If You Don’t Give 100 Percent, Why Bother? - AutoSuccessOnline

If You Don’t Give 100 Percent, Why Bother?

A salesperson’s approach to work defines how they are regarded by colleagues and, more important, by customers. It defines who they are at work, and it impacts their ability to succeed. If you aren’t prepared to give 100 percent, why bother?

Have you ever had a colleague who didn’t pitch in, do their share or who complained about everything? Is it the same person who skipped defined processes and took shortcuts just to get the job done? Did you wince every time you were put on their team? We’ve all been there, and some of us — admit it — have even been “that person.”

A salesperson’s approach to work defines how they are regarded by colleagues and, more important, by customers. It defines who they are at work, and it impacts their ability to succeed. If you aren’t prepared to give 100 percent, why bother?

A simple formula, one that never changes, drives success.

100% Attitude + 100% Effort + 100% Performance = 100% Results

Attitude

Every day salespeople make a decision on how they’ll approach their day. They choose to embrace the day positively or grumble about the awful day ahead. Either way, their attitude becomes a self-fulfilling prophecy. A positive attitude attracts buyers, helps convert them to customers and eventually makes them clients who purchase repeatedly. On the other hand, a negative attitude brought about by a focus on perceived problems (low sales, high overhead, economic problems or a bad morning) negatively impacts performance.

A negative attitude translates to poor service and an unpleasant experience for prospective customers. It pushes customers away from the salesperson and the business and sales fail. Managers look at the salespeople and think, “I don’t have a very good team,” or “Don’t they know how to close a deal?” Salespeople lament, “We have more people coming in, but they don’t really want to buy — not what we have to sell. How can I make any money?”

Effort

Webster’s defines effort as “a conscious exertion of power; hard work; a serious attempt.” Every salesperson must give 100 percent effort toward achieving their goals. Turn off social media, skip personal calls and focus on achieving the goals. With 100 percent effort, achieving 100 percent performance is simple.

Performance

Know your goals. Know what the plan is to get there and what needs to be accomplished daily to achieve them. Is it calling three clients? Setting two appointments? Writing five “thank-you” notes? Attending a networking event? What has to be accomplished consistently every day, 100 percent of the time? Performance is defined by Webster’s as “the execution of an action.” Every individual is responsible for performing fully, 100 percent. If you commit to making three calls, make them. Period. If you don’t you hurt yourself, your performance and, ultimately, your future.

Results

Everything a salesperson does impacts his or her results. Bringing a 100 percent positive Attitude, adding 100 percent Effort and 100 percent Performance brings 100 percent Results. If you have a “bad” sales day, stop and honestly check these three factors — attitude, performance and effort.  Then, make adjustments and go after the results.

Richard F. Libin – President for APB

You May Also Like

The Dealership Flywheel: A Perspective from X-Amazonian

Customer obsession is key. Every dealership must have processes in place to never fail a customer.

service customer and mechanic

As your dealership heads into 2024, it’s common to reflect back on the previous year and identify possible areas of improvement. As you reflect, consider things like whether or not you’ve had about the same number of people coming into your service department each day of the week or month of the year. As you reflect back on this past year’s sales and inventory hurdles, you undoubtedly know which months your store sold the most used or new cars.

New Research Reveals Age and Gender Differences in Vehicle Add-On Purchases

Are there certain age/gender demographics with a higher propensity of purchasing any specific set of VPPs? This study sheds light on consumer preferences and priorities when it comes to safeguarding and maintaining vehicles.

study about age and gender differences - man and woman
How Generative AI Is Impacting Auto Lending Compliance

What is often left out of recent headlines, is the extraordinary power of AI to reduce harm, including fair lending and discrimination risks.

5 Predictions for Front-Line Chat Solutions

In the next few years, prepare for a chat solution that must act like a personal greeter to every customer who visits your digital showroom.

Maximizing Fleet Uptime: A Dealer’s Guide

This guide provides actionable insights for dealers to ensure their fleets are always on the move.

Other Posts

Everyday Actions, Monumental Outcomes

It is in the quiet moments of consistent work that our skills are sharpened and our goals are realized.

True success is the product of a daily grind, forged from focus, dedication and perseverance.
Your Service Department’s Undervalued Opportunity: Streamlining RO Stories

Consider how much time repair event stories take to write. Now, multiply that by the number of technicians employed at your dealership and you could easily be wasting hundreds of technician hours every month.

Ways to Save on Credit Card Merchant Transaction Fees

A processor should lessen your workload by handling merchant processing. They should free you up to focus on the customer, while feeling confident that your processing remains compliant and safe.  

How End-of-Year-Sales May Impact Auto Finance Digital Transformation Strategies

We still have a very paper-driven culture but we need to continue to shift focus to digitization to reduce risk and liability.