Posts Tagged ‘car business’

Graham Betchart a sports psychologist & mental toughness coach to professional athletes begins coaching his players w/ 3 plays. These 3 plays set the foundation toward continuous growth that you & I can use…the good news is we don’t even have to run sprints or stadiums to be one of the best!

  • Play #1: W.I.N. stands for What’s important now? Simply controlling the controllables. You can’t control the ultimate outcome but you can heavily influence it. Outcomes can be influenced by the 3 things within your control: Attitude, Effort, & Focus. If your attitude is one where you’re walking around blowing your breath in big huffs- looking like a big ass eye roll emoji then you’re going to get back what you put out- negative results. But if your attitude is that of being open minded- in his book Principles, billionaire investor Ray Dalio calls it being radically open-minded, this mindset keeps the channels of your mind open and flexible. Look, things are going to ebb & flow- some things will bounce your way, other times, even when done perfect will not, but you’ve got to keep the attitude and keep plugging knowing things will swing to & fro. If you think about the times that you’re all pissed off, you usually have a rigid, closed mind, don’t you? You’re also in control of your effort- concentrate on giving full effort to each day, customer, & encounter. I find that when your attitude trails off you tend to be more me focused– worried more about what you’re getting & less of what you’re giving. You just give it all you got- you’ll get what you deserve. You also control your focus. Ask yourself, What time zone am I in right now? We live in 1 of 3 time zones: Past, Present, or Future.The only one that’s productively real is what’s happening right now. Stay local (not loco).
  • Play #2: Be present. Graham says it’s reeeeel easy to play present when you’re winning and everything’s going right- but can you play when your in the shit spin cycle of Life…can you play present even when you’re in pain? Graham has a saying that I love & use that re-centers me back to the present when I feel like I’m starting to drift into the past or future, “Play where your feet are.” It’s an instant slap back to reality- where are your feet right now? Play there…
  • Play #3 Next Play Speed: Athletes don’t have time to get hung up on a blocked or missed shot- Graham coaches his players to hurry up and get into the next play. This prevents them from getting stuck in an action that has already happened. Whenever I don’t do well with a previous customer, I try not to park & bitch about what I did or didn’t have/do- no, I quickly get back in the mix by looking for the next play- the next opportunity or activity that I can possibly capitalize on.

So that’s it! 3 plays is all you have to remember & run today. W.I.N. (What’s Important Now); Play Present, & Next Play Speed.

Blow the whistle- You’re in!

I’ll see you on the Blacktop!

Listen & Subscribe to my daily 5 min podcast The Sales Life w Marsh Buice found on iTunes or anchor.fm/marshbuice

I had a salesperson that I just couldn’t seem to get her to work with more customers- being she was new, I would repeatedly emphasize to her to work with more customers, but when they would come in, she’d usually fall back & let another salesperson Up (catch) them. I couldn’t figure it out..she knew her product, she was technically sound, & she was used to competing against the boys because she came from a male dominated industry …so what was it? When asked, she responded, “Marsh, I don’t have a huge need- the other salespeople around me have to struggle to make a sale in order to pay rent & car notes- I don’t have a huge need so I don’t need to make much.” Leaning back I asked her, “So what’s your end game…” to that she told me that she planned on being in the car business a long time. “Then if that’s the case, you’re not doing yourself much good- here’s why…

First, you can’t teach what you don’t know & you’ll never know until you first do. In his biography, Arnold Schwarzenegger said the 3 keys to him becoming a 7x Mr Olympia, successful businessman, & one of the highest paid actors at the time in Hollywood were reps, reps, reps.”

Reps weatherproof your career. You’ve got to work with hundreds of experiences, objections, scenarios, & obstacles while fading & maneuvering through thousands of rejections not only so that you can learn, but so that you can pay it forward and help others succeed who are starting out as well. Reps also give your customers the needed assurances that you can help them with their current situation because you’ve helped other customers maneuver through similar circumstances as well.

This brings me to my 2nd point,” I told her, “When you’re not working with enough customers, not only do you not possess enough of the necessary skills that they desire & deserve, but not working with enough customers means that you’re OK with them buying from an inferior salesperson- if you say that you’re here to help customers, then you’ve got to follow through with actions to those words.”

Which brings me to my 3rd point,” I quipped, “Do you have kids?” She told me that she had a boy and a girl- Mason & Madison…”Do you want them to do well in life,” I asked knowing she’d say yes. “If you want them to do well, then be their teacher- set the example because they can’t be what they don’t see. The reason why so many struggle as adults today is because, no one played the part…no one showed them the pattern… no one chalked the outline, nor showed them what they could be because no one helped them see…no one showed them more so they’ve accepted less.”

You must do well…you must reach beyond your comfort zone…you must dig deep and get back up…you must set audacious goals & kick the door in when Life tries to slam it in your face…you must reach higher because this isn’t just about you.

