Pub. 6 2016 Issue 1

18 AUTOMOBILE DEALER NEWS ILLINOIS www.illinoisdealers.com Now that we have a target, let's get to the fun stuff! Here is the list of Daily Actions to ensure you meet your Goal/Expectation: 1. Hold a morning "Huddle" where the management team gathers for 15 minutes reviewing the prior day’s deals, negotiations, and follow-up. Be specific on how the deals andmenus were presented to the customers. Ask yourself: did your store use the standards you set? 2. Review where you are in comparison to your goal. After reviewing your expectations, ask yourself where are you trending, and (if you are not on your goal pace) what is needed to get back on track? 3. Warmup with your presentation; develop good habits. Do this by practicing your Menu and Objection handling techniques prior to a customer coming in with you. Re- view the ADG Online Training site to assist in sharping the saw. Having aWorld Class Presentation is paramount in today's business environment. 4. Be active and available. Conduct regular Flybys with the customers to break the ice. 5. Focus on the customer in front of you. This may be your only opportunity of the day, so make sure they get your best. 6. Finally, close out the day. Before you go home, calculate where you are for the month. Celebrate the victories and contemplate the defeats. Get prepared for tomorrow's 'huddle.' If you follow the 6 steps outlined, you will be on your way to success.  For more information, please contact Francis Fagan with Automotive Development group at 312-608-4979 or ffagan@adgtoday.com. Francis is the Regional Training Director for Illinois and Indiana. At Automotive Development Group we put the emphasis on training. Visit our website for our training calendar and to meet our nationally renowned trainers. www. AutomotiveDevelopmentGroup.com Reach your target audience a ordably. advertise get results DON BROWN Advertising Sales 813.423.1429 donfbrown@verizon.net n Monthly Goal = Daily Focus — continued from page 16