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Helping Others Succeed

You�ll benefit in more ways than you know

If you�re at all familiar with Auto University�s approach to business then you certainly are aware how fond we are of Zig Ziglar�s quote:

'You can have everything you want in life as long as you help enough other people get what they want!'

While we usually use this in the context of our relationship to the customer, I�d like to suggest that it also applies to our relationships with other salespeople. How you choose to approach that relationship can have a huge impact on your future, and the future success of your dealership.

Hiding or Helping

I�ve seen it in dealership after dealership: The top salesperson isolates himself or herself from the rest of the team and never shares their success secrets. Obviously they fear that if someone else learns the way they do things, they could lose their place at the top.On the other hand, I�ve seen successful salespeople work hard to help others achieve the same success they�ve had and both ended up becoming more successful.

Case Study

Robert had been selling at the dealership for two years. His best month had been 14 units and he never finished better than 3rd place. Since the store had opened its doors, the top sales position had always been held by one of two ladies�. And he�d bought into the belief that women had an advantage in sales. Neither of the ladies had ever taken the time to help Robert with his sales process or teach him any of their secrets.

George joined the team in the spring and sold 12 cars his first month. In his third month he sold 21 cars and became the first male in the history of the store to take the top sales spot. And unlike the ladies, George began helping the others learn the processes he used to be successful. After only 6 months, the dealership asked George to be in charge of training all new salespeople. Robert�s numbers gradually moved up. During the next year, Robert and George constantly traded places at the top with Robert finishing first in units for the year and George finishing first in total gross. Both earned in excess of 6 figures and the entire story also went on to set sales records. George went on to become a nationally recognized sales trainer and Robert went on to average nearly 30 cars per month, and then on to start his own dealership. Of the 8 others from that sales team, 3 were promoted into management, 2 went on to become highly successful entrepreneurs, 1 is retired and 2 quit. Helping others succeed benefits you, your dealership and those you work with. And it�s as simple as giving away the things that were given to you.

Do you have a success story to share? Post it here.