Here’s an experiment for March. For the entire month, don’t peek at the numbers. Pay attention only to customers’ needs and wants. Jason Melton, finance manager at Roger Jobs Porsche in Bellingham, Wash., did the test in January and discovered at month’s end he had improved 10 to 15 percent per retail unit. Through Feb. 15, he improved some more. Said Melton: “I simply have made a conscious decision to not focus on the numbers, to concentrate on doing the job itself.”
Focus on customers' needs, not numbers
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