That Ain’t Gonna Happen

M-OTPJUly3-1It wasn’t that many years ago I was working with a Chevrolet dealership in Maryland training the sales and management teams on techniques and processes. There was one manager in particular — to this day, a great friend — who stands out in my memories from that time. His name is Ray, and he could rain on a salesperson’s parade and deflate their spirit quicker than anyone I’d ever encountered.

Now, don’t get me wrong. Ray is a decent guy and a very good manager. But when he saw a salesperson working the desk harder than they were working the customer, he would look them in the eye with a gaze that could turn you to stone and say, “That ain’t gonna happen!”

When Ray said that, his tone of voice, his facial expression, his body language … everything about his demeanor chilled the salesperson to the bone. He was in charge and the outcome of the deal was totally up to him. If a salesperson thought they were going to work the manager or put something over on him, the fact that it wasn’t gonna happen quickly became obvious.

Read the whole article here on AutoDealerMonthly.

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