This is a question that I continue to hear over and over again throughout the automotive industry. "We had a great month last month but now... it's as if the water faucet dried up." It's as if the customers choose to stay at home and not come into the store. I hear everything from the salespeople (who LOVE to make excuses for their personal numbers) to the ego maniacal General Managers (and Sales Managers) who BLAME everybody in their organization except for themselves. I say this to ALL of you folks in the industry that just don't get it: "The reason your sales have dropped off is because you aren't doing what you did last month." I know, I know.... I hear it ALL remember? Let's do a top five excuses (only because these are fresh on my mind, Please feel free to share excuses that you hear... It's always fun to listen to others):
5.) It's because of Black Friday
Not true because I know dealerships that have incredible days by embracing the day after Thanksgiving
4.) It's raining outside
Really? I know for certain that when a client shows up at the dealership on a rainy day... They usually mean business.
3.) It's too cold outside
Absurd... Really Absurd. The number one reason for not getting a proper management introduction is because the salesperson cannot seem to figure out a way for the client to come inside... Please think before such statements are made...
2.) It's because of Football on Friday (High School) and College Ball on Saturdays and don't forget Monday Night Football.
With most dealerships being open only 6 days a week this LOGIC actually means that you will lose half of your work week during football season. Really?
1.) It's because there are too many dealerships in this town.
Let's stop kidding ourselves for a moment. It's not the fact that there are too many dealerships in this town it's because you don't do the proper things that are necessary to make yourself successful.
I want everyone to bask in this for a moment and think about what you can do to make a difference in not only your career, but also ask yourself how you can help someone else in your organization reach their full potential.