Posts Tagged ‘sales success’

We always say, “Back in the days,” right? But it’s really never that way, saying it has a nice jingle to it, but it’s actually, “Back in the moments,” because as author Dan Milman says, “We don’t remember days, we remember the moments and it’s in those moments that determine the quality of our days.”
You have 2 of the toughest jobs ever-Sales & Life, which is why I call the podcast, The Sales Life,  because we’re all selling our way through Life. But when it comes to selling as a profession, we litterally walk out of our door every single day to fail. Because of the rejection, we’ve got to remember the moments-the moments when you were able to be a part of your customer buying their first vehicle; the moments they received a pay raise and wanted to treat themselves; the moments that they received a windfall of cash…or the moments they’ve had to start over-rebuilding not only their credit, but their lives as well.
Moments…
Moments that you shared with customers that you’ve known for decades-walking with them through various phases of their lives…
Moments when you the family embraced you as you came to pay your final respects…
See, the moments will push you through the days.
The days that you don’t know if you have the strength to go on.
The days when you struggle to get customer’s to say yes after hearing your landlord say no to letting you pay your rent a little late. The days where nothing seems to go your way- the day ending so bad that your car won’t even start so you can leave that night.
The days are tough…
So it’s important to remember the moments because it’s in those wonderful moments that determine the quality of your days. I like to say that the days are your experience and it’s through the experiences that cultivate your moments of wisdom. Moments determine the quality of your days.
I hope you have a good “moment” today.
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There are plenty of excuses why you shouldn’t…

All you need is 1 Reason Why you should wake, work, & make it worth it. 

  
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? 

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

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As of late, the New England Patriots have been under fire for allegedly playing with under-inflated footballs. Playing with under-inflated footballs allows the quarterbacks, receivers, and running backs a better grip. When under-inflated, quarterbacks have more control when throwing and running backs and receivers are able to catch and carry the ball better. (Especially in inclement weather.)

Having an under-inflated ball definitely has its advantages. 

 
For those in the sales profession, I suggest that you always keep your balls under-inflated. From your triumphant highs to your darkest lows; from your string of runs of those who say yes to those who rollback, bought elsewhere, or the deals you have to split. 

You have to keep things in perspective because you’re never as good as you think you are nor as bad as they say. You will have good days and bad, but no matter how high you are sailing or how often you keep failing, keep your moments under-inflated and maintain your grip on life.

I’ll see you on the Blacktop.

(Video) Be Dyslexic In Your Goal Setting: It was a German philosopher Frederick Nietzsche who said, “Many are stubborn in the pursuit of the path they have chosen, few in the pursuit of a goal.” The reason why you on accomplishing your goals is because you’re in flexible in your path, yet flexible when your goals. If you want to taste from the fruits of success, then you have to flip your inflexible/flexible mindset around. Let me explain more…

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“Many are stubborn in pursuit of the path they have chosen, few in pursuit of the goal.” Friedrich Nietzsche German Philosopher
How many times have you set a goal only to let loose of the idea the minute adversity hits you? As Nietzche relates, the reason why you don’t accomplish your goal is because you’re inflexible in your path yet flexible on your goal. For instance, let’s say your goal is to break out of your 8 car shell and sell 15 cars this month- a few days later you  find yourself backing back into your 8 car garage again. Like putting your hand on a hot stove, the reason why you’re stuck in your career is because you’re inflexible to your comfort zone-the minute you feel the discomfort,  pain, and setbacks, you immediately drop the notion of doubling your sales output and fall back into the warmth of familiarity.  
If you want the taste of success, then you must become dyslexic in the way that you eat it- flip your inflexible/flexible mindset around. Be tenacious and lock into your goal, yet remain adaptively flexible to the adversity that comes against you. Like everyone, you’ll have setbacks, rollbacks, turndowns, rejections, and misfortunes this month-every month for that matter, but what separates extraordinary salespeople from ordinary ones is that EXTRAordinary salespeople don’t allow adversities to have any permanence in their career. Ordinary salespeople hold onto unforeseen, uncontrollable circumstances-thus letting go of their goals and sinking their month, while extraordinary salespeople handle the adversities by learning how to manage the setbacks (flexible) while still moving forward toward their goal (inflexible).
Don’t adapt the goal to the path; adapt the path to the goal. 
I’ll see you next time on the Blacktop!