These are unprecedented times we’re currently going through.
Never in the history of our business have grosses and profits been as high as they are today.
Somewhere between the pandemic and the laws of supply and demand, dealers have been put in the favorable position of selling new and used units at window sticker and above.
Salespeople are saying in so many words, “Take it or leave it, because if you don’t buy it, someone else will.”
While it’s a great situation to be in, I have to caution dealers, managers, and salespeople to be careful how you say it.
Telling a complete story of “why” is a much better road to long-term success.
If you’re coming across as “take it or leave it,” you may wake up one day to discover that they took your advice and have “left you,” and ain’t coming back.
Take it or leave it. That’s all I’m gonna say, Tommy Gibbs.
In 1983, against long odds, Jim Valvano led his underdog NC State Wolfpack basketball team to the NCAA basketball championship.
He’s also very much remembered for his inspirational 1993 ESPY Awards speech given just eight weeks before he died of cancer.
His motto was, “Don’t Give Up . . . Don’t Ever Give Up.” In that speech he said there are three things we should do every day:
2. Think. You should spend some time in thought.
3. Cry. You should have your emotions moved to tears, could be happiness or joy.
His point was if you laugh, you think, and you cry, that’s a full day.
Matthew McConaughey won the best actor award at the Oscars in 2014. He said he needs three things in his life to survive:
1. Someone to look up to. I would also suggest you need someone to look up to. It might be God, someone in your family, business or someone who’s mentored you.
2. Someone to look forward to. In his case, and yours as well, he looks forward to his family. What do you have going on in your life that you look forward to? Is it accomplishing the next great challenge?
3. Someone to chase. He chases his hero. He said he was chasing himself in 10-year increments. That too makes sense. We all need something or someone to chase. Being in the chase makes us better.
Laughing, thinking, crying, having someone to look up to, something to look forward to and something to chase is what fuels the passion of life.
That’s all I’m gonna say. Tommy Gibbs.
Great leaders have their thumb on the pulse of the organization. Without a pulse, the organization dies. If you are to improve your leadership skills you must know the pulse of your organization.
You can only know the pulse of the organization by absorbing yourself within the daily activities and action of the business. To feel the pulse you must feel the passion.
If you’re not feeling the passion, then your pulse may very well be dead. Maybe your pulse is dead because you’re burned out. How can you be burned out when you’ve never been on fire?
You are responsible for your own fire. I’m just trying to give you a match to get you going. Firing up your own passion will ignite your organization.
Real leaders have a pulse. Real leaders feel the pulse. Real leaders inspire a pulse.
I hope you’re on fire. That’s all I’m gonna say. Tommy Gibbs.
That’s a really good question, isn’t it?
The reality is all the stuff we’ve learned over the last year we’ve always known.
We have always known and understood the law of supply and demand. It’s simple. If you’ve got a bunch of stuff to sell it’s a lot harder to make a lot of profit on it than when you only have a few.
We’ve always known it’s important to sell the value of our product. Of course, the value seems to increase when we have fewer of them. But, we should never sell short the importance of selling the value of our product. We have gotten very good at saying to the customer, “Nope, we’ve got the price right, no need to even think about negotiating.”
We’ve always known it’s important to differentiate between our organization and our competitors. That means selling the value of our history and the value our company brings to the table.
We’ve always known the value of selling ourselves. There’s no denying that the better you are at creating a friendship with the customer the greater the odds of you selling your product or service.
So, there you have it. As we have maneuvered through these last 12 months or so, we’ve been forced to do the things we’ve always known we should be doing.
We’ve learned that all those things we knew that were right are right.
The real test will be moving forward. Have we learned anything yet? That’s all I’m gonna ask, Tommy Gibbs.