Posts Tagged ‘negotiate’

 

 

 

 

 

 

Humps, roadblocks, …detours are a part of life, but they’re humps not Himalayas. Sometimes we get to a hump in Life & we turn the hump instantly into a Himalaya- the hump we face goes from waist deep in reality to a 22,338 foot mountain in our minds.

Soooo many things in Life are humps miraged as a mountain. They look that way to us for a couple of reasons: 1) It’s something that we’ve never faced before so we think that we’re no match for it. 2) We’ve faced a similar situation before & resulted in a shit sandwich- so we think we’re about to eat another. It’s all Bullshit.

Isn’t it crazy how we have a Redbox Rental state of mind sometimes?! You know the Redbox rental that’s right outside the store where you can rent a DVD for less than 2 bucks? We rent our problems much the same way- we walk our happy asses to the box covers of Life’s problems & we select a cheap B Flick negative rental and we play that negative movie, over & over in our minds. It’s impossible working for something to positively manifest while thinking something negative.

Look,you may be facing some big mountains in your life- no doubt, but I am telling you that you need to look at your problems through different lenses. First, stop calling it a “problem-” I call them challenges, Eckhart Tolle calls them situations. Whatever you call it, call it something other than a “problem” because often the mere utterance of the word problem stunts us right in our tracks- 1 minute we’re galloping through Life & the next scene we’re like Lt. Dan from Forest Gump, flailing around handicapped with our legs blown off. Try using the word challenge or situation & watch your whole perspective change. Your mind will shift to that of a solution mindset and will begin looking for ways to solve it by tinkering and poking at the situation.

The 2nd thing I want you to realize is that mountain that you’re facing is nothing more than a bunch of humps stuck together- they’re like big words…I tell my daughter all the time that big words are nothing more than small words clumped together. Break the bigness down- declump those ganged up humps…you don’t get to the summit in one leap.

So back to the beginning…

Humps, detours, & roadblocks are necessary in life-they’re needed for you to grow- I mean think about it, would you voluntarily subject yourself to pain, hardship, embarrassment, recourse, and ridicule? Hell my hands would be in my pocket and sure as hell not raised to be subjected to the harshnesses of Life, but we need the stimulation- i.e. kicked in the ass, in order to grow. I don’t like it any more than you do, but I know in retrospect I’ve liked who I’ve become and what I’ve accomplished on the other side of the bleakness. Yes it was painful…yes it was lonely & dark… no it wasn’t fair…but it was necessary. There isn’t a single one of us reading this that cannot look back at some cataclysmic event and not say yes it was hard, but I learned so much.

So I need you to do 2 things: 1rst charge the mountains in your Life one hump at a time..and (2), don’t look at every hump as a Himalaya.

You’ve got this!

I’ll see you on the Blacktop!

(HT to Deepak Chopra)

Posted: May 26, 2013 in Uncategorized
Tags: , , , , , ,

Appreciation comes with blue koozies

This is an actual email I received from a customer:

“I have been looking for a truck for a while now and happened by your lot at about 5 PM today to see if you had what I wanted. I drove through slowly, looking at both new and used. One of your salespeople – a lady – smelled blood in the water and started following my car on foot as I drove around. I left the lot and went to the used lot, and still she followed me. I felt like a tuna being pursued by a shark. I made a loop around the lot to get a closer drive by of a vehicle that I thought might fit what I wanted – which was a mistake, as it put me in a position where I was unable to avoid the shark any longer. This tuna was a goner. I had no option but to stop. I asked if I could help her. She introduced herself, and I immediately forgot her name, as I knew I would not be dealing with this person, then she asked if she could help me and asked my name. I declined to give it to her, and told her that I would not be dealing with her, and that I might consider dealing with someone else. She asked why, I and told her that she was too mercenary and made me uncomfortable by ‘stalking’ me. She seemed shocked at what I said, made a face, and walked away, I left the lot. If all of your salespeople are like this one, I will not be back to your dealership. Quite frankly, you need me far more than I need you. If I consider how many car dealers there are between Lafayette and Houston, it has to be well into the tens of thousands. I really have no dealer loyalty and very little brand loyalty. I really don’t much care where I buy a car – as long as I get a good deal and feel comfortable doing it. I did not feel comfortable at your dealership.”

A few days later, this man bought a truck…from us. We didn’t change our process; he didn’t get payoff for his trade; we didn’t sell the truck below cost, and his monthly payments ended up being higher than he initially agreed. Although this may seem like an anomaly, we did nothing outside of the norm other than we took the time to listen to and meet him in the midst of his fears. He had fears that he would not feel valued, would be pressured into buying, and would not get a good deal. How did we make him feel comfortable? We asked him.

When you’re facing resistance from your customer, you have a choice to make. Either you can prove your point by giving your customers the house rules of How They Should Buy A Car, which results in them giving up and abruptly leaving, or you can instead make the decision to give in. Of course the last thing a competitive salesperson ever wants to do is give in and tap out-conceding to a customer’s demands, but think of giving in as a temporary stint in order to allow your sales process to continue to flowingly move toward the permanency of making a sale. It’s not you-your customers don’t know you. When customers arrive, they are bringing the baggage of lies, unfulfilled promises, and the regrets of making costly decisions from past sales experiences with them. Because of those negative feelings, customers put up resistance in and effort to maintain control. They resist test-driving, giving their name and phone number, or coming inside because they don’t want to lose control and make the same mistake thrice.

The only way to overcome resistance is to not resist. When you run into opposition from your customer, discover and address their fears and adjust to their pace, by asking them questions such as, “How would you like for this to go?” “What direction would you like to take this?” “What is the next step for us to take from here?” Traditionally, we salespeople always want to set the pace, but pure power doesn’t always win the race-sometimes we must strategically draft behind the customer’s vehicle of concerns and fears and address them in order to sling shot ahead-earning their trust, resulting in a sale. In short, instead of being combative, sometimes we must comply with a customer’s uncertainties in order to find a mutual concession to move forward.

The next day the customer asked to see me in private. With a smirking shyness about him, he proudly presented me with a blue koozie that he brought back home after working in Russia. Evading eye contact, he said to me, “I’ve bought many, many cars in my lifetime and this was the easiest, most pleasant experience I’ve ever received.”

Sometimes even the most valuable lessons come from the thankful simplicity of a blue koozie. I’ll see you next time on the blacktop.