How to Sell More in a Down Market – The Leadership Secrets to Dynamite Sales Results

Accepting the basic premise of how to sell more cars in a down market is vital for success in selling more in a down market. The premise is for you to "take a leadership approach to your sales responsibilities". This leadership approach is straightforward and practical.

From the Accepting Accountability Section

Sales volumes are at record lows; you've never sold so little, and your commission checks have never been so small. You need how to sell more cars, for instance, and you need to make more money... and you need it now! Is it possible that:
  • Previous good markets turned you into an order taker, and you forgot how to sell?
  • You've worked your trap line for years and it's finally dried up?
  • You've convinced yourself that there is no business to get?
  • You are talking too much and not listening for opportunities?
  • You just don't know what to do about it?

From the Get and Stay Motivated Section

Self-motivation is an important ingredient to the successful sales professional regardless of the current market place. When the vehicle advertising market is down, it is even more critical to create a self-motivating environment. If you still are having a difficult time finding passion in the down market, here are a few suggestions for you to consider:
  • Stop listening to the depressing news on talk radio and the 24-hour television news channels.
  • Create a list of things that make you happy and keep a copy with you wherever you go.
  • Keep a photo of something that makes you smile near your side.
  • Before you get in your car in the morning, walk around the yard, and smell the roses.
  • Find a mentor—someone you can talk to who will keep you on a positive track.
  • Don't hang around people who aren't fun and exciting to be around. Find upbeat, positive, forward-looking people with whom you can surround yourself.
  • Find a mentor—someone you can talk to who will keep you on a positive track.

From the Plan Like a Leader Section

Leaders spend a large portion of their time creating plans, implementing plans, measuring/monitoring plan performance and adjusting their plans. The components of a sales responsibility plan I recommend include:
  • A mission statement
  • A SWOT analysis
  • A set of objectives that help you achieve your mission
  • Tactics or action plans to achieve your goals

From the Self Development Section

For some reason, many companies elect to slow down, minimize or entirely eliminate the expense associated with training and developing their people when there is a down market. Most automotive email marketing sales professionals don't typically set time aside for self-development. They're usually too busy looking after customers or solving problems. You may have an individual development plan, but is it really aggressive enough to help you sell more in a down market?  Check out this link for more informations and help: