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 2025, please contact: Chris Nesseth at cnesseth@ethosgroup.com or (319) 270-4779, or Austin Shane at ashane@ethosgroup.com or (319) 296-8760. 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. Chris Nesseth 319.270.4779 cnesseth@ethosgroup.com Austin Shane 319.296.8760 ashane@ethosgroup.com More Info: 27 Illinois Automobile Dealer News
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