4 Steps to Being an Essentialist – Learn to Say No

A few days ago a friend of mine shared an article with me all about being busy. At first I thought, “I’m too busy to read this article, is there a 30 second video?” But, I was fresh off a lengthy conversation with him about being pulled in too many directions and the inability to simply say, “no”, so I read the article.


And, every word rang true.

Like you, I’m balancing too many balls in the air and hoping that I drop not one. While I will admit I haven’t actually implemented anything in that article I read regarding being pulled in too many directions, being too busy and simply saying no – I am a lot more aware of it and I would like to think that leads to change.

Turns out I’m not alone. According to Harvard Business Review this is called the More Bubble. The More Bubble is just what it sounds like – how much more can you pack into your life until it burts? For many of us, stuffing ourselves full is about bragging and not so much about busy.

We are more aware than at any time in history of what everyone else is doing and, therefore, what we “should” be doing. In the process, we have been sold a bill of goods: that success means being supermen and superwomen who can get it all done. Of course, we back-door-brag about being busy: it’s code for being successful and important.

Whatever will save our poor souls? Essentialists, that’s who. It’s hard to spot them in the wild – but, they can be seen enjoying another person’s company sans smartphone. Instead of scheduling a meeting, they schedule “blocked off” and get essential work done.

How do you become an essentialist you ask? Here are 4 steps (according to Harvard):

A Why Buy Is a Must Have!

“Today, the fight to convince automotive shoppers to buy from you is won and lost on the digital battlefield.”

This is a statement frequently made by Mike Hills, General Manager at Acton Toyota of Littleton, one of the most successful and progressive Toyota dealerships in the country.

fight to convince

We hope and trust all of you out there reading are in full agreement with Mike’s belief. If not, please realize the only time Mike made a mistake was when he incorrectly thought he had made a mistake, but in reality, hadn’t. We’d also refer you to a recent study from DMEautomotive to convince you Mike’s right on the money.

The DMEautomotive study reveals that overall car buyers only visit 2.2 dealerships to make a purchase. This study confirms similar research from McKinsey which found car buyers visit just 1.6% dealerships before buying- plummeting from 5 just a decade ago. That’s right. In just 10 years the average number of dealership visits for a car purchase decreased by well over 50%.

Why Dealers Should Protect Their Time More than Anything Else

At most dealerships in North America, there is a huge gap in the free time available to people in different roles. Some people such as General Managers and eCommerce Directors could probably count the free minutes they get in a day on one hand. Other roles seem to have a hard time staying busy at all.

Multitasking Internet Manager

When I sold cars, the salespeople often fell into the category of those who had plenty of free time. Many would sit around waiting for the next up. Things have changed and many dealerships keep their salespeople busy with follow-up, online prospecting, training, and logistic activities. That’s not every dealership, but it should be. Before I get into the meat of this article, let me say that there is plenty to do in the digital age rather than waiting aimlessly for the next up over a cup of coffee and discussion about last night’s game. If you still have idle salespeople, fixing that is the first step.

Now, let’s talk about your time…

Value Build Data Reports Help You Sell More Cars

If you’ve ever sat through one of my more recent presentations over the last few years, you know I’m a fan of value build data visually presented in a format that’s easy for the consumer to read and consume.

carstory reports build value

Offering value building data on your dealership website is a no brainer. They’re a strong tool to be used for initially responding to a customer lead, and just as effective (if not more) as a tool for long-term follow-up - where many dealers struggle.

I’ve used and implemented follow-up processes utilizing visual value building reports with huge success. I’ve had just as much success (if not more) utilizing these reports on the showroom floor.

Yes, a vehicle purchase can be an emotional one, BUT consumers want to know they’re making the right decision. A logical decision. That’s where value build reports become an extremely effective tool – online and offline.