salesperson to consistently perform this task appropriately, they must be tenacious with personality, product and process knowledge. We often focus only on the selling process and expect our people to be bulletproof within the steps to the sale (as if the steps alone sell the car). However, without understanding the four main personality traits of driver personality, analytic personality, amiable personality and expressive personality, and without a thorough product knowledge, how can we effectively communicate with our potential customers in a personal and unique way? The best salespeople also know the six areas of concern when it comes to value: safety, performance, appearance, comfort, economics and dependability. Learning their product knowledge within these six areas allows for a more personal presentation of their product to the potential customer. Game-Planning: The idea that one can work toward and accomplish a goal without a game plan is a futile thought. There are so many distractions in a dealership on a daily basis. From personality differences and financial stress to the number of customers coming in at once, there is always something getting in the way of success. Without a plan of attack, we can be pulled in many directions. The best players stick to their well-thought-out game plan. They are constantly looking at their progress — opportunities to do business, presentations, demos, follow-up calls and outside appointments. All these areas must work synergistically to accomplish the end goal. Vincent Van Gogh once said, “Great things are not done by impulse, but by a series of small things brought together.” This is the definition of game-planning. Positive Attitude: Negativity is prevalent in every business; however, it seems to stand out in the automotive retail environment. A positive attitude is so important because it affects the element of trust with the potential customer — what they see, sense and feel. It’s contagious, and it is based on two simple principles: appreciation for what you have and expectation of something better happening with hard work. A positive attitude is a choice, and it is contagious. That’s why the leadership within the organization should ask themselves, “What do my people see, sense and feel from me today?” Creating a point of separation in this current market climate is imperative to long-term success. Focusing on hiring the right personnel and developing them should be the cornerstone of your business. Selecting employees with these four attributes will enable you to build a foundation that can weather any economic environment and result in long-term growth. For more information on how Ethos Group can help your dealership develop more leaders in your F&I office, sales management tower and your sales floor in 2026, please contact: Chad Irby at cirby@ethosgroup.com, (214) 952-9925; Bob Muller at bmuller@ethosgroup.com, (214) 952-9924; or Lee Smith at lsmith@ethosgroup.com, (214) 952-9939. INCREASE REVENUE LOWER OVERHEAD REDUCE RISK CORE VSC Select (Bundle) Maintenance Appearance GAP CONSIDERATIONS State Franchise Leadership Rep Director Lender PRODUCTS 60+ Products 2,800+ Variations MEET GOALS Customer Retention Customer Experience ENTERPRISE-GRADE TECHNOLOGY CONSULTING TRAINING FINANCIAL SERVICES RECRUITING Ethos Group, through its Reps, partners with dealers to promote a customer-focused approach to the sale, financing and servicing of automobiles, helping create an exceptional ownership experience. Ethos Reps are the most talented, tech-savvy and effective field force in the F&I industry. Our software platform focuses on dealership productivity and the retail customer experience. 70,000+ Users Secure Cloud Technology with Microsoft ® Azure ® One Login for All Ethos Software Microsoft and Azure are registered trademarks of Microsoft Corporation. Bob Muller 214.952.9924 bmuller@ethosgroup.com Lee Smith 214.952.9939 lsmith@ethosgroup.com Chad Irby 214.952.9925 cirby@ethosgroup.com More Info: 39 DEALERS’ CHOICE
RkJQdWJsaXNoZXIy MTg3NDExNQ==