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How To Be A Highly Effective Sales Professional

Have you heard or read the book titled ‘The 7 Habits of Highly Effective People’?  It’s a powerful book written by Stephen R. Covey that celebrates people solving their own personal and professional problems (I’ve actually read it, so has our boss – I would recommend it).  In a recent article written by Tire Review, the author focuses on how to relate the 7 habits to the tire profession and apply it with amazing success.

Let’s take a look!

Habit 1: Be Proactive

Highly effective people are proactive individuals who take control of the situation.  They take responsibility to manage themselves and hold their own actions accountable.  With regards to the tire industry, customers want their needs met with speed, accuracy and purpose and prefer proactive tire shops that take initiative and are responsive to their needs and wants.

Habit 2: Begin With the End in Mind

Highly effective people begin tasks with a vibrant picture of their ultimate goal and they diligently work on achieving their goals!  Those who are ineffective don’t have their goals in mind and have no true sense of meaning or purpose.  Apply your best winning practices and principles to your business and create a model for you and your team members to follow!  The end goal is to sell more tires and auto services, but it’s how you get there that really matters!

Habit 3: Put Things First

“The key is not to prioritize what’s on your schedule, but to schedule your priorities.” – Stephen Covey

Highly effective people exercise discipline and plan according to their priorities.  Those who are ineffective are often the ones putting out the fires!  In the tire industry, be proactive when interacting with customers, manage those interactions, fulfill customer commitments and always work on improving your sales and professional development!  Remember to separate the high value priorities with the low value ones like organizing inventory and shop cleaning.  Though those tasks are crucial, they can often be completed during downtime.

Habit 4: Think Win-Win

The author in Tire Review says that he has seen so many businesses lose sight of what’s important.  They focus so much on the selling portion and closing the deal, but they lose focus of the relationship – the customer.  By focusing on helping the customers solve their vehicle’s needs, rather than our own needs, we end up creating a mutually beneficial relationship!

Habit 5: Seek First to Understand and Then to be Understood

This is the author’s habit that discusses how to improve interpersonal relationships through listening.  A chief component of successful communication is the ability to listen BEFORE you respond.  According to the Tire Review author, too often sales and service personnel do not first seek to understand, but rather push their own personal agenda.  It’s important to practice ‘empathetic listening’ and focus on the full perspective!

Habit 6: Synergize

“The whole is greater than the sum of its parts.” – Aristotle

Synergy is the glue of a ‘captivating team culture’ framework and speaks to the importance of all team members working together and contributing to the business’ success and goals!  Winning organizations understand that the sum of collective knowledge is greater than individual wisdom and encourage open communication!  Remember to ask employees for feedback and ideas on how to improve the performance in your shop.

Habit 7: Sharpen the Ax

“If I had eight hours to chop down a tree, I’d spend six hours sharpening my ax.” – Abraham Lincoln

Highly effective people are involved in taking the right steps for personal growth, self-improvement and self-renewal.  Encourage your employees to attend a training session and continue to sharpen their skills!  In order to become better, you must continually ‘sharpen the ax’ with a regular training routine and commitment to professional development.  In Upright Communications’ (Upright Tire’s) case, several of us recently earned a “Hubspot Certification” that will allow us to help you and your business better!

For more ideas on how we can all become more effective in our own careers, give your manager a call!  We’d love to hear from you!

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