going to be there, regardless of how you see that you can use it.
The trick is taking any bit of information that you have in seeing it as an opportunity to support the efforts that you're making in building your business.
Business is run on money; we make our money in this business by selling vehicles to people.
If you can sell the same amount of vehicles by dealing with less people, you’re better off. Your customers are better off as well.
It doesn't take any more time or effort to develop a relationship with a person who owns 15 vehicles, versus one that just owns one.
So the bottom line is, you can devote more of your effort to the owners of those vehicles, if you have less of them per vehicle sold.
Now please don't mistake this is me telling you, "You just need to go out and look for people who own multiple vehicles".
That's not it at all. What you need to understand from this is the average sales consultant, does the opposite.
The average sales consultant thinks that most of his or her customers just own one vehicle, because they never find out about the other ones.
And even worse, the customer gets the impression that they need to go somewhere else to replace the other vehicles!
This is lose, lose to the max
Dombecky.com
It's good to see you again :-), as if I can see you.
How's that script coming? I guess we did call it a word path. Well, how's that word path coming?
Let's talk about how prospecting can change everything about your business.
There are going to be times in your business or have been times in your business, where you're not going to have as much for traffic as you would like to.
A major benefit of getting your prospecting efforts to become part of your daily activities is that these lulls will become less and less.
In fact, instead of peaks and valleys your business will be more like an upward sloping graph.
Take a simple piece of data that the average family who comes into your dealership owns 2.3 vehicles.
If you labor, under the correct knowledge, that every person you speak with his potentially controlling more vehicles than the one you're looking at, or the one you're talking about, you will naturally ask about the other vehicles.
Think about it this way: If you are talking to one of your friends about their children, and only ask about the oldest one you would be missing a lot of information.
If there was more than one child, you also give the impression that you might not care about the other ones.
This can be a very subtle impression, but it is still there.
You would never want one of your customers to think that you didn't care about, or you didn't wish to offer your professional services to all of their vehicles.
If we didn't ask about those other vehicles, that is exactly the impression that we would risk making.
It's really just a matter of how you look at that number.
The 2.3 vehicles per family is going to be there, regardless of how you see that you can use it.
The trick is taking any bit of information that you have in seeing it as an opportunity to support the efforts that you're making in building your business.
Business is run on money; we make our money in this business by selling vehicles to people.
If you can sell the same amount of vehicles by dealing with less people, you’re better off. Your customers are better off as well.
It doesn't take any more time or effort to develop a relationship with a person who owns 15 vehicles, versus one that just owns one.
So the bottom line is, you can devote more of your effort to the owners of those vehicles, if you have less of them per vehicle sold.
Now please don't mistake this is me telling you, "You just need to go out and look for people who own multiple vehicles".
That's not it at all. What you need to understand from this is the average sales consultant, does the opposite.
The average sales consultant thinks that most of his or her customers just own one vehicle, because they never find out about the other ones.
And even worse, the customer gets the impression that they need to go somewhere else to replace the other vehicles!
This is lose, lose to the max
posted by dombecky at 6:44 PM
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