| Selling cars today in many ways is a paradox. It is the | | | | process that common sense takes a back seat to the |
| easiest sale while also being the most challenging sale. | | | | existing belief that is driving the process. The most |
| Almost everyone needs a car in the United States of | | | | upset person in this new car dealership was the sales |
| America just because of our country's size. That is | | | | trainer who had not say so in the hiring or in the |
| why selling a car is easy because the need is present. | | | | development. Given that the new hire sold 6 cars in a |
| However, the flip size due to the variety of cars, the | | | | week and the existing trained new car sales men had |
| price range, the credit of consumers, etc. making that | | | | only sold 4 or less, I probably also would be upset if I |
| sale is still a challenge. | | | | was the sales trainer because the results demonstrate |
| One of my executive coaching clients is a new car | | | | that the process is not working. Essentially, the sales |
| salesman. His new car dealership hired another new | | | | trainer's job is on the line along with the general |
| car salesman with a proven track record of selling 16 | | | | manager who instituted this new car sales training. |
| cars per month. This individual was not mandated to | | | | We see how processes continue to function even |
| go through the standard new car sales training. What | | | | when we know that they are not working from public |
| happened is that this sales person was using his own | | | | education to corporate sales training. And we know |
| sales process and that process had already sold 6 | | | | that they are not working because we are not getting |
| cars in one week. And he had no client base. | | | | the results that we need. Simply speaking, sales training |
| However, the car dealership is still mandating their | | | | just like any other learning event should deliver the |
| existing sales force to continue with the sales training | | | | results. If the results are not being delivered, then find a |
| so that their process will be consistently utilized by that | | | | new process. Never, absolutely never, should the |
| force except for the new person. Their belief is that | | | | process be more important than the results. |
| their sales training works stands in direct opposition to | | | | So if your sales business training to coaching is not |
| the results. None of their existing sales people are | | | | delivering the results that you need, take time to |
| selling 6 cars in a week. | | | | examine the process and maybe even dismantle it. |
| A process is only as good as the results it delivers | | | | Remember that no sales training process should ignore |
| whether that is in sales to manufacturing. When the | | | | the basic emotions along with attitudes that are driving |
| results are not being delivered, as in this case vehicles | | | | the buying/selling process. To do so suggests that you |
| sold, then the process needs to be reexamined. | | | | have placed more value on the process than on the |
| Unfortunately, there has been such an incredible | | | | results. |
| investment into their sales training and their sales | | | | |