Know Your WWH: What – Why – How
If you know the answers to these questions for every step of the sale, you will pretty much guarantee your success:
What am I trying to accomplish?
Why do I want to accomplish it?
How am I going to accomplish it?
This is the cornerstone of this training program. Knowing what to do and how to do what you are supposed to be doing are not enough. You have to know why you are doing it.
Answering the why question clarifies your purpose. The purpose gives you a sense of direction, shapes your goals, and helps you stay focused. It gives a meaning to what you are doing.
What are you trying to accomplish as a car salesperson?
Sell as many cars you can sell for as much profit as you can make. Maximize the volume and the profit.
Why do you want to do that?
To provide for yourself and your family a better standard of living.
How are you going to accomplish that?
By being prepared, trained, having the right attitude and taking action. By creating loyal customers who are going to be advocates for you.
What is your purpose?
It is your “Why.”
Look at the answer above. Does that apply to you? If not what is it? Why are you in the car business ? Write the answer down.
“Why” is the driving factor. You gotta know your purpose. That is what motivates you. That is the end result you want to get from what you are doing. If you know and understand why you are doing what you are doing, you’ll have a much greater chance to do it successfully.
Make sure to take a note of the answers to what, why and how questions during this training. You may get away with by only knowing what you are supposed to be doing and how to do it but eventually you will lose your focus and get distracted if you don’t have a good grasp of the “why.”