Posts Tagged ‘success’

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. 

lonely-old-man1

It’s painful….

  • It’s painful to have the last 4 customers in a row tell you NO.
  • It’s painful to have a deal slip right through your fingers-they agreed to everything only to have a family member show up and queer the deal.
  • It’s painful to believe a customer is “coming right back” only to find their right back was not at your dealership.
  • It’s painful to hear that a customer that you spent 2 hours with yesterday bought elsewhere today.
  • It’s painful to stay late putting a deal together-to miss seeing your children before they go to sleep only to have the deal roll back in the morning.
  • It’s painful to have a customer drive off on you because you couldn’t tell him your “rock bottom price.”
  • It’s painful to have a customer come back, but not want to work with you.
  • It’s painful to see other salespeople selling cars all around you.
  • It’s painful to have second guessed catching that Up that turned into a deal.
  • It’s painful to have a customer hang up in your face.
  • It’s painful to not be able to lure a customer inside with the the “come on in and I’ll get you my business card” close.
  • It’s painful to hear your manager scorn that you’re not demo’ing, writing up, nor convincing enough customers to buy-punctuated up with, “You’d better figure this out real quick” threat.
  • It’s painful to not be able to even sell your best friend.
  • It’s painful to show a customer a note twice as much as what they’re paying now.
  •  It’s painful to hear people tell you that you’ll never make it in this business.
  • It’s painful to wake up in the morning-feet throbbing, back sore, and forehead blistered from standing in the sun all day every day.
  • It’s painful to hear your mind screaming that you’re not cut out for this, that you’ve lost your touch, that you should go to lunch and never come back.
  • It’s painful to have to start at zero every single month!
It’s painful…
I know…
But it’s not experiencing the pain that counts…
It’s not just you, we’ve all experienced these pains.
But it’s what you do with these painful experiences that matter.
They matter because you can either let the pain define why you can’t do, won’t be, and shouldn’t have…
Or you can allow the pain to refine your talents, shape your character, and form your destiny.
Success is painful…
It’s supposed to be-if it weren’t you’d never think; if you didn’t think then you’d never fight; if you never fought, you’d never learn; if you never learned, you’d never grow.
Experiencing pain is temporary-that’s called failure….
Avoiding pain is permanent-that’s called regret. 
Most people get to the end of life recollecting not of their failures…
They reminisce over their regrets.
Don’t ever get to the end saying, “I should’ve…”
Face the pain, saying, “I did.”
I’d rather try and fail than succeed at not trying.
I’ll see you next time on the Blacktop.
MB

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If you’ve spent more than 5 minutes in sales, then you’ve likely cried out, “These customers are wasting my time,” more times than you’d like to admit. And you know what? You’re right, they are a waste of your time. Here’s why:

  • You hold a grudge: Newsflash: When you show up to work today (and everyday after that), you will fail more often than you succeed. Now that you know that you will fail 70-80% of the time, what are you so scared of? If you’re going to fail, do it well and do it often. Failures are tragic only when you are unwilling to go out and fail again. What distinguishes great salespeople from the average ones is their ability to move on. Whether you make a sale or you don’t, hold it loosely-when we win we celebrate too often and when we loose, we commiserate too long. As the ancient saying goes, “Pray, but move your feet.”
 
  • You hold a gavel and not a brush: It seems as though we as salespeople attain our professorship in Sales-ology right around the 30 day mark. After about a month of getting screamed at for walking a customer, presenting numbers without a commitment, and sprinkling gallons of be-back dust all over our customers without success (the be-back dust must’ve been expired), we become jaded and cynical. I remember my first month in the car business; I  filled a 3 subject notebook full of customer’s names and phone numbers, their desired vehicle, what they were trading, what they did for a living, their hobbies- I was like a courtroom stenographer; anything I could think of I wrote it down. I thought I was going to be different…wrong! The more customers that didn’t show up, bought elsewhere,  lied to me, or hung up in my face, the more cynical I became. At one time, I was so cynical I didn’t even cover my draw-I couldn’t pay rent nor the day care, and my truck note was already 2 months past due. Athletes, writers, musicians, and yes, even salespeople are artists. Selling is your muse. Not every play will result in a touchdown, not every book is a best seller, not every song is a #1 hit, nor will every Up will result in a sale. Every day, every encounter with a prospect is an opportunity for you to create another masterpiece. Put down the gavel and pick up the brush-use your experience to work with your customers more efficiently, not judgmentally. Navigation systems efficiently follow roads not trails. If you were driving to Disney World, sure you could try to save time by driving though someone’s pasture, but eventually you’ll wind up stuck or in a ditch. If you want to find sustained success, find the disciplined roads and skip the trails. 
 
