By Coby Duffer Territory Manager
In watching this past Winter Olympics, one thing that struck me, beyond the high level of athletic ability and skill, was the measure to which near perfection in performance was achieved by many athletes. Notice I said “near perfection.” To the casual observer, many performances looked perfect. But ask the athletes and you’d get a different answer. Each Olympian would be able to tell you where the flaws occurred without watching a single replay.
They know what perfection looks and feels like in their own minds. They’ve replayed the perfect skate routine, freestyle ski jump, or downhill run thousands of times. In fact, you likely noticed many athletes at the top of a ramp, a hill, or beside a rink with eyes closed “going through the motions” before an event. Rather than imagining all the mistakes they might make or what could go wrong with their performances, they were imagining perfection. None of them achieved it, but they know what it looks like—and they had to expect it in order to even come close. Champions understand this principle.
The same is true in our line of work. We have to have a vision of what the perfect car deal looks and sounds like—from meet and greet to delivery, and beyond. If salespeople aren’t equipped with what the perfect customer interaction should look like, they’ll consistently fall short of their potential. If sales managers don’t understand and can’t envision what’s expected on desk offers and payment quotes, gross potential and volume numbers will suffer. If business managers don’t have a clear picture of their part of the transaction, product sales, compliance and disclosure, and customer satisfaction will be adversely affected.
Too often we spend our time around showrooms talking about everything that can and will go wrong with a car deal. Most of the things we dwell on negatively are out of our control anyway: bad credit, upside-down, no down payment, etc. Instead, spend your time visualizing perfection in what you can control: first impression, fact-finding, current vehicle review, product presentation, test drive, and so on. Or, if you’re a business manager: base statement, customer interview, and menu presentation.
Use the same principle that helps make world-class Olympians perform to near perfection: visualize it, then realize it!