Why 90% of Sales Isn’t About Sales with Shawn Hays
If you're standing around the front of the dealership, smoking cigarettes, and waiting on the up bus, Shawn Hays from Dan Cummins Chevrolet has got some news for you:
The Up Bus ain't coming.
If you're waiting on your opportunities instead of creating your opportunities you're at the mercy of the marketplace, management decisions, the weather, pretty much everything. And he was tired of being that guy.
Shawn wrote the new book, Build Your Brand to help automotive salespeople face the new economic reality. In the near future, your commission check is going to depend less on your sales ability and process and more on your ability to market yourself, your dealership, and your products.
But that doesn't mean you need to jump on Facebook screaming come on down, buy a car today. take a test drive, we're slashing prices left and right.
Shawn says you have to add value, bring so much value that your potential customers feel bad if they don't buy from you.
Find your potential customer's pain points and provide content to them that addresses and helps the them eliminate those pain points.
But exposure is exposure. If people don't know who you are, they can't find you.
So if you're passionate about personal development, high school sports, or backyard barbecuing, create content and share info about that. It doesn't really matter what you're talking about as long as you're getting exposure and building an audience.
And that's the great thing about the car business, every single person you've ever met or ever will meet is a potential prospect. They're going to buy a car one day. If you become known to them, if they know who you are, where you work and what you sell, when they decide to buy a car, they're going to think of you.
97% of car buyers say they would prefer to know their salesperson before they ever set foot in the dealership.
Shawn says forget about being perfect and start being real. Step on the lot, turn on the camera and bring value to your customers
Your imperfection is your perfection.
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