  • You’ve got to max out: Customer’s are a waste of your time if you don’t maximize their possibilities. Selling cars is physically easy, yet mentally tough. Not asking enough questions to uncover what and why your customer is in the market will lead to you looking like you’re trying to catch chickens in your back yard-before you know it your customers are all over the place leaving you mentally exhausted and frustrated (Which is precisely the time that you throw in the towel and cry to anyone who will listen that they are wasting your time). When you are working with a customer, do not give up until you’ve exhausted every possible opportunity: switching them from New to Used (I know the used car has 60,000 miles but let them say no, not you.), or Used to New (New rebates will help them with their negative equity situation.), more down payment and why (When you ask for [more] down payment, customers think of us as extortionists. Explain to them why more down payment is needed and how it will benefit them in the long run.), or adjust trim levels and option packages (Don’t say, “You need to be on a base model,” instead say, ” We need to adjust the package to get you closer to where you are trying to be.”). Just like exercising, the harder you are willing to push yourself, the greater the gains. 
 
  • You need books not lines: Legendary Coach Paul Brown said, “You can learn a line from a win, and book from a defeat.” The greatest injustice you can give to yourself is not drawing the lessons from your defeats. Instead of eulogizing with a bunch of other salespeople, who are glad it was you who “wasted time” and not them, recycle your defeats for fuel toward the next win. Sure there are people who want you to sell a car for $3000 below invoice; I know you printed out and showed your customers book values and market averages, but they still want retail for their car-stop getting hung up on the ten percenters. Don’t allow 10% of irrational people to screw up the other 90% of people who need your help. You are worth every dollar you ask for-act like it. After every encounter, ask yourself how could you have done better? (Every encounter, sale or no sale, can be improved.)  How could you have handled the phone call, demo, write-up, negotiation, or after sale service call better? Be absolutely honest with yourself to discover the miscues and missteps and make the mental adjustments needed in preparation for the next opportunity.  What the customer didn’t do isn’t the issue; what you could’ve done better is.
 
If you hold on to grudges, aren’t thinking creatively, not exhausting every possible option, nor learning from your mistakes, the customer’s aren’t wasting your time, you’re wasting theirs. 
 
I’ll see you next time on the blacktop. 

Posted: May 23, 2014 in Uncategorized
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Success isn’t about what you feel like doing, it’s about what you feel like being.

Marsh Buice

The Halls of Fame and Shame both contain busts. Walking in one Hall are the collections of those who manifested what it means to sacrifice. Even though they were beaten, battered, and bruised, they kept showing up.  When the motivation and the newness wore off, they relied on the passion and discipline that was etched into their heart. Busts like these grew deaf and mute-they couldn’t hear what others said couldn’t be done; they refused to tell the world what they were going to do, instead they first decided to show it.  When others wrote them off, they rose each day to prove it-not to others, but more so to themselves.

The other Hall is much different. At one time they were a wild bronco chasing their potential and bucking off any challenge that came their way, but stiff competition and mounting pressures soon broke them-today they walk in acceptance-rationalizing their existence of mediocrity. They were guilty of reading today’s headlines-sitting back, they felt they’d finally arrived and ignored the realization that today’s banner will soon become yesterday’s news-the bottom rung on tomorrow’s ladder.

Success is not for sale, it can only be rented and the rent is due every day. Having talent is not enough-it’s what you do with that talent that determines your significance. You can either live a life full of failures or die with regrets. It’s what you are willing to give up, do without, make the best of, and try again that separates your bust from the busts.  

