The 4 Words That Make Sales Managers Sound Stupid - REPOST

[Derek Denney (blog)]

I love the use of the term Circle Jerk.  It's the truest thing I've read on this site, ever. Way to be blunt Joe.

 

[Richard (blog)]

I don't comment that often but this one deserves a comment.  If the sales manager hires and trains experienced sales reps, "Just get 'em in" would not have to be used.  I agree with Jon Quade. 

The experienced sales rep will use his talents and training to "Just get 'em in".  If the sales manager has to say "Just get 'em in", he has either hired the wrong person or has failed to train them.   Maybe he should take the call and say "Let me show you how to Just get 'em in".  A few calls and, hopefully, he doesn't have to say "Just get 'em in" again.        

 

[Joe Pistell]

15milion times a year, some American has to buy a car.  Any moron in a managers chair can F* it up time and time again, and the phone keeps on ringing.

I've never been in an industry with so many opportunities and this is why we burn thru ups without a care.  Pluck that manager out from the car sales biz and have them sell ANY other high ticket item and you've got an epic FAIL.

It's ALWAYS the pay plan.
If managers were also rewarded on "%of Market Sold" I'd bet you'd see some new attitudes showin' up.

 

[tloftis]

I was told this for years.  "just get them in" was all that they thought was needed.  At http://nabacar.com we have to target customers in a different way.  That just won't work. we had better have something to offer.

 

[Stanley Esposito]

Good insight!

 

[Stanley Esposito]

I know managers are getting bashed here but lets not generalize. If you can sell cars you can sell anything!

 

[Joe Pistell]

Stanley, no pom-poms and cheer-leading from this desk. In my decades of travels, this is as close to shooting fish in a barrel as it gets. 

Try a few years of cold calling selling Yellow Pages, or insurance or Real Estate.  How about those annoying Cell phone reps in the Malls?  IMO, it's MUCH more difficult to recruit, train and motivate a rep that has to push thru 199 rejections to land a single up!

 

[Troy]

This is for real!  Thanks for writing it, I just forwarded to all our manager in house..  

 

[Chuck Dapoz]

Joe,
Fantastic advice! "Just get 'em in" is old school, and old school is dying. The traditional mentality was, "Sell 'em a car." Today's winning mindset is, "Help them buy a car." A lot of people have said it: the sales process begins online and over the phone, not in the showroom. Keep 'em coming, Joe!

 

[Ric McCoy]

Joe... You always come through with fantastic educational, thought provoking and straight to point articles. "Just Get 'em In" ranks right along with the old school, dinosaur phrases of "Can I Help Ya" and "If I Could... Would Ya", of which we still hear today. Definitely one of your best!