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Why are you “Laboring”?

First of all, Happy Labor Day weekend to everyone!

Now…..why are so many of you “laboring” so hard out there?

Why is it that so many managers today have to do more with less, and get better results from limited resources, more than ever before??

All of this while many companies are maintaining or increasing their levels of productivity and quality with fewer people, but with people who are better selected, better organized, and better managed??

It all comes down to 2 simple principles.

Rule number one: Your life only gets better when you get better.

Rule number two: Your people only get better when you get better.

How can you lead anyone till you first lead yourself?

How can you motivate someone else till you first motivate yourself?

How can you inspire someone else till you first inspire yourself?

Stop “laboring” around and start making yourself someone that people want to follow, get motivated and inspired by!!

If you don’t get yourself better every single day, without fail with NO exceptions, you and your team will “labor” your way through life!

STOP “laboring” and take ACTION NOW!

And……make sure you grill enough hot dogs for everyone on the team!

 

About the Author: From a Salesperson to a Dealer, I have a vast amount of experience in all areas of the automotive environment.

You can follow me on:

My website: www.JimKristoff.com  

Twitter: @jimkristoff

WordPress blogsite: https://jimkristoff.wordpress.com/

Blogspot blog: http://jimkristoff.blogspot.com/

DealerElite.net: http://www.dealerelite.net/profile/JimKristoff

Automotive Digital Marketing.com: http://www.automotivedigitalmarketing.com/profile/JimKristoff

LinkedIn:  http://www.linkedin.com/in/jimkristoff  

Youtube: www.youtube.com/user/jimkristoff


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Posted by on September 2, 2011 in Archive of all blogs

 

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Knock yourself Unconscious!!

When we all first started our careers in the automotive business, we began to learn the basics of our jobs.

We all learned different skills such as, greetings, fact finding, product knowledge, the steps to a sale, word tracks, phone skills, prospecting and networking skills, closing skills, follow up skills and so on.

We all got better by practicing, drilling and rehearsing each and every day, without fail and no exceptions! This is what makes us the professionals that we are today.

When someone new comes into our business, I always try and break down the “4 steps of learning” to help them better understand what is ahead of them. By understanding HOW a human being learns a new skill, a person that is trying to understand all of the ingredients it takes to be proficient in their new job, can break it down a bit easier.

The traditional view is that learning a skill is divided into four stages. The four stages are;

Unconscious Incompetence

Conscious Incompetence

Conscious Competence

Unconscious Competence

First there is unconscious incompetence. Not only do you not know how to do something, but you don’t know you don’t know. Never having driven a car for example, you have no idea what it is like. So you start to learn. You very soon discover your limitations. You have some lessons and consciously attend to all the instruments, steer, coordinate the clutch, and watch the road. It demands all your attention, you are not yet competent, and you keep on the back streets.

Next is the stage of conscious incompetence when you grind the gears, over-steer and give cyclist heart attacks. Although this stage is uncomfortable, (especially for cyclist), it is the stage when you learn the most.

This leads you to the stage of conscious competence. You can drive the car, but it takes all your concentration. You have learned the skill, but have not yet mastered it.

Lastly, and the goal of the endeavor, is unconscious competence. All of those little patterns that you learned so painstakingly blend together into one smooth unit of behavior. Then you can listen to the radio, enjoy the scenery and hold a conversation at the same time as driving. Your conscious mind sets the outcome and leaves it to your unconscious mind to carry it out.

These are the 4 steps of learning a new skill.

In order to become a true professional, we ALL must go through these 4 steps.

That is why I encourage you to “knock yourself unconscious”!!!

Practice, drill, rehearse and knock yourself unconscious every day!!!!

 

About the Author: From a Salesperson to a Dealer, I have a vast amount of experience in all areas of the automotive environment.

You can follow me on:

My website: www.JimKristoff.com  

Twitter: @jimkristoff

WordPress blogsite: https://jimkristoff.wordpress.com/

Blogspot blog: http://jimkristoff.blogspot.com/

DealerElite.net: http://www.dealerelite.net/profile/JimKristoff

Automotive Digital Marketing.com: http://www.automotivedigitalmarketing.com/profile/JimKristoff

LinkedIn:  http://www.linkedin.com/in/jimkristoff  

Youtube: www.youtube.com/user/jimkristoff


 
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Posted by on September 1, 2011 in Archive of all blogs

 

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A gift wrapped box of Personal Development!!!