Posted: July 27, 2013 in Uncategorized
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The hardest door you’ll ever find to open is your own- to go out and face the mounds of rejection in search of the needles of acceptance is what makes you unique. You weren’t hired because it was easy.

A Little Bit Goes A Long Way

The new 50th anniversary Lamborghini Veneno carries a price tag of $3.9 million, making it one of the most expensive cars ever produced. It sits on a $400,000 chassis, is adorned with custom made aerodynamic panels, all cradled with a V12 engine that cranks out 750 horsepower-reaching 60 mph in less than 3 seconds and top speeds of 220 miles per hour (Just what we need to sleep in a little later). In spite of the millions of dollars poured into the research and development, it is for naught if it’s missing one critical element- $3.50 worth of fuel. No fuel, no trip.

It is estimated that if your body were to be scientifically reproduced, it would cost over $6 million. I bet you had no idea you were already a multi- millionaire. Your chassis is composed of 206 bones and a staggering 60,000-mile long fuel system of veins-all adorned with custom panels of potential capable of achieving unlimited feats of success. You are crafted of the finest materials, banked with untapped possibilities, yet your tank is empty-parked on the shoulders of life. No fuel, no trip.

Even though a toddler hears the word “No” as much as 400 times per day, they seem to be unphased- why? The reason why toddlers are resilient and continue to explore is because someone is always replenishing their tanks with feedings of love, encouragement, and hugs. As a sales toddler, being told “No” is one of the keys to saying yes to success, but hearing the word “No” from 7 out of every 10 encounters begins to wear us down. When you began selling, your tank was full of optimism-you had a new lease on life and you were determined to make things happen…then the rejection set in. Customers promised you they’ll be right back only to discover they went down the street and bought a vehicle elsewhere; other customers told you to call them tomorrow, yet they purposefully gave you the wrong phone number; the couple you worked for 3 hours last Saturday- climbing in and out of 150 degree vehicles, didn’t even think to ask for you as they buy from your fellow salesperson. As the rejection mounts up, so too does your negative language. Once you looked through the lenses of possibilities; today you place everything under the microscope that magnifies your problems. Twelve hours later, as you drive home, your low gas light dings-your last $3 is put into the tank, just enough to limp into work tomorrow and pick up your draw check. As you walk through the door, you notice the thin envelope on your kitchen counter notifying you what you already knew-your account is overdrawn. Before you can put your keys on the counter, you’re told you son needs tubes to cure his ear infections. By the way the toilet is stopped up and the water pipe burst making yours and your neighbor’s yard a swampy mess.

No deposits-only withdrawals. As a toddler we had the luxury of someone else making deposits for us, but as we grow older and less dependant on others, the depositing rests more on our shoulders while life makes its withdrawals. The time to invest in yourself is before you’ve drained all of your accounts of optimism. With a wealth of free blogs, podcasts, and magazines literally at our fingertips, we cry we don’t have the time or the money to make such an investment. Abraham Lincoln used to walk for miles to borrow a book, yet we won’t even Google an article nor purchase a free library card.

As your profession and the world continue to throw punches at you, it’s what you are feeding your mind that will determine how and if you will fight back. Read biographies of people who have walked where you are walking-read of those who were staring into the abyss of life, yet today they are on top of the world. You need faith, love, and encouragement-the best person to give you that is you. Build yourself up with positive, uplifting words or messages-put fuel in your tank. As you are getting ready for work or taking the commute, read between your ears through audio. Wake up 10 minutes earlier and sip the beans of success. Don’t allow your fiery potential to become a smoldering heap of charred possibilities.

It takes just one penny doubling in value every day to be worth over $5 million in only one month’s time! On day 8 it’s worth $1.28; day 16 it’s worth $328; day 25 it’s $168,000 and on day 30 that penny reaches $5.3 million!

It takes the pennied investment of today, to bring your multi-million dollar potential into reality. It doesn’t take much to go far-besides, you’re worth too much to treat yourself so cheaply.

I’ll see you next time on the blacktop.