This is an installment bourn of frustration. As underemployed auto industry “consultants” flood into the motorcycle business with “new” ideas and approaches to sales, my head starts to spin off the end of my neck watching unsuspecting dealers get the hype jammed down their throats.
Let me say it here once and for all… There is no new sales system!!!!
Even the sales process we train isn’t new. It has constantly evolved over the 30 plus years since I took notes in my first ever sales meeting. Every successful sales process has a few basic things in common, but most of what is currently being hawked as “new” is merely repackaged to look new. So, you ask, why look for outside solutions at all, and what sets one apart from another?
There are some really good, really solid solutions providers out there who are honest and forthright; who operate with integrity. I hate that dealers are forced to wade through all the crap to find them, but be patient… they’re out there. One test is to look at how long they’ve been doing what they do. I personally don’t believe any business can stand the test of time offering garbage.
As you ponder what tools to use to improve your business, consider three things; the integrity, the quality, and the return on the investment. Here are a few thoughts on those three.
Integrity:
The root of the word means “wholeness”. I’ve always taught that whatever system you’re bringing as a solution must be built on the foundation of your company’s mission, vision, and values. The solution must be congruent with what you want to accomplish. I always find it helpful to ask if I’d want to expose my mother to being a customer at the business I’m building.
Quality:
I know we all love duct tape, and we all know how it’ll fix anything. But really, would you want your house fastened entirely with duct tape? What an absurd idea… yet that’s exactly what many dealers are being sold lately. They’re being asked to throw a band-aid on the symptom or buy a few magic beans that will make all their problems go away. It may not make me popular, but let me tell you that these will only make things worse in the long run.
Expense vs. Investment:
This one is pretty simple; if one of your techs buys a wrench for $1 at the local dollar store, he knows that he will get very limited use from the thing before it breaks or he strips the head of a bolt. However, when he steps up and “invests” in a high-quality wrench, he knows that it’ll last longer, work better, and be safer to work with.
Stop and think about that. If it’s an expense, then you might be looking at the wrong solution. Expenses are what we business people try to minimize. Why would you want to minimize the quantity or quality of the solution/process/system that you’re providing for your team? An investment, on the other hand, is an expenditure that is designed to yield a return that will more than pay for the initial expenditure. Band-aids and Magic Beans do not qualify as investments; they are always expenses.
There is no easy way to do this. I’ve told every single dealer I’ve ever worked with that I had no plans of showing them an easier way of doing things. In fact, I always suggest that if it’s getting easier, you might be doing it wrong. Improvement is always hard work. I also don’t want to suggest that the solution to a problem is to throw money at it. Absolutely not. The solution to a problem is to wisely invest in the training, tools, and team/talent. A good employee always brings the company more return than the company invests in him or her. Make sure that whatever you’re looking into for solutions does the same.
So as these carpet baggers descend upon our beloved industry, ask the questions. Is the solution they’re proposing consistent with my integrity? Is it duct tape or is it something that can really add to the integrity and strength of my business? Most importantly, is the solution I’m considering an expense or an investment?
I have worked really hard over the last decade not to use the platform of my column as an advertisement. I truly believe in the concept of “giving it away”. Please, if you don’t have a sales process, get one. Use ours or use someone else’s. If you already have a system, evaluate it. Is it a complete system? Is it the best system for you; for what you want to accomplish and who you want to be? Finally, if you need help evaluating your system or the one you’re considering, phone calls are free.
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