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A Master Dealer has to look like a real professional business, along with the consistent actions that will help you build your business year after year. I’ve been in some real dumps and there aren't many excuse’s for this one. Ya but we deal with some real low credit score people and they feel comfortable in our dump!, Please!
A Master Dealer has a fully trained staff, or people in every department that have the skills to do their job, the power to make quick decisions when needed, and doesn’t use this saying very often, I don’t know! Are you kidding? What if your dentist said that, the pilot, fireman, lawyer, policeman, plumber, electrician, or your next surgeon! Ya but training is expensive! What’s more expensive, them untrained staying or the trained moving on?
I spoke at Selling Power’s 2.0 conference and this fact was a mindblower, the average company spent less then $418.00 dollars a year on training their employee’s. I can’t think of anything dumber then throwing people into a position and praying to the car God’s saying go get em tiger! Meow.
Let’s look at the recipe:
1. Vision
2. Goal
3. Team
4. SOP
5. Recruit - Interview - Hire - Fire
6. New hire training - Ongoing training
7. Job description
8. Managment by objective for each
department
9. Daily review of activities and result
goals
10. Motivating pay plans along with a
bright future for advancement
11. Rewards - Consequences
12. Commitment
There are two ways you can go about your business, you can either go it, or grow it. Most dealerships keep going and hoping that some new program, new meeting, convention or software will change the direction of their business. Those are important, however if you don’t slow down then it’s going to be tough to grow on. Sewell said, that if you have always done it that way, it’s probably wrong and you need to change it. A Master dealer isn’t afraid of change at all, they confront it, challenge themselves, and commit to their vision along with their team. The hardest part of being in this business is the people part. It’s like trying to organize Thanksgiving dinner or who’s house is Christmas going to be at, Oh my God did I say the C word! I did. We all need to be more truthful and say what we really need to say, but but but, but what, I might offend someone, so who cares. If you have your process’s in writing backed up with expectations, then you don't have to rant, point fingers, MF the employee’s or gossip about them. What kind of business can you really have without the truth? Look at relationships, isn't truth the foundation of relationships along with love? Get your truths in writing! SOP
Whatever, my question to you is this, are you going to wait another year and hope it gets better or are you going to take that next step and get your team growing in the right direction? Ok George, well thats all fine and dandy, but Im trying make my ends meet and all that!. Got it, get everyone on the same page, and guess what, you can make your ends meet, because Master Dealers are organized, game plan, execution, and rewards. What about you!
MASTER means
Motivation - Action - Standards - Training - Effort = Rewards
George Dans - Automotive Sales & Management Consulting Training
P.O Box 3047 Lake Arrowhead Ca, 92352
909-273-7622 - text worldsgreatestcloser.com