Archive for January, 2012

One morning I was shaken from my deep sleep by the deep growling of the trash truck’s engine followed by the skidding sounds of my neighbor’s trash can coming to a screeching halt in their driveway. Realizing I did not push my overflowing trash can to the road; I valiantly sprung out of bed and barreled out of the door hoping it was not too late. I stood panicking as I waited for the curtain call of my garage door to open- I looked to my right to grab my trash can and to my confusion, it was no longer there. I panned to my left and there was the trash truck sitting idle- one of the workers smiled and said, “Don’t worry man, I got you!” Without waiting for my shocked response of thankfulness, he climbed back on the truck and drove off.

It’s a general understanding that you have to take full ownership if you forget the simple act of wheeling the can to the end of the driveway.  The young man didn’t have to stop the truck and grab my can, but he did it because he cared to. His job description outlines the expectations of a job satisfactorily done; what it doesn’t outline are the To’s.

There’s no question you clock in and work the 9 To 5 shift. I know you punch in and ride the 12 hour shift of 8 To 8. Your shift times are what you do physically; but the To’s are what can make a difference between the time you show up until the time you leave. Do you put in a hard day’s work doing as you’re told or do you show up and work to make a difference?

The unsung sing the loudest; going outside of your job description and working within your heart is what makes the difference.  Cutting a key and bringing it to your customer; meeting another at the store to jump off a dead battery; washing their new car after the detail crew has gone home; sending a card to a customer during their bereavement. That’s the unsung heroes in my book.

To’s are what you do expecting no one to neither notice nor say thank you…you do it because you care to, not because you have to.  

Man you’ve got a big ole’, good lookin’, juicy But!  To get a But like that, it must’ve taken many years of hard work to get that kind of But.  You’ve made excuses, exceptions, reservations, and countless other adjectives of limitations in an effort to border why you can’t do something. In short, you’ve allowed your But’s to render your potential impotent.

The only thing holding you back is your buts-not your past, not your upbringing, not your boss, not your lack of income, not your customers, not the economy, nor the construction in front of your dealership. That pesky little conjunction, a.k.a. the but, is standing in the way of your ultimate success. If you are using but as a reason why you can’t do something, swap it for the word and instead.

·        Last Year You: “I’m in debt up to my eyeballs, but if they’d get the right inventory and start getting some of these customers bought I can get myself out of this mess.”

·        New Year You: “I’m in debt up to my eyeballs and am willing to sit down and figure out what logical steps I can do different in an effort to get myself out of this mess.”

·        Last Year You: “I want to move into management, but I don’t have a shot. They’ve got the golden boy pegged to be next in line.”

·        New Year You: “I want to move into management and know that I’ve got to be consistent in sales, put forward a strong work ethic, and act the role before I receive the title.”

Buts deflect personal accountability, blaming everyone and everything but the one making the excuses, whereas ands link a problem with a probable solution. Ands maintain accountability; buts deflect it.

Recently, I overheard two runners conversing about pushing beyond the “sticking point.” You know the point where your mind tells you to retreat; where your legs feel as though they will buckle beneath you. The runner being asked the question took a sip of water, thought about the question and said, “I’ve become faster from Point A to Point B, because I push myself to Point C.”

In life, you will never grow if you stay between the two points-those are the points of familiarity. True growth occurs when you push yourself out into the galaxy of the unknown stretching, clawing, and scratching out of desperation to arrive at Point C. Pushing beyond your natural limits causes unnatural outcomes. When you push yourself beyond your comfort zone, you enter into the new learning zone, learning a new mental toughness, a new inner strength, a fresh level of strength you never knew you had.

Commonly we only see this transformation when someone has a life-altering occurrence; the death of a loved one, bankruptcy, termination, or divorce just to name a few. One hits life’s wall and through sheer determination, pushes themselves beyond their natural tendencies and enter a new realm of self-validation.

What’s the point? Every day needs to be life-altering because true growth is beyond two points. One more up, one more phone call; one more rep, one more counseling session, or one less fry…just one. When you go beyond, the lines of normalcy expand and the cycle begins yet again. Exertion causes growth; familiarity diminishes.

Talk To The Hands

Posted: January 3, 2012 in Uncategorized
Tags: , , , , ,

Do you realize you say more nonverbally than you do verbally? In sales, we think we have to learn 9000 different word tracts in order to overcome every possible objection, but the truth is you may be losing the potential to make a sale based on your body language-the non verbal cues you are displaying to your customers, in particular your hand placement. 

Next time you are working with a customer, pay special attention to your hands’ placement. If your hands are behind your back, you are too reserved. If your hands are in your pockets, you’re SCREAMING casualness. When your hands are in your pockets, you’re nonverbally telling your customers you don’t care whether they stay or leave. (Wonder why your customer isn’t excited about your product?) If your hands are on your side, you are being confrontational. (As if this business isn’t confrontational enough.) 

It’s not what you say as much as it is what you portray. Your speech should align with your body language. Use your hands together with your knowledge to convey the passion you have in your product; it will help stir up your customers’ emotions and lead to more sales.

See you next time on the blacktop!