3 daily habits to get the most out of your business

Are you continually planting the seeds for success? On today’s Saturday Morning Sales Meeting, Jonathan Dawson, founder of Sellchology, discusses the importance of having a schedule or routine at your dealership to encourage progress.

Transcription: 

Jonathan Dawson:
If you want to reap, you first sow. I’m Jonathan Dawson. I’m going to be talking to you about reaping and sowing. I’m going to talk to you about planting a seed that you can later get a harvest on. And I’m going to talk to you about the three things that you should be doing every single day to make sure that you’re getting the most out of the business that you are building. This is your Saturday morning sales meeting. Let’s get started when I say sow to reap, I’m talking about three skillsets, three strategies, three overarching principles that all high performers have in place in order to make sure that they’re always planting and harvesting down the road. The three things I’m talking about are systems, opportunities, and work ethic. Those are the three things you must do in order to make sure that you’re prepared to reap a harvest down the road.

Jonathan Dawson:
So let’s talk about and break down, how to sow that you can reap later. The first thing is systems. You see, every salesperson who wants to be successful has to have a systematic way of making sure that they are successful. Anybody, as you know, who just comes in and wings it, will get at best winging it results, inconsistent results. So you have to systematize what you do. Some of you, and probably work next to some who do, come to work without a plan. There’s no systematic way that they organize their day. They don’t have a strategy or a system for responding to leads, for managing responses to objections. They don’t have systems in place. And so what they end up relying on is they rely on their gut, their intuition. Their wing it and see what happens.

Jonathan Dawson:
When you come into your day, like a day, like today, a Saturday maybe, and you don’t have a plan for your day, you just see what happens. The day comes and goes. And we look back on it and go, “Man, that was a good day.” Or, “Man, what happened to my day?” But high performers build systems. They have a systematic way of looking at everything. And I want to give you a definition that you can use for building a system. It’s simply this. Anything that you do that causes anything that you do to become easier, more efficient or more effective. If you have a system in place, it means you have ways of making everything that you do easier, more efficient or more ultimately effective. That’s what a system is.

Jonathan Dawson:
And so I encourage you to look at your day and look at what you do throughout your day and ask, do I have systems for this? Do I have a systematic way of planning my day? Do I have a systematic way of managing my leads? Do I have a systematic way of dealing with or responding to common situations that happen throughout my day? You must have systems to ultimately succeed.

Jonathan Dawson:
The next one is opportunities. You’ve got to generate opportunities. As we all know, if you’re simply staring out the window, hoping for some car to drive by while you watch raindrops from the sky and pray to God on high that someone will come in and buy. That’s not really a plan. That’s not a strategy. That’s not a system. That’s just maybe wishful thinking. But top producers create opportunities. They have systematic ways they create opportunities. They know the importance of making sure that they scale every sale. It’s not enough to sell a car today. I have to sell a car in such a way that it produces a recurring sale. So ask yourself with your next customer, what am I going to do to maximize this sale?

Jonathan Dawson:
How do I scale this sale for its next opportunity? Is there another vehicle within the household that I could be bringing into this sale? Can I double dip and get two deals out of one household? Is there a referral I can be getting? Is it possible that this person works at a company, and I could position myself to become the official salesman to the entire company? How do I scale the sale, and how do I generate more opportunities? The sales professional who can create their own opportunities is free from the lot and will long-term succeed.

Jonathan Dawson:
The next one then is of course work ethic. What is your work ethic when you showed up today? Did you come in with a mindset and a plan to sell cars? Did you come in with a strategy and a system and a work ethic that says I’m here to get stuff done? Some of you are maybe watching this and it’s 9:00 or depending on when you watch your Saturday morning meetings. But I know plenty of you it’ll be 9:00, 9:30, and you’re already asking, “What’s for lunch?” You don’t have a work ethic. You don’t have a plan of what you’re going to do while you at work. And so I’m going to encourage you and challenge you.

Jonathan Dawson:
What are you doing right now to win the moment? What are you doing right now to make sure that today is a productive day? So as you look at your day, it’s a Saturday. What’s my plan? What am I going to do to make sure I’m systematically successful? What am I going to do to generate my opportunities? And what am I going to do to make sure that I have the right mindset, work ethic-wise to get the job done today, to make it a productive day? You see, if you want to reap down the road, you have to sow today. You have to have systems opportunities and work ethic, or you won’t be long-term successful. I’m Jonathan Dawson. This is your Saturday Morning Sales Meeting from CBT News.

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