What’s your worst selling day? Let’s assume you picked Wednesday. So every Wednesday is a terrible selling day because there’s no traffic, no incoming calls, nothing to do, nobody to talk to, no sales, no nothing.
And yet, Then, all of a sudden, for some incredible reason, Wednesday usually becomes the best day of the month!
How could that be?
For one thing, at the end of the month, you’re down to the wire. So you start doing your follow-up a few days beforehand so you can get some of those people back on the lot. When that phone rings the last couple of days, instead of blowing the call, talking price or educating the caller, you do whatever it takes to get them in the door.
On those last couple days, when you’re out in the service department or pass the waiting room, you actually talk to a couple of people there to find out if they, or someone they know, may be in the market to trade cars soon.
Oh yeah, and when you finally get an up, you start treating every prospect like they could be the very last person you’ll get to talk to this month, representing your last chance to hit your next-level bonus or maybe even make enough to pay the rent.
When the month is running out, you don’t wait for the ads to generate traffic, you work the phones to schedule as many appointments as you can so you can put more people on the lot. You give each prospect your best, most enthusiastic presentation, and you end up selling two or three units and pulling out your month on the worst day of the week.
Here’s a new thought: It isn’t the day of the week at all. It’s how you spend that day that makes the difference. Just like we teach service writers to schedule appointments during their slow time instead of first thing in the morning, when they’re slammed, you can do the same.
When someone says they’ll come back Thursday, try to push it to Wednesday. Just give them a logical reason: “I know you want a lot for your trade, and I’ll have the highest bidder in town here Wednesday afternoon. Can you swing by after work?”
In summary, to double your sales this month, try this three-step method:
- Treat every day you work as though it’s the last day of the month or the year, and give every day 110%.
- Treat every prospect as though they are the last one you’ll ever get a chance to talk to and give each of them your very best “basics” process, including the warmup, value-building and closing.
- Learn something new every day about how to sell more. You could read a new book about sales every day and not run out.
If you can do those three things, you can double your sales and income right away — and you’ll continue to grow year after year.