Denny Kelts’ Post

The retail Automotive industry is now facing old foes and a new retail reality for many salespeople and sales managers; increasing unsold new vehicle inventory, decreasing pre owned vehicle prices, higher funding costs and dented consumer demand. Vale the past three years that saw a convergence of factors that created sales bliss; more customers than cars. The challenge staring sales management in the face now is how to make the transition from being the “hunted” to becoming the “hunter”. Sales teams that are professional with the right tools and training; are skilled and motivated will bring home the bacon while others will really hurt. Joe Frazier of boxing fame put it perfectly "You can map out a plan for a fight or a plan for a life, but when the action starts, it may not go the way you planned and you're down to your reflexes - and that's where your training shows. If you cheated on your training in the dark of the morning, well, you're going to get found out under the bright lights of the competition" Good selling...👍 #success #goodhabits #bestyearever #leadership #motivation #attitudeiseverything #attitude #discipline #winning #effort #better

𝐈𝐬 𝐞𝐯𝐞𝐫𝐲 𝐜𝐚𝐫 𝐬𝐚𝐥𝐞𝐬𝐦𝐚𝐧 𝐛𝐨𝐫𝐧 𝐭𝐡𝐢𝐬 𝐰𝐚𝐲? 🚗 Recently, I found myself in a car showroom, going to look for a new car.  This experience confirmed all the stereotypes I had about car salesmen: their way of speaking, their interactions with customers, etc. Of course, this is not to say that all car salesmen are like this, but I understand where the feeling comes from. But does this behaviour really come from individual choices or is it a reflection of the culture and example set by management? At Klippa, we take a very different approach. We strongly believe in the central role of management as role model. Only if our leaders have the right attitude and approach can we expect the same from the people in our teams. This philosophy underlines the importance of clear responsibilities within the team and, more importantly, a willingness to take on these responsibilities. 𝑷𝒆𝒓𝒔𝒐𝒏𝒂𝒍𝒍𝒚, 𝑰 𝒇𝒊𝒏𝒅 𝒕𝒉𝒂𝒕 𝒕𝒉𝒆 𝒃𝒊𝒈𝒈𝒆𝒔𝒕 𝒄𝒉𝒂𝒍𝒍𝒆𝒏𝒈𝒆 𝒇𝒐𝒓 𝒎𝒆 𝒍𝒊𝒆𝒔 𝒊𝒏 𝒅𝒆𝒂𝒍𝒊𝒏𝒈 𝒘𝒊𝒕𝒉 𝒊𝒏𝒅𝒊𝒗𝒊𝒅𝒖𝒂𝒍𝒔 𝒘𝒉𝒐 "𝒔𝒆𝒆 𝒂 𝒑𝒓𝒐𝒃𝒍𝒆𝒎 𝒇𝒐𝒓 𝒆𝒗𝒆𝒓𝒚 𝒔𝒐𝒍𝒖𝒕𝒊𝒐𝒏". It requires a special mindset to stay focused on helping customers and generating business, day in and day out. This is the attitude I expect from our sales teams to achieve maximum results. Each solution, product or service requires a unique approach and it is our job to constantly refine this approach. The insights we can gain in the world of car sales are invaluable. They remind us that the essence of successful selling lies in authenticity and the example set by leadership. By investing in a culture where responsibility, clarity and a positive attitude are central, we build teams that not only excel in their field, but also provide real value to our customers. 𝐖𝐡𝐚𝐭 𝐝𝐨 𝐲𝐨𝐮 𝐭𝐡𝐢𝐧𝐤 𝐚𝐛𝐨𝐮𝐭 𝐭𝐡𝐞 𝐢𝐦𝐩𝐚𝐜𝐭 𝐨𝐟 𝐥𝐞𝐚𝐝𝐞𝐫𝐬𝐡𝐢𝐩 𝐨𝐧 𝐬𝐚𝐥𝐞𝐬 𝐭𝐞𝐚𝐦 𝐝𝐲𝐧𝐚𝐦𝐢𝐜𝐬 𝐚𝐧𝐝 𝐫𝐞𝐬𝐮𝐥𝐭𝐬? 𝐃𝐨 𝐲𝐨𝐮 𝐡𝐚𝐯𝐞 𝐞𝐱𝐚𝐦𝐩𝐥𝐞𝐬 𝐟𝐫𝐨𝐦 𝐲𝐨𝐮𝐫 𝐨𝐰𝐧 𝐞𝐱𝐩𝐞𝐫𝐢𝐞𝐧𝐜𝐞 𝐰𝐡𝐞𝐫𝐞 𝐭𝐡𝐞 𝐥𝐞𝐚𝐝𝐞𝐫𝐬𝐡𝐢𝐩 𝐚𝐩𝐩𝐫𝐨𝐚𝐜𝐡 𝐡𝐚𝐬 𝐬𝐢𝐠𝐧𝐢𝐟𝐢𝐜𝐚𝐧𝐭𝐥𝐲 𝐢𝐧𝐟𝐥𝐮𝐞𝐧𝐜𝐞𝐝 𝐬𝐚𝐥𝐞𝐬 𝐜𝐮𝐥𝐭𝐮𝐫𝐞 𝐚𝐧𝐝 𝐫𝐞𝐬𝐮𝐥𝐭𝐬?  #sales #salesleadership #leadership #teamdevelopment

