The Three Most Important Letters in Sales: A.B.L. - AutoSuccessOnline

The Three Most Important Letters in Sales: A.B.L.

With a positive mindset, a view toward the future, and the right training, salespeople will understand the need and will continue to Always Be Looking for opportunities and loyal clientele, regardless of how business is doing.

What are the three most important letters in sales?

A.B.L.  — Always Be Looking…for opportunities.

For some salespeople, these letters are magic, and we all know at least one of them. They are the salespeople who are constantly looking for new opportunities. The might be enjoying a cup of coffee or buying hardware, yet they are always prospecting. As a result, their pipeline never runs dry. These salespeople rarely deal with peaks and valleys.

Most salespeople, however, work on what we call the “hope and wish” system — “I hope something will happen” or “I wish something will happen.” When sales are strong and customers are motivated to come to their businesses, they stop looking. They go through the prospects at hand until they realize there are only a few left or they’ve completely run out. By then, it’s too late.

Does one of these describe your approach?  Do you always look for opportunities, or do you wait for something to happen? Do you work smarter or harder?

Why don’t salespeople prospect? One reason is the long-term nature of prospecting. It lacks instant gratification. Or perhaps it’s the belief that it’s someone else’s job — the manufacturer, perhaps — to have not only the best product, but incentives that bring people in. Some are afraid of rejection.

It you aren’t prospecting, who is talking to your customers?

Another reason may be that you rely on management to bring in their traffic.  While management should provide 30 first-time customers to each salesperson monthly, salespeople have a responsibility to bring in a minimum of 10 additional, requested cultivated customers through prospecting.  This then, creates a pool of 40 opportunities to draw from.  If salespeople bring back 50 percent of those unsold customers as be-backs, this increases their total opportunities to 56.  Combining the be-backs and prospects, the potential to close increases without any increase in expenses.

Prospecting has three primary results:  an appointment for an immediate sale, referrals to new prospects actively looking to buy and creating future prospects.  Successful prospectors know that while there are many approaches, the best methods are in-person (personal), over the telephone and through written communication.

Adopt a mindset so that every individual who comes into the showroom is not only a potential client but a potential treasure chest of referrals — friends, relatives, colleagues, etc.

Change is the one constant everyone will experience. How each of us deals with it varies from person to person and from situation to situation. Many will strive to stick to the status quo, constantly on the lookout for impending change and working to avoid it. Others choose to ignore the world around them and don’t notice problems until it’s too late. Only then will some reluctantly move on leaving others behind to hope that things go back to “normal.” Those who move on have an opportunity to find a new comfort zone while those that remain behind are doomed to failure. These scenarios, addressed in the book Who Moved My Cheese? by Dr. Spencer Johnson, are exactly what happens in the sales industry.

The bottom line is A.B.L.  Always Be Looking – every single day, not just when the business is bad or down. Prospecting needs to become an automatic reflex, like breathing, an act that happens successfully and continuously. With a positive mindset, a view toward the future, and the right training, salespeople will understand the need and will continue to Always Be Looking for opportunities and loyal clientele, regardless of how business is doing.

 

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

Redefining Sales in the Modern Era: Trust, Information and Competitive Edge

When salespeople are no longer just transactional facilitators, the sales process becomes more of an informative dialogue rather than a one-sided pitch.

Velocity Automotive
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.