Sales Secrets of the Superstars
By Mark Tewart
Top performing salespeople have certain similar traits, work habits and belief systems that enable them to reach a higher level than other salespeople. I often have wondered why it is that, in a dealership with many salespeople who share the same inventory, advertising, management and possibly even tenure in the business, one salesperson may reach incredible sales numbers while another salesperson flounders.
Having the great opportunity to train and consult with many top dealerships enables me to come in contact with some of the top sales superstars and determine what are some of the traits, beliefs and work ethics that they share. Although many things that contribute to their successes are different, there also are many commonalities. In this article I wish to share my observations of the commonalities in hopes that your dealership can help move your entire staff towards being top performers.
1) Attitude-Although everyone gets discouraged and goes through rough times, top performers seem to realize the natural cycles of life. There are good and bad times for everyone. Top performers work harder in the bad times and keep their mind on the goal. Self-pity, discouraged thinking and concentrating on potential failures is kept to a minimum. The inner self talks of a sales superstar and concentrates on the task at hand and the eventual positive outcome.
2) Responsibility-Top performers take responsibility for everything. They are resolute that the good, the bad and the ugly results all are directly attributable to their own actions, beliefs or messages that they are, consciously or subconsciously, sending out into the world. The Universal Law Of Attraction states that people who work on becoming attractive, attract positive things. The world is full of people blaming the world, other people and life in general for their woes. Sales superstars never blame others and believe that all things happen for a reason and gain positive direction from all things, both good and bad.
3) Work Ethic-Top performers are willing to work harder and longer than others. Sales superstars hate being unproductive. Top performers want to get the most bang for the buck with all their efforts. Sales superstars follow the old adage: "If I am willing to do what others aren't, I can have what others can't." There are 1,440 minutes in every day and sales superstars make something positive happen in as many of those minutes as possible.
4) Leverage-Sales superstars realize that their human efforts are limited. To reach higher levels of success they must find points of leverage to increase their capacity. The leverage is produced through repeats, referrals, affiliate programs and marketing to larger buying groups rather than just the single walk-in prospect. Sales superstars create their own line of workers and processes that drives business to them to eliminate the total dependency on the walk-in prospect.
5) Lifelong Learners-I am always amazed that it is the best dealerships and the top salespeople in those dealerships who attend my seminars. The struggling salespersons always think that they can't afford to invest in themselves just yet. Top producers are always looking for better or additional ways to reach for a higher level. Top producers realize that more knowledge with more action produces more results.
6) Self -Confidence-Top performers convey confidence to their customers that enables the customer to feel good about them and their purchase. Confidence is the number one power of persuasion in a customer's decision-making process. Sales superstars can bounce back from rejection and do not let the rejection influence them in the future.
7) Time Management-This ties in closely to work ethic. Top performers keep the main thing, the main thing. Sales superstars stay out of smoke and joke circles and keep busy and maintain good attitudes by keeping away from bad influences. Top performers plan their day instead of leaving it to chance. To be the best, you must have a game plan.
8) Strong Intuitive Natures-Whether it is learned or natural, top performers can sense what customers are thinking and feeling even if the words of the customer are saying something different. Sales superstars dig deeper and deeper into the customers' psyches and emotions to help them get what they really want. The superstar solves the customers' problems.
9) Independent-Sales superstars are iconoclastic and like to play by their own rules. They want to feel special and know that to be successful they can't make everyone happy, follow all the rules and do things the way everyone wants them to. Top performers need more space and freedom of action than ordinary salespeople.
10) Long-Term Oriented-True sales superstars are not the shooting stars who are on top a short time and then flame out. There are many egotistical salespeople who cannot sustain their success over the long haul and always blame others for their demise. True superstars think long term as well as short term.
I hope you take the opportunity to share this with your sales managers and I hope they take the opportunity to share it with their salespeople.
Mark Tewart is the president of Tewart Enterprises Inc., a sales, management and customer service training and consulting organization conducting seminars and in-house training programs internationally. He has spent almost 16 years in the automotive field, with his experience ranging from sales, leasing F&I, general sales manager and general manager. From this experience, Tewart developed the"Contrarian Selling and Management Concepts" that he speaks and trains on today. mtewart@dealeronline.com