For most organizations…the process of interviewing…hiring…and training a new employee…doesn’t last long…

Most organizations feel that they have hired a competent individual…and the individual will inspire themselves to learn and grow…

The sad part is…organizations expect ALL employees to come out of a pretty little gift-wrapped box…with all of the knowledge and discipline…to go forward…

All the organization needs to do…is to take that individual… out of that gift-wrapped box… and put them in place…

This is why a lot of companies fail to develop talent…and are constantly searching for the next… pretty little gift wrapped box…

Organizations need to personally develop all of its employees…

Not just on the skills that are needed for performing their jobs…but skills that help them expand their lives…

Skills that help the employee become a better all around person…and an asset to the company…

Does your organization inspire its employees…to expand and grow their lives??

After all…what are the employees working toward??

What are there personal aspirations??

What kind of life does the employee want to live…outside of the workplace???

Here are 7 steps…that you can present to your employees…to help them get a better understanding of how to enrich their lives…

# 1 – A desire to see or do something new…

We are all looking to break out of the doldrums…to go somewhere we have never been before…or do something we have never done before…

Take some time to experience something new….

# 2 – A desire to see or do something grand…

Do you think anybody would go and see the “Tiny” canyon??…NO WAY…

But hundreds of thousands of people go see theGrand Canyon…

What GRAND thing do you have planned for your life…

Make it big…you only go around once…

# 3 – A desire to learn….

Are you involved in anything that causes you to continually learn and grow?

Are you reading any books…listening to any audio…watching any video?

How can you possibly go forward in life…using the same skill sets you learned years ago?

# 4 – A willingness to be spontaneous…

If life feels boring or the same everyday…you aren’t willing to just sometimes…go with the flow…and do something completely out of character…

Now…I’m not talking about anything that is illegal…immoral…or unethical…

I’m talking about just letting yourself go in the moment…and feel uninhibited…

It could be liberating…

# 5 – An expectation that there will be breakdowns…

In the movie Forrest Gump…Forrest says it perfectly….

“life is like a box of chocolates…you never know what you are going to get”…

Not everyday…or every situation is going to work out perfectly in your life…

Know this going in…and it won’t wreak havoc upon you when it happens…

When you hit the wall…don’t splatter…learn to bounce…

# 6 – Focus on fun….

Whatever the adventure is…we usually expect to have fun…don’t we?

Your entire life needs to have that same feeling…

You have 2 choices when you get up every morning…you can either engage life and have fun…or let life run you over and be depressed…

What do you choose???

And lastly…you need to have a clear destination…

Ultimately…our adventure usually has a clear destination…

It may be the top of the mountain…or it may be getting the entire family together at a resort…

Whatever it may be…have a clear destination…a clear goal…it’s what gives us all… a little purpose…

Personally develop the people in your organization…it will inspire them…

And if you have inspired people…your organization will go far…

To view a video of this blog, please go to the following link:

Personal Development – Jim Kristoff video

 

About the Author: From a Salesperson to a Dealer, I have a vast amount of experience in all areas of the automotive environment.

You can follow me on:

My website: www.JimKristoff.com  

Twitter: @jimkristoff

WordPress blogsite: https://jimkristoff.wordpress.com/

Blogspot blog: http://jimkristoff.blogspot.com/

DealerElite.net: http://www.dealerelite.net/profile/JimKristoff

Automotive Digital Marketing.com: http://www.automotivedigitalmarketing.com/profile/JimKristoff

LinkedIn:  http://www.linkedin.com/in/jimkristoff  

Youtube: www.youtube.com/user/jimkristoff


 
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Posted by on August 31, 2011 in Archive of all blogs

 

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The Vision…..

To be able to hold yourself and your team accountable for any situation….you first have to get everyone… TO SEE THE VISION…..

What is the vision??

It is what the ULTIMATE outcome of any project or goal….looks like…

You have to be able to put everyone’s egos aside….including your own….. and see what has been successful and what has failed….

Now…..this… is not an easy task for most people.

The first step to getting your team to see the vision…. is to make sure that the project or goal has been THOUROUGHLY discussed…….. and EVERYONE knows WHAT the ultimate goal looks like.

Let me repeat…..

The first step to getting your team to see the vision…. is to make sure that the project or goal has been THOUROUGHLY discussed…….. and EVERYONE knows WHAT the ultimate goal looks like.

Sounds simple huh???

Most of the time people don’t make common sense….common practice.

To see the vision….. you have to remember……there are always two sides to every story…..but just one set of facts….

So put the facts on the table. You have to get the entire team… to see what has worked well… and what has failed.

You can’t allow someone… to NOT see… that they may be… the cause of the situation…..themselves

If there is joint accountability and joint teamwork……the project or goal is headed on the fast track….

But the first step….. is for everyone to see what that ultimate goal looks like.

Everyone needs to know what resources are needed…

Everyone needs to see what kind of timeline the project needs to be completed in…

Everyone needs to understand their individual responsibilities.

Everyone needs to know what budget constraints they need to follow….

