Personal Organizer
The Largest Rolodex Wins
When it comes to a Personal Organizer or Customer Relationship Management (CRM), most car salespeople need an "I exam". They suffer from being short sighted. It seems their vision cannot see any further than the next UP, the next walk-in. When it comes to follow-up, staying in touch with sold customers, they are blind. And, please, do not even mention an occasional
newsletter
. That is lights out for sure.
Before personal organizers and CRM the saying was "He who has the largest Rolodex wins." My first sales manager repeated it over and over until it finally sunk in. I am sure, in one form or another, that is what most car sales managers and RV sales managers still voice several times a year. Although the original Rolodex was paper-based, the idea holds strong, a system for storing contact information.Today, CRM expands that to include a process so automobile sales people can stay in touch with sold customers and a timely system for staying on top of sales prospects. When properly implemented, CRM is worth big bucks.
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The problem for most auto sales consultants is the elephant syndrome. CRM, Customer Relationship Management, sounds large, labor intensive, with lots of expectations. Hence, most automobile sales people and RV sales consultants work at finding ways to short circuit CRM rather than embrace it for what it is. What is it? For any car salesman, with the least bit of smarts, it is a money machine.Customer Relationship Management can be the million dollar Rolodex for any career automobile sales consultant. Unfortunately, therein lies the itch. If the dealership has an automated contact manager, most automobile sales people don't take the time to learn how best to use it. And, we cannot blame that entirely on the salespeople because most sales managers fail to see the potential with maintaining quality contact records.
Automobile sales people who earn larger commissions step away from the crowd. They purposely use the Dealership Management System, if one is available, to cultivate their contacts. If no in-store contact manager is available, they purchase or develop their own. Top commission earners recognize the value to maintaining contact with prospects and sold customers. And, as their business base grows, they recognize that the paper Rolodex type system must be automated. Champion car sales people appreciate the saying that all things being equal, people will buy from those they know, like, and trust. Your personal organizer - paper or automated - is your key to implementing
a sales plan for success.
Remember: Nothing happens until someone sells something.
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