1.LEAVE ANY PROBLEMS AT THE CURB. Stuff happens, to everyone, but you have to leave it at the curb or you won’t be effective and then everything gets worse.
2.Do YOUR “GOOD MORNING” WALK THROUGH THE DEALERSHIP. Get to work 15 or 20 minutes before your shift and say “hello” to everyone in every department.
3. WALK THE LOT IMMEDIATELY. Your inventory changes every day (or at least it moves around a lot) and you have to know what you have and where it’s parked.
4.CHECK YOUR APPOINTMENTS. Check your appointments for the day and any other “To Do’s” or priorities you needed to get done today.
5.Review YOUR GOALS, ALL OF THEM. The quickest way to get what you want is to maintain your focus and work your plan. Goals get you there quick!
6.Next, GO THROUGH YOUR PROSPECT FILE. Look through every card you have on file and call every one of them.
7.CALL ALL OF YOUR WORKING PROSPECTS. Keep your “To Call Today”
Prospects phone numbers with you and then if someone else is in your office, you’ll still be able to call them.
8.CALL YOUR SOLD CUSTOMERS. (Call each one every 90 days.) Do some math
to find out how many you need to call each day. If you call 5 a day x 25 working days, you’ll contact 125 a month, or 375 every quarter. If you only have 375 sold customers, that’s fine, but if you have 750, you’ll need to contact 10 a day instead.
9 PROSPECT - CALL OR SEE PERSONALLY AT LEAST 5 NEW WARM PROSPECTS.
Orphan owners, service customers, lists, etc. If you keep the pipeline full of contacts, you’ll always have sales working and you’ll always be busy selling cars.
10.MAKE SURE THAT YOU TRACK EVERYTHING YOU DO EACH DAY. How many phone calls, how many actual contacts from those calls, how many appointments, how many show up, how many walk in customers, etc. (check your planner).
11. MAKE SURE THAT YOU’RE DOING SOMETHING EVERY MINUTE of your selling day that has to do with selling a car NOW or at some point in the future. You aren’t at work to make friends with the other salespeople; you’re at work to earn a living.
12.STAY AWAY FROM ALL THOSE AVERAGE SALESPEOPLE BEFORE IT RUBS OFF ON YOU!
13.WRITE THIS QUESTION ON A CARD, CARRY IT IN YOUR POCKET AND READ IT
“WHAT AM I DOING RIGHT NOW, TO CREATE BUSINESS?”