And everyone needs to understand that there needs to be constant communication throughout the entire project….

It all starts with the vision….

But the vision needs to be explained,…. laid out,…..thought out,…..talked about,…and above all…..thoroughly UNDERSTOOD by ALL members of the team…

If you have one person that doesn’t see the vision thoroughly……..the project will stall or possibly fail…

Most times when a project fails….it is because not everyone understood what the ultimate goal looked like……

To hold people accountable throughout a project….you first have to make sure that everyone understands what that ultimate goal looks like….

People only see what they are prepared to see….

Vision without action….is a dream

Action without vision….is a waste of time….

Action with vision…..makes a positive difference….

Make sure the vision is clear before you start to hold anyone accountable….

To see a video of this blog, please go to the following link;

Jim Kristoff video – The Vision

About the Author: From a Salesperson to a Dealer, I have a vast amount of experience in all areas of the automotive environment.

You can follow me on:

My website: www.JimKristoff.com  

Twitter: @jimkristoff

WordPress blogsite: https://jimkristoff.wordpress.com/

Blogspot blog: http://jimkristoff.blogspot.com/

DealerElite.net: http://www.dealerelite.net/profile/JimKristoff

Automotive Digital Marketing.com: http://www.automotivedigitalmarketing.com/profile/JimKristoff

LinkedIn:  http://www.linkedin.com/in/jimkristoff  

Youtube: www.youtube.com/user/jimkristoff


 
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Posted by on August 24, 2011 in Archive of all blogs

 

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How low will you go? – Minimum acceptable standards

Does your organization have minimum acceptable standards…for your salespeople and Managers??

Standards… that are the very least amount that is acceptable…and still retain your job?

Now…every good organization has goals and aspirations…

And every good organization… has the statistics on what the benchmark numbers are and what the average numbers are…

But do they have minimum standards…that all employees must adhere to??

Let me give you a couple of examples…

Let’s say you have a Salesperson selling new and pre-owned vehicles…

Nationwide…the average amount of vehicles sold per salesperson ranges from 8 to 10 vehicles per month…

You have given this salesperson all of the training…motivation…and inspiration… you can possibly give them…

But they cannot sell more than 4 vehicles per month??

Why do organizations keep them…if they cannot perform their jobs??

Or what about a service advisor…after all…they are salespeople too…

What if they can’t meet the minimum standards of hours per repair order…or dollars per repair order…

What are the minimum amount of “upsales” that are required over a month’s period of time??

How about your management team??

What are their minimums???

Total sales??

Average gross per sale??

A percentage of increase in business??

And is there minimum acceptable Customer Satisfaction numbers…required for continued employment??

This is why an organization needs to develop…minimum acceptable standards…within the frame of their pay plans…

The minimum standards perform a couple of tasks…

Number one…it clearly states to the person…what the minimum standards are…to remain in your organization…

Number two…with the standards in place…and a constant review of the employee…there will be no surprises when we have to eventually let this person go…

Number three…the standards will not discriminate…between race…religion…or gender…it is simply the minimum amount that is acceptable over a certain period of time…

It plays no favorites… is completely black and white…and easy to understand…

The minimum standards… should be just that…the minimum that is required to remain in your organization…

It provides… just the right amount of pressure to perform…

And are clear and easy to understand…

It is very important to share all of the pertinent numbers with your people…

So that they have an understanding of how the organization has set the minimum standards…to where they are…

The employee needs to see what the industry average numbers are…and what the best of the best are able to do…the benchmark numbers…

Only by sharing and explaining…what your minimum standards are…and how the organization derived those numbers…

Can the employee then know… what the responsibilities…and requirements… of the job are…

These minimums must be reviewed on an ongoing basis…to make sure that they are fair …and timely….

Minimum acceptable Standards…isn’t it time you had them???

To see a video of this blog, please go to the following link:

Jim Kristoff Video – Minimum acceptable standards


About the Author: From a Salesperson to a Dealer, I have a vast amount of experience in all areas of the automotive environment.

You can follow me on:

My website: www.JimKristoff.com  

Twitter: @jimkristoff

WordPress blogsite: https://jimkristoff.wordpress.com/

Blogspot blog: http://jimkristoff.blogspot.com/

DealerElite.net: http://www.dealerelite.net/profile/JimKristoff

Automotive Digital Marketing.com: http://www.automotivedigitalmarketing.com/profile/JimKristoff

LinkedIn:  http://www.linkedin.com/in/jimkristoff  

Youtube: www.youtube.com/user/jimkristoff

 


 
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Posted by on August 16, 2011 in Archive of all blogs

 

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Building value!!

Does your Company have a selling plan for “Building Value”??

