It’s 8 a.m. on the last day of the month. Sales have been
down the last few weeks and everyone has been on edge. You walk into a silent
showroom except for a few office personnel discussing their weekend plans.
You sit up to your desk while you turn on your computer
and take the first sip of your freshly-brewed coffee knowing that you must sell
three cars today to meet your monthly average. As you sift through your leads
you think to yourself, where are three sales going to come from?
This is realistic pressure that car salesmen become
accustomed to. For some, it’s daunting. To others? Game on.
“My approach is different with every client. I spend a
few seconds trying to figure out what kind of strategy will get the job done.
Some people are emotional about the process, so you have to get them excited
about the vehicle and create a sense of urgency. Others are very analytical, so you need to be
detail-oriented or they will leave you in a hurry.” – Chris Gross
“It really comes down to keeping your cool and thanking
every customer you come across for the chance to earn their business. Along
with that, I stay motivated by making weekly goals and keeping the big picture
in mind.” – Taylor Dykema
Is it really that simple or is there more to it? Well,
we’ll let you be the judge of that.
It’s now 10:30 and you’ve made a few calls, have two test
drives lined up for the afternoon, but still no sales. You walk over to the
finance manager to try and hash out some details about a potential sale, but
have to take a number because there are two other salesmen at his desk trying
to do the same.
A few more hours pass and your first potential customer
has arrived for a test drive. You’ve talked with him extensively about this particular
vehicle and believe he’s ready to buy. You take him on the road and you cover
everything from the leather interior to the towing capacity one last time. He’s
loving everything you are pitching and you think to yourself, “one down, two to
go.”
As you head back into the showroom to talk details, his
attitude suddenly shifts and he starts to waver. He steps out of your office
and calls home to his wife before returning to tell you that he’s not ready to
pull the trigger. Although you're confused, you can show frustration because you’re
hoping he’s still going to buy from you down the road.
It’s now 1:30 and you have 15 minutes to find the closest
fast food join to down a burger before your 1:45 appointment. Like clockwork,
just as you are about to leave you get a call, which brings you back to your
desk. By the time you answer all the questions for an old customer, it’s 1:40,
so lunch gets put on hold.
You greet your 1:45 at the door knowing you need this
sale to even have a chance at getting three for the day.
You go back-and-forth answering different questions and
making comparisons to like-model vehicles before he extends his hand,
indicating that he’s sold. Two more to
go.
As the showroom heats up, so does your adrenaline. You’re
running around and the phones are ringing off the hook. You’re answering your
work phone, your cell phone and emails simultaneously. You’ve given up your
desire for a burger and settle for a bag of Doritos from the vending machine to
compliment your second cup of coffee.
As you sift through leads on your computer, you get a
call from an old friend that’s in town and needs a new vehicle TODAY. Jackpot!
You work out a few small details and send him on his way. One more to go.
It’s now 4:30 and you’re sitting pretty. Your day has turned around and you're hopeful you'll get your number. You make a few
more phone calls trying to find a someone that’s ready to buy.
Your final appointment, a married couple, shows up a 6:15
with a list of questions that they want answered before ever hitting the road
for a test drive. You give them your full attention knowing this is probably
your last shot at a sale for the day. You answer their laundry list of
questions and are feeling good following the test drive as they come back into
the showroom.
You look over to your left and see your colleague packing
up his stuff for the night with a smile on his face, as he just met his number
with his final sale of the day. As your refocus on the task at hand, your
potential customers raise new concerns about being able to make the payments and suddenly the sale is in doubt.
You make one last-ditched effort to change their mind but fail.
As you watch another lost customer walk out the front
doors you realize your hopes of three sales are leaving the showroom with them.
You’re especially disappointed because you felt like you had the opportunity to
do so. On the drive home you replay the whirlwind day in your mind and question
your strategies. You second guess yourself. I should’ve done this. What if I
would’ve done that? What I’ll do different next time.
The ups and downs and swaying of emotion...That is
what the final day of the month is all about. The great salesmen embrace it. And the beauty of it is…not
matter how good or bad this month was, it all starts over tomorrow.
