how to handle a slump in auto sales

Webster defines a slump as "a decline in activity." But a slump is much more than that. People don't like to talk about it much because of its negative connotations. It's not something we welcome, and it has caused the decline of many good salespeople. Some of the common symptoms to look for are:- You become depressed because of the lack of activity, fewer sales, and lower earning.s- You begin to lose your desire to go to work, as well as your desire to wait on customers while you're there.- Your attitude becomes negative, which can very well affect the people around you.Eventually, every salesperson will experience a slump. How long the slump lasts, however, will depend upon how each indvidual salesperson handles it. But one thing is for sure, the more you comprehend how to get out of one, the less likely the chance will be of it affecting your sales career.I don't think we need to understand how we get into a slump, because I don't feel that this type of information will prevent you from falling into one. Reasons could include illness, laziness, personal problems, and countless others beyond your control. Because it's difficult to always prevent a slump from occurring, I'll provide some proven ways that will help you get out of one once you're there.- Go Back to The Basics -
The longer you are in this business, the greater the temptation is to take shortcuts in your sales technique. Taking shortcuts repeatedly can cause you to lose sales, a situation that will undoubtedly affect your morale and financial status. So, pretty soon, you start getting down on yourself, and the next thing you know, you're in a slump. Nothing goes your way and you start feeling very insecure about your ability to sell cars. When you get to this point, go back to the basics.- Take More Demo Rides -
When salespeople shortcut their presentation, they'll often eliminate taking a demonstration ride with the customer. But what makes us think that we can sell cars without ever letting customers test drive them first? I remember becoming so overconfident at times that I thought all I had to do was quote the customer a price, and I would sell the car. NOT TRUE!! You still have to do a complete job to be a complete salesperson.- Follow-up With Past Customers -
Following-up is that busy work we do when there are no customers in the showroom. I'm well aware that, when you're depressed, you'd rather spend your free time socializing with other salespeople and talking to friends over the phone. Instead, use this time to get in touch with the people who made money for you in the past. It will keep your mind on your work, and you might just get lucky and get a referral.- Walk The Inventory -
Walking the inventory daily will familiarize you with all the cars your dealership has in stock. You will also learn the locations of the variously equipped models. So when a customer asks for a particularly equipped model and color, you'll know exactly where to find it.- Talk to as Many People as Possible -
When we go into a slump, our first reaction is to stay away from customers. It takes every ounce of effort for us to leave our office for fear of experiencing more rejection. To get through this hurdle, don't even sit in your office unless you are making follow-up or prospect calls. Remaining on the floor gives you the opportunity to talk with as many people as possible. Approach people in the showroom as well as service customers waiting for their cars. Talk with anyone who will talk with you, so that you can overcome your conversational fears more quickly.- Change Your Physical Appearance And Mental Attitudes -
A sloppy personal appearance, low self esteem, and negative attitude often accompany depression. The old saying "misery loves company" comes into play. We want to look and feel bad, and form our own "pity party." And, the more people we can recruit to help us remain miserable, the better we like it. When you get up in the morning, take a good look at yourself in the mirror. Is this the person you want to have ride into work with you? Are you really happy with the way you look and the way you feel? It's within your power to change your appearance and behavior whenever you want to. I have found through readings and seminars on this subject that a person generally stays in these types of downers because he wants to. And the same is true about getting out of them. By forcing yourself to take on the attributes of a positive, exciting, energetic salesperson, you will find that your current composition will change in no time at all.- More Prospecting or Networking -
I know you hate to hear this, but prospecting or networking will keep your mind on your business, and maybe you'll get lucky and make a sale. You have to remember that successful people get that way because they put 100% effort into what they are doing. If you get into a slump, ask yourself what percentage of your time are you utilizing profitably while you're at work. If it's considerably less than 100%, then your chances of earning a decent living will be slim. Out of an average nine-hour work day, a salesperson will normally put in about three to four hours of solid working time. This leaves a balance of five hours, part of which can be spent on prospecting methods. Just remember, the more you sit around and feel sorry for yourself, the less chance you'll have of breaking out of your slump, and the less money you'll earn.- Check Out of Work Habits -
What occurs outside your work environment has a direct effect on your work attitude. If you feel this is responsible for your slump, you may want to review these items:- Are You Having Family Problems? -
If you find yourself arguing with your parents or wife a lot, this may carry over into your business life. Often, money problems may be the cause of the argument, so get back to work so you can make more of it.- Do You Get Enough Sleep? -
Being a "party animal" and keeping late hours may not always be the best thing for a successful business person. Make sure you get enough sleep so your body will be ready to handle a full day's work.- Are You Eating Properly? -
I know what salespeople eat, and we're all guilty of not taking care of our inner self. The idea, "you are what you eat" isn't just a quotation made by dieticians. Choose a sensible program that will offer you all the nutrients necessary to maintain a well-balanced diet.- Are You Getting Enough Exercise? -
Physical activity is also important if you want to maintain a healthy mind and body. Try to find a routine you can adhere to and exercise at least three to four times a week. I like to do my exercising in the morning before I go to work. Even though I was a professional athlete most of my life, I do not like to exercise. I do it because I have to, and the sooner I can get it over with, the better I like it. Anyway, I'm usually too tired when I come home from work.- Work Closer with Management -
During these times, don't shy away from your sales manager. He's there to help you with any problems you may have that can affect your business. When I was a sales manager, I always tried to help my salespeople maintain a good self image of themselves. The easier it was for them to sell cars, the more money I made. I hope your manager feels the same way!- Read Positive Attitude Books -
I was never one who liked to read, but I did find great value in books that positively affected my attitude, and filled me with more excitement. I could read a quotation by Zig Ziglar and it would set the stage for the rest of the day. I tried to read at least one chapter a day. Afterwards, I would write down the concepts that affected me the most. That way it was easy to review them when I felt I needed some motivation.- Listen to Motivational Tapes -
Just about every new model car has a cassette deck as part of its stereo system. We as business people don't always utilize this piece of equipment as profitably as we can. When you're on your way to work, pop in a tape that will motivate you to do the best job possible. There are many of them on the market, and as far as I'm concerned, if it gives you a little more motivation to get out of your slump, it's a good one.These are just some of the ways to help you get out of a slump, and increase your awareness of the pitfalls you can get into. Keep in mind, that, you have to have the desire to get out of your slump and the ambition to work at it. "Lip service" does absolutely nothing to help your cause. Don't just talk a good game, do it.

Original :: how to handle a slump in auto sales