Archive for the ‘Sales Success’ Category

What? not Why!

Posted: October 21, 2015 in Sales Success
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The most important question you can ask yourself today is, “What can I learn from this?” As in life, most of your ideas you are selling today are going to get rejected by customers. When we get told No, we take it personally and begin to ask the wrong  questions.  With a defeated mindset, we ask questions such as, “What’s wrong with me?” “Have I lost my touch?” “Is my reign of good fortune over? (Maybe I need to move on)” These questions create chatter in your mind that begin to subtract from your self-confidence and personal growth. 

In no time you’ve kicked yourself down Losers Lane and have to begin a personal crusade to fight back to your ground zero.  Thus the cycle begins- we hack away until we get back to “normal,” then the tides turn- things don’t go our way- we lose our “hot hand,” we doubt, verbally beat ourselves up, feel defeated, and abort our efforts choosing to sit and sulk instead of standing back up and swinging.  Sound familiar? 

When the shift hits the fan and things don’t seem to be going your way- when the reigns of success try to turn cloudy and rain self-doubt and pity, catch yourself and ask, “What can I learn from this: split deal, customer bought elsewhere, deal couldn’t get bought or blew out of finance, or they came back but didn’t ask for me?” Find the lessons and make adjustments not excuses. That line of questioning will keep you in a growth, forward moving mindset. 

No retreat, no surrender- forever I’ll be selling. 
I’m proud of you!  
I’ll see you out there on the Blacktop. 

  
Secret Shoppers grade salespeople based on: 

  • The professional manner in which they were greeted.
  • Did the salesperson take a genuine interest in their needs?
  • Was the customer offered to take the vehicle for a test drive?
  • Was the customer asked to purchase the vehicle?
  • Did the customer meet a member of management?
  • Was the customer contacted after the initial visit?

And when salespeople detect that they’re working with a Secret Shopper, they’re hellbent on acing all of the steps.

Makes you wonder, if we salespeople treated every customer as a Secret Shopper, how much more successful would we be? 

  
Someone can take away your home, car, job, money- even your children, but no one can take away your excuses. You’re the only one who can let go of excuses. Excuses justify why you’re where you are today and release you from an obligation to give more. Let go of the excuses of where you’ve been and where you are and take responsibility to where you’re heading. 

(HT Eric Greitnes’ awesome book Resilience) 

alone on deck

Showing up today matters.
It matters that you show up on time for work.
It matters-even if it’s 2 words or 2 sentences- that you find something worth writing down today that will help shape you into becoming better than you  were before you captured it.
It matters how quick and how many customers you are willing to get in front of today.
It matters that you are brave enough to pick up the phone and risk hearing a customer reject you instead of hiding behind a text message.
It matters that you ask your customer optimistic building questions instead of pessimistic, narrowing ones.
It matters that your customers demo the vehicle.
It matters that you write your customers up.
It matters that you persistently press forward beyond the 1rst, third, and 4th No.
It matters that you turn your customers over to let a fresh face help you.
It matters that you follow through after the sale-you not only need your clients to make your month, you need them to make your career.
It matters that you remain walking with your customers during the frustrating moments-the moments when the warranty they paid $2500 for won’t cover the repair.
It matters that you follow up and stay in touch with your customers’ lives not their wallets.
It matters that you help others regardless of what’s in it for you.
It matters that you’re willing to be a student of your profession.
You showing up today matters because everything you do (or don’t do) is significant to the outcome of your day, month, year, career, and your life.
(Yes, your life.)
What you do matters, but the emphasis of those matters have the wrong meaning.
When a customer hangs up on you…
When a customer won’t get out of the car and give you a chance to help them…
When a customer gets annoyed because you can’t tell them a price or tell them what their trade is worth in the first 30 seconds of meeting them….
When a customer won’t demo…
When a customer refuses to come inside “for your business card”…
When a customer  jumps across the street and buys from your competitor because you didn’t turn them over…
When a customer goes off on you because you dropped the ball while their car was in service…
When a customer won’t return your phone calls…
When a customer gets cold feet after agreeing to buy…
Failing matters, but it doesn’t give a meaning to what you are worth.
The ill moments-the moments when you screwed up, blew up, got yelled at, or were left standing alone should be tied to matters of the day not meanings of your heart.  What you do has to matter-showing up today, facing the giants in your life, has to be worth it…if it’s not worth it, don’t show up. Pivot and find something worth showing up for. What you do today has got to be so significant- so important to you, that the implications of what you do is higher than the outcome that it may produce. 
 
The outcomes only define how well you did something- they don’t define who you are or what you’re worth.  
 
Rejection is a lesson in self-education not self-worth. Use the losses, defeats, setbacks, and almosts as education not excuses. While circumstances are the banality of most, you forge ahead, working and reworking today’s defeats into tomorrow’s victories.  Sure rejection hurts- we don’t like the sting of hearing NO and the stains that it internally leaves behind;  we don’t like the fact that we poured out two hours of our best efforts only to have our customer go down the road to save a few hundred bucks. Rejection hurts, but you must not let it kill you.
Rejection has matter not meaning- the significance of what you do and how you do it matters. How much you’re willing to give to that matter is what has meaning.
I’ll see you next time on the Blacktop.