In the car business, there's an old saying that resonates through the corridors of every dealership: "The last six feet are the most important." This phrase, often shared among seasoned professionals, encapsulates a truth that might seem simple on the surface but carries profound implications for the industry.
The Journey to the Last Six Feet
From the initial spark of an idea in a designer's mind to the roar of a newly engineered engine, the creation of a car is a journey that involves countless hours of work, innovation, and dedication. Every curve, every feature, and every detail is meticulously crafted to deliver not just a vehicle, but an experience. However, no matter how revolutionary the design, how advanced the technology, or how impeccable the performance, it all culminates in those final six feet—the space where the customer meets the salesperson.
Nothing Happens Until Someone Sells Something
This brings us to another timeless saying in business: "Nothing happens until someone sells something." The truth is, all the brilliance behind a vehicle's creation means little if it doesn't end up in the hands of someone who will drive it, cherish it, and make it a part of their life. Sales are the lifeblood of the automotive industry, and the salesperson is the linchpin that connects the dreams of the manufacturer with the desires of the consumer.
The Sales Desk is where the rubber meets the road, where the art of selling transforms a vehicle from a collection of metal and electronics into a life-enhancing possession.
The salesperson, seated at this desk, is more than just a figure ready to close a deal. They are the bridge between the car's creation and its purpose. With every conversation, they bring to life the vision of the designers, the sweat of the engineers, and the promise of the brand. It's their expertise, empathy, and persuasion that ensures the car finds its rightful owner.
These last six feet are not just about closing a sale; they are about building relationships, understanding needs, and delivering value. A great salesperson recognizes that their role is not merely transactional but transformational. They guide the customer through the decision-making process, address concerns, and ultimately provide the assurance that they are making the right choice.
In this critical space, the quality of the car is matched by the quality of the sales interaction. A handshake, a smile, and the exchange of keys—all seemingly small actions—are what make the entire journey of building the car worthwhile. It's here that the car's story finds its conclusion, or rather, its new beginning as it drives off the lot with its new owner.
In the automotive industry, the last six feet truly are the most important. They represent the final chapter in the long narrative of bringing a car to market. But they also mark the start of a new story for the customer, one where the car becomes a part of their daily life.
So, remember that nothing happens until someone sells something, and that sale happens in those crucial last six feet. It’s where dreams meet reality, and where the journey of a car truly begins.
Great Sellin',
Todd Vowell