I love bringing real-world experiences into my professional life, and I recently had an eye-opener at my local golf shop. I was browsing for new gear and got chatting with a salesperson about the latest golf clubs. He immediately launched into the features of a new driver: "This will add 30 yards to your drive," "It's the strongest yet," and so on. What struck me was this: he never asked about my game, my challenges, or why I was even considering a new club. It was all about the product, not the player. This experience was a vivid reminder of a crucial lesson in sales. As sales leaders, we need to constantly coach our teams on the power of listening. It's not just about rattling off product features; it's about connecting those features to what the customer really needs. The true art of selling lies in understanding and solving the customer's unique problem. I'd love to hear your thoughts. Have you had a similar experience where active listening turned a standard sales pitch into a successful solution? Share your stories! #SalesInsights #SalesStrategy #Coaching

It's a compliment to the business when a Salesperson is interested in an internal promotion to Sales Manager. IF the Salesperson has the right personality and motivations, they may fit the bill. Are they ready for ‘Leaders eat last’? IF the Salesperson understands your business, knows how to sell it and has the respect of people in the business, they have a strong foundations. IF you train, coach and mentor this Salesperson to be a Sales Leader they can be a great asset to the business BUT don't assume that because they know how to sell that they will know how to lead. For the right person, all sales leadership skills are learnable. https://lnkd.in/gAETXujM

We were thrilled to have Neil O'Connor tagged and mentioned by so many of our fantastic customers in this LinkedIn post asking for people to recommend a good sales trainer. As we always teach our clients, there is no credibility in businesses writing posts saying that they're great at what they do. The power, is when your customers say it for you ☺️ #salestraining #salestrainer https://lnkd.in/eGAJ3pTa

I think restraint is one of the most important qualities a sales leader can have... Especially when joining a new org. I know it's not the first characteristic that comes to mind when one thinks of what'll make a great leader, but hear me out. When I started working in bike shops as a teenager I learned to true a wheel (adjusting spoke tension to get the wheel spinning straight.) As an inexperienced mechanic, I would turn every single spoke to get that wheel straight, and eventually I'd get it there. Problem is, I'd changed so many tension points in the process that I'd given the wheel an entirely new axis, one that it was unlikely to hold for long. On the other hand Carey, the master mechanic teaching me wouldn't adjust any spokes at first, he'd spin a wheel in the truing stand 50+ times and just watch it. Then he'd expertly adjust one or two spokes and the entire wheel would spin true again. Yes, you've got expertise and deserve to be in the position you're in, but that doesn't mean you should come in and do everything your way from the jump. Change is tough to manage and the more you implement the tougher it gets to adopt. So take a second, observe, and see how you can impact success and positive change with as little intervention as possible. Just a thought, I could be totally wrong. #salesleader #story

2 things every sales manager gets, 1 thing most sales managers don't get (yet): 1/ If you stop micromanaging your team ⤵️ It will boost their confidence and autonomy. 2/ If you stop setting unrealistic sales targets ⤵️ It will reduce stress and burnout in your team. 3/ If you stop neglecting individual coaching ⤵️ It will enhance the skills and capabilities of each team member, leading to a stronger sales force. The key lies not just in what you do, but also in what you choose not to do. Step back and empower your team. And it’ll lead to greater success. Trust me.

Winners don't waste time feeling sorry for themselves. Control what you can control. Become a "do something about it" individual. As a sales person, sales manager, general manager or owner of a car dealership, it's time you set your direction and move on it. No one's going to save your dealership or job. Focus on what you can influence and lead by example. Stop living in the poor me raft in the rapids of life. Grab your oar and set out to outwork the excuses. It's time to earn the success you have always envisioned in this business. #salesmeeting #mentaltraining #controlwhatyoucontrol #workhard #noexcuses #earnit #motivation #keeprowing

Sometimes managing a sales floor may be difficult, so it’s essential to try new strategies to inspire and motivate your team 💡 Check out this business tip from Greg Amendola to learn more! Discover fresh approaches to boost morale and drive results. Lead your team to greatness!

One area that often gets neglected by sales exec and managers is planning and preparation. It can feel like you're on the edge of your seat. This can lead us to not focus on the 20% that will yield the highest return. A favourite quote of mine comes from Kobe Bryant - "Confidence comes from preparation." #salestraining #leadershipdevelopment #preparation