Your customers have come a long way.  Customers are more knowledgeable, proactive, and price conscious. They regularly scour the Internet for low prices and have come to expect much more for each dollar they spend.

So what is YOUR Company doing to sell “value”??

  1. You need to have an A-Z process that is thoroughly trained, practiced, drilled and rehearsed! Without the entire team on-board with a well thought out process you are doomed for failure!
  1. What “sales aides” do you have in this process? Don’t expect your people to execute this process flawlessly with every customer, every time! You need to have a series of 1 minute videos that can help build your “value” proposition. These videos should NOT be more than 1 minute! Anything longer and you will lose the customers attention.
  1. Does your team know what the competition is offering? How can you build value in your own product if you don’t know who and what you are selling against? Never put down the competition….sell up your value!
  1. Once you sell these clients your product, what are you doing to reinforce the “value” that you originally gave them? Are you continuing to demonstrate to the client that they have made an excellent choice? Is the client telling all of their friends and family about the great “value” they received from your company?

It comes down to 2 simple rules.

  1. Add value, not cost
  2. Sell value, not price

STOP selling on price alone!! You can always lower your price and land a few sales, but at what cost? If you want to sell more products or services, more profitably, to more people, you must resist this temptation and begin focusing on value!

About the Author: From a Salesperson to a Dealer, I have a vast amount of experience in all areas of the automotive environment.

You can follow me on:

My website: www.JimKristoff.com  

Twitter: @jimkristoff

WordPress blogsite: https://jimkristoff.wordpress.com/

Blogspot blog: http://jimkristoff.blogspot.com/

DealerElite.net: http://www.dealerelite.net/profile/JimKristoff

Automotive Digital Marketing.com: http://www.automotivedigitalmarketing.com/profile/JimKristoff

LinkedIn:  http://www.linkedin.com/in/jimkristoff  

Youtube: www.youtube.com/user/jimkristoff


 
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Posted by on August 12, 2011 in Archive of all blogs

 

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How to Stretch your people!

Our never ending quest…as leaders…is to stretch people farther… than they think they can go…

To take an individual…or a team…and stretch them all the way out… till they feel they are at the edge of the cliff…

And just as they are about to fall off…extend our hand…tell them how important they are…

tell them that you genuinely care about them…tell them you want the best from them…and then… stretch them a little more…

That in itself…is an art form for any great leader…

The bigger problem…is to convey to the individual or team…that in eating an elephant…it is done one bite at a time…

Because too many times…an individual or team…might be overwhelmed… with the enormity of a certain project or task…

You have to get the individual or team…to breakdown the project or task…one step at a time…

It reminds me of an old story… that goes like this…

When I was a young man…I tried to change the world…

But I found the world a very big place…with too many different beliefs and cultures…

Being unable to change the world…I concentrated on trying to change my nation…

But alas…the nation was too large and too divided…

When I saw that changing the Nation was too difficult…I tried to change my town…

But my town…was just as difficult to change as the world and my nation…

And as I got to be an older man…I tried to change my family…

But I soon realized…changing my family…was nearly impossible…

Now… as an old man… I realize the only thing I can change… is myself.

Suddenly…I realized that if long ago… I had changed myself… I could have made an impact on my family.

My family and I…could have then made an impact on our town.

The town’s impact… could have changed the nation…

And then my Nation could have influenced the world….

If long ago I had changed myself…I could have changed the world…

That story…fits perfectly with taking on a large project or task…

You have to break it down into smaller parts…

And by breaking it down into smaller…easier to digest tasks…you will have helped the individual or team…stretch themselves farther than they think they can go…

By breaking down the task into small pieces…the individual or team…can then concentrate…on how to maximize each step along the way…thus ensuring a great resolution to the project or task…

Stretching people farther than they think they can go…is all about…breaking down…and simplifying a large project…

It’s about giving the individual or team…all of the tools…training…motivation and confidence…to succeed beyond their wildest dreams…

It’s also what a great leader does on a daily basis…

To view a video of this blog, please go to the following link:

Jim Kristoff video – How to Stretch your people!

About the Author: From a Salesperson to a Dealer, I have a vast amount of experience in all areas of the automotive environment.

You can follow me on:

My website: www.JimKristoff.com  

Twitter: @jimkristoff

WordPress blogsite: https://jimkristoff.wordpress.com/

Blogspot blog: http://jimkristoff.blogspot.com/

DealerElite.net: http://www.dealerelite.net/profile/JimKristoff

Automotive Digital Marketing.com: http://www.automotivedigitalmarketing.com/profile/JimKristoff

LinkedIn:  http://www.linkedin.com/in/jimkristoff  

Youtube: www.youtube.com/user/jimkristoff


 
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Posted by on August 8, 2011 in Archive of all blogs

 

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