It’s way bigger than that…

….but first you’ve got to set the bar.

I’ll see you on the Blacktop.

thelittlebookoftalentI like Daniel Coyle’s book The Little Book of Talent: 52 Tips For Improving Your Skills-now he also wrote The Talent Code which is a good book about how individuals unlock their talent-a book that we’ll chop up later, but today I want to talk about something I hope that you’re doing every day…and that’s making mistakes-not only making them, but more specifically what you do after you make them. We don’t like to make mistakes-mistakes make us vulnerable to others…it exposes us to being laughed at, talked about, sneered at, pointed to, written up and even fired-and that’s just on the outside. The internal game -what’s going on the inside of us is even worse. When we make a mistakes, we begin to lose our internal mojo-our self-confidence, but self-confidence is a very strange thing: if you try and fail your self-confidence slips a notch…but if you don’t try for fear of failing, that too causes you to lose your self-confidence because you’re not producing- so it becomes one of those damned if you do..damned if you don’t scenarios. So here’s my thing, if you’re going to expose yourself to the possibility of losing your self-confidence either way, then why not lose it in the only direction that you have the possibility to not only gain it back but also inch it forward-and it sure as hell ain’t by sitting around…you’ll gain confidence and skills through making mistakes because as Coyle says in Tip #22, “Mistakes are your guideposts for improvement.” Coyle discovered brain scan studies that revealed that .25 seconds-a quarter of a second after making a mistake we do 1 of 2 things: We either ignore the mistake or we look hard at it…

I’ll add a third to Coyle’s findings…

We justify the mistake. We justify why we did what we did, then ignore any sort of corrective coaching or measures thereafter. Some of the most intelligent people ask, “How could I have been wrong in the action that I took..” instead of justifying why they could’ve been right.

Don’t wait to look at the mistake- look at it right away. Players know this- as soon as they come to the sidelines they’re looking at their tablets trying to figure out how they threw the interception, how the ball was stripped out of their hands, or why they were called for pass interference- they don’t have time to explain away the mistake nor do they have time to deal with the mistake later- they analyze & correct immediately because the game is still going on…

So is yours…

…precious time is ticking away while you’re either standing around explaining (to those who really don’t even care) or you just flat out ignore one of the greatest teachers the Universe has to offer: Mistakes.

So do me you a favor…1) As long as they are not illegal, immoral, or unethical, make many mistakes today and right after you make them, 2)Look those mistakes right in the mouth- don’t wince or shy away from them…don’t blame anyone or anything for them. Own them- if you accepted the wins then you sure as hell have got to own the losses. Find & improve your mistakes. And as Coyle’s Law states, “Take mistakes seriously but never personally.”

I’ll see you on the Blacktop.

Subscribe and Listen to my daily podcast The Sales Life w Marsh Buice on iTunes or anchor.fm

Many times when we miss a result we get discouraged don’t we? In sales when you’re working with a customer for hours, days, even months only to result in not making a deal(!!!)… you get discouraged…you get down…you get frustrated because you “missed” a sale. Or say you tried out for a team, submitted a paper for publishing, posted a blog, called on a new client, or had a one on one meeting with an advisor for school, counselor for your kids, or just someone that you needed a favorable outcome with and you didn’t to get it… you may think that you missed, but you didn’t …because what you “missed” actually becomes your momentum.

I tell my sales people all the time to feed the machine – meaning feed the action… feed the effort… if you feed it, the results will show and when they don’t “show”… when you feel that you missed, I want you to look at it differently. Look at it as momentum-at least you’re taking action, hell most people don’t even do that… they just sit and hope that something will come around, but hope is not a strategy. Look, I’d rather you try and fail than succeed and never trying because the action that you took- no it didn’t result in a cashable outcome, but it does still have value.… it’s called Feedback.

Feedback is a good thing…good or “bad”…favorable or “unfavorable,” use the feedback to tweak and refine your next approach, phone call, meeting, or submission.

Feedback is the noise that you get back – the bounce back from the effort that you made. Musicians know all about feedback… when they get on stage they do a sound check because sometimes their mic gives that deafening ring – that’s Feedback and the sound engineer makes the necessary adjustments so the sound comes out clear and crisp when they get ready to perform…your process needs to be the same way. When you step onto the stage with a customer…when you step onto the grand stage of Life– sure your initial try may be ear piercing feedback, but make the necessary adjustments….

Musicians don’t walk off stage due to an foul sound- no they adjust- not only initially but all throughout the performance… so should you…

Whether you’re slaying it today or just flat ass bombing, make the adjustments with the feedback that you’re receiving – don’t personalize or internalize it, just keep working it…

…& if you “miss” the result keep in mind that you made the momentum. Make the adjustments and keep on rocking.

I’ll see you on the Blacktop.

***Catch & subscribe to my daily 5 min podcast The Sales Life w Marsh Buice on iTunes or anchor.fm

multiplechoice

My daughter Mackenzie had a test coming up so we talked about her upcoming multiple choice test, then I had her go in the other room to study for it. In no time, she brought her worksheet back-all smiles, saying that she was ready for me to quiz her-only when I asked her the questions, I mixed up the her choices of answers. In other words, if the answer to #1 was “A,” I instead made “B” her first choice, “C” her second and so on. My intuition was right; Mack didn’t even wait for me to finish asking the question before she blurted out the letter as her answer-she got them all wrong because she had memorized the letter-she never learned the answers.

So much of what you and I do every day is through memorization-not learning. Many things have been downloaded into our internal hard drives from a very young age.  You’ve memorized the actions of others and today, you do many of the things your parents and family members did without even thinking about it. Every day you brush your teeth, bathe (hopefully), put your pants and socks on, drive to work, cook, and a thousand of other things without even thinking.

Every day, we’re picking the letter “D,” all of the above-we make decisions without challenging why we are making them.

If you find your career has plateaued; your weight is heading north; or your relationship has grown stagnant, chances are you’ve chosen “D.” You’ve stopped learning and now you’re just sleepwalking through life.

Life doesn’t have to be all multiple choice…as if there are only 4 possible options to choose from-no, from this moment on, start filling in the blank__________-a blank that YOU fill in…but don’t just fill it in with muscle memory or a I got if from my mama kind of legacy answer…

Check out & subscribe to my daily 5 min episodes of The Sales Life Podcast

Damn, go find your answer today…go find something today to put in your blank. There’s no right or wrong answer necessarily-sure you’re going to f’ up-you’re going to wish you would’ve done it a different way, but hell at least you filled in your blank instead of turning in your Life’s test with nothing put in those blanks….

This is YOUR Life…your blank…and it’s on you to fill in the blanks. 

I remember when I moved to F&I a little over a year ago. I hadn’t spun paper in nearly 2 decades so obviously things had changed. I’d gotten pretty good working at persuading and negotiating with a customer to buy a vehicle, but had lost the skill set and verbiage of how to handle all of the financing options for them. Life moved and I was forced to learn these skill sets again. I either had to adapt, gain my competence and confidence back or my career was dead.

Ask yourself this question today. “When was the last time it was the first time?” Think about that…when was the last time it was your first time attempting something new, different, or forgotten? That’s a question that stumps us all.

Toss the letters…

Fill in your blank today…

I’ll see you on the Blacktop.

 

In sales, we’ve always been taught to “mirror” our customers, but what do you do when your customer is rude?

Coming home from work the other night, I found my 11 year old son sitting on the couch engulfing a Rice Krispie Treat while watching wrestling. When I asked him if he’d finished his math homework, he proudly grinned and emphatically nodded a “Yes-” unable to talk because half of the treat was stuffed in his mouth. I then asked him if he’d remembered to go back over his work to catch any mistakes he may have made the first time around; not wanting me to catch him in a lie, he conceded and went into the office to double check his work. In only a few short minutes, Evan returned with his math worksheet in hand and proudly presented it to me by saying, “Done!” “Are you sure?” I asked. He went on to say that it was easy because he knew it all.

When I checked his work, I discovered that half of his answers were wrong-most of which were silly, mental errors.

With his paper murdered in X’s, I handed his homework back to him saying, “I guess you don’t know it all, huh?” Then I offered Evan this advice, “Do your work as if it’s all right; analyze your work as if it’s all wrong,” meaning that you should perform a task with confidence, but check your finished work with suspicion.

When working with a customer-albeit it asking questions, presenting a vehicle, negotiating, or following up with sold and unsold customer, you must work with confidence in order to be influential. If your customer doesn’t feel you are confident in what you are saying and/or demonstrating, you are less likely in being influential in making the sale (if you do, it’ll likely be a mini). But when it’s all said and done-sale or no sale, go back over your work suspiciously combing through the details of your last deal. With this mindset, you’ll quickly be able to spot key areas of improvement while it’s still fresh in your mind; for instance, maybe you greeted your customers wrong, maybe you found that you were asking limiting questions instead of optimistic ones; maybe you did a poor product presentation; your body language changed when they said, “No;” or you didn’t handle their objections the right way. The only reason why Know-it-all’s go over their work (if at all) is to mentally justify that they’re right and reason that everyone else- the factory, manager, and the customers, are all wrong. Learn-it-all’s on the other hand, seek to gain experiential knowledge by digging to discover their flaws and allow mentors to coach them on how to do it better next time.

Every one of your deals can be improved in some way, but you must have the right mindset. Today, work with confidence, but get better with suspicion.

I’ll see you next time on the Blacktop.