By John Chapin

The “how-to” behind building a highly-effective, competition-dominating, sales machine is actually fairly simple. What isn’t simple is executing the steps and sticking to the plan. The dedication and resolve necessary to start and complete the process is where the majority of people fail. If you’re ready to skyrocket sales in your dealership, consider these tips from successful sales leaders.

 Step 1: Super-intense Sales Training

The most important tool a salesperson can have in their arsenal is great sales skills. The problem is that most companies spend their sales training time focusing on product training and technical skills as opposed to sales skills. Poor sales skills are the second biggest reason that salespeople fail.

  Step 2: Activity

 While the most important tool a salesperson can have is great sales skills, the most important attributes a salesperson can have are: Great people skills, a hard-working mentality, persistence, competitive nature, and an ability to persevere and face lots of rejection. 

Step 3: Continuous Practice

Your people have to constantly be roleplaying, and otherwise practicing, drilling, and rehearsing everything they’ve learned. As a leader you want to test them by giving them objections and different situations whenever you see them. It’s also important to work on sales skills in sales meetings.

 Step 4: Continue To Improve, Innovate.

Look for better ways to compete, better answers to objections, better ways to communicate and build relationships, and in short, more effective and efficient ways to operate. Share this information with the whole team and make sure they are using the most effective methods.  

 Step 5: Remove Obstacles

Obstacles come in several forms. It can be inefficiency in systems or processes; or as simple tedious, unnecessary items that people do.

 Step 6: Remove Negativity

The key to all of the above is to develop and follow a proven system that trains and reinforces sales skills and ensures your people are doing tons of the right activities the right way in the right environment.

 John Chapin is a motivational sales speaker, coach, and trainer. E-mail: